how to get fantastic testimonials - amazon s3 · how to get fantastic testimonials © marie forleo...

HOW TO GET FANTASTIC TESTIMONIALS

HERE’S WHAT

YOU’LL LEARN IN

THIS VIDEO

How To Get Fantastic Testimonials © Marie Forleo International - Marieforleobschool.com

Why testimonials are so darn important for your business

The importance of staying current on local laws and regulations

Resources and ideas for product and service based businesses


Six power questions to get fantastic testimonials

The do’s and don’ts of fantastic testimonials

WHY TESTIMONIALS ARE SO DARN IMPORTANT



It’s all about social proof! Whether it’s reviews, testimonials or good old word of mouth . . .

What others say about you can be 10X more powerful and persuasive than what you say about yourself

Human beings are hardwired to look around and do what other people are doing because of mirror neurons that influence our behavior


More testimonials (reviews, social proof) = more sales and more happy customers as you leverage the “snowball effect”

Testimonials are also the perfect vehicle to tackle objections head on

THE POWER IS IN YOUR HANDS



Fantastic testimonials and reviews start way before a customer ever purchases from you

Our goal in business is not just to do what we say - it’s to go WAY beyond. This is about creating an OUTSTANDING customer experience


Strive to build in at least 3 surprises into every purchase. Could be a follow-up thank you call, an unexpected video, a bonus gift, etc.

Be methodical and maniacal about over-delivering on your promises and going above and beyond for your customers

Remember our mantra: how would you behave if you were the best in the world at what you do?

ONE

IMPORTANT

THING

STAY CURRENT ON LOCAL LAWS



Especially when it comes to testimonials and endorsements, make sure that you’re current on local laws and regulations for your industry

In the U.S. the FTC continuously evolves their regulations about the proper and legal use of testimonials and endorsements


This is especially true if you’re in the fitness, medical, health, business opportunity or finance industries

Outside of the US, check your local government regulations on commerce and advertising

This is an area where it pays to have an attorney review your marketing and sales materials to make sure you’re compliant

REVIEWS & RATINGS



It’s important to stay up to date on all the relevant sources for ratings and reviews in your industry

For example, Yelp is very popular and it can be quite controversial

If your business could be reviewed on Yelp, visit https://biz.yelp.com/ to make sure you’re in the know


Google “Yelp Responding To Negative Reviews” for a particularly helpful section on responding to negative reviews

Sites like Yelp and Amazon have their own guidelines around ratings and reviews. Stay up to date on best practices for your industry

COOL IDEA FROM SEPHORA


Systems, Teams & Massive Productivity © Marie Forleo International - Marieforleobschool.com© Marie Forleo International - Marieforleobschool.com

HOW TO GET FANTASTIC TESTIMONIALS



Timing: ask during the experience of using your product/service or immediately after. You want that fresh energy, insight and enthusiasm

You could also create a survey using Google Forms, WooForms or SurveyMonkey.com (I’ll give you the questions in moment!)


Or you could call your clients and interview them. The advantage is you get to ask follow-up questions and tease out even deeper benefits

Use Skype to record a video interview. If you have a Mac use Call Recorder for Mac for $20 http://ecamm.com/mac/callrecorder/

If you have an in person service, or do live classes and events, capture testimonials on video

http://ecamm.com/mac/callrecorder/

THE BOTTOM LINE

IS

YOU HAVE TO ASK!

THE SIX POWER QUESTIONS



The following six questions are here to get you started

Every business and industry is different so feel free to use what works for you and tweak the rest

Not only a great way to generate more social proof, it’s a fantastic way to connect with your customers and learn how to improve offerings


Use this process to better understand the folks you serve and be even more caring, compassionate and outstanding in your business

Remember, always make sure you get explicit permission to use customers’ words and likeness in your marketing materials

WHAT HESITATIONS DID YOU HAVE ABOUT PURCHASING OUR PRODUCT?

1


WHAT CHANGES HAVE YOU NOTICED IN YOUR _______?2


WHAT SPECIFIC FEATURE DID YOU LIKE BEST?3


WOULD YOU RECOMMEND OUR PRODUCT/SERVICE? WHY OR WHY NOT?

4


IS THERE ANYTHING ELSE YOU’D LIKE TO ADD?5


WOULD YOU BE OPEN TO A MORE IN-DEPTH INTERVIEW?6


MORE SOCIAL MEDIA TESTIMONIAL STRATEGIES


How To Get Fantastic Testimonials © Marie Forleo International - Marieforleobschool.com© Marie Forleo International - Marieforleobschool.com

Manually capture screenshots from Facebook and blog comments

Create a new folder in Google Drive and store all images for later use

Example: a comment from our launch


TESTIMONIAL MAKEOVER DEMO - VERSION 1

“I’m a super huge skeptic, especially when it comes to services promoted online, but I have been more than happy with what B-School has to offer. I immediately read through all of the bonus material and that alone has made me realize this program is worth every penny!”



“I’m a super huge skeptic, especially when it comes to services promoted online, but I have been more than happy with what B-School has to offer. I immediately read through all of the bonus material and that alone has made me realize this program is worth every penny!” - Kelly C. New York City



“I’m a super huge skeptic, especially when it comes to services promoted online, but I have been more than happy with what B-School has to offer. I immediately read through all of the bonus material and that alone has made me realize this program is worth every penny!” - Kelly Courson founder www.celiacchicks.com, New York

THE DO’S AND DON’TS OF GREAT TESTIMONIALS



Be aware of the “mirror effect.” When people land on a website, they are looking to see people like themselves

Make sure your testimonials reflect the specific struggles, desires and results of your ideal customers

Be strategic and use testimonials and case studies to overcome objections


Whenever possible, use your customer’s full name, location, their profession or website and their picture

We know that in every industry it’s not possible to use full names, but add as much detail as you can


Length: make your testimonials as short and to the point as possible

You can edit testimonials for clarity - just make sure you get your client’s final approval

Video/audio/written: What’s great about video testimonials is that you get the visual and you can separate the audio and have it transcribed for a written testimonial too


Genuine enthusiasm trumps all

People can feel energy, even in the written word, so don’t edit out

“A HAPPY CUSTOMER IS THE GREATEST ADVERTISEMENT.”

- Andy Sernovitz

how to get fantastic testimonials - amazon s3 · how to get fantastic testimonials © marie forleo...

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