Are your testimonials really selling you?

I see a lot of testimonials on social media, especially on a Tuesday … and whilst they are a great way to show potential customers that others are very pleased with your work, I always believe there is something missing …

You see, the testimonials I see rarely include an account of the pain the customer was experiencing before they took on that business’s services and so they don’t spell out the pain that was resolved for them – and that could be resolved for others, as well.

I wholeheartedly accept that a testimonial should be authentic and in “their” words, but surely we can ask our testimonial-givers to be a bit more specific?

To be blunt: I know you are a good person, I have built a relationship with you before I buy, but what I want to know is, how will I get value for money? How will you cure the pain I am currently experiencing?

You need to paint a picture that shows other people, who may well be in the same or a similar situation to your testimonial-giver, what’s in it for them!

What could you do to ensure your testimonials really include the stuff that matters? You could ask specific questions when asking for testimonials, like where was the pain in the business before they started working with you, was it time, money, etc. You could ask them to write about what you have solved for them and how they feel now, or even what they are able to do now you are their supplier and the pain has been resolved. That lets other potential customers – people who may just need a small nudge to get them over the line – understand what they can gain from working with you.

Go on – #igniteyourbusiness and your testimonials.