Blog | Tips and Advice from 81up
The power of customer testimonials in business
Happy New Year! This is our first blog post for 2017 and the entire team here at Shockwave, hope you and your loved ones enjoyed the festive season. We also hope that you’re ready to kick some major business goals this year.
In case you haven’t noticed, we’re super pumped and a lot of that has to do with the number of business owners who are coming to us, yearning to learn more about how they can achieve the lifestyle they deserve.
Ever given a product or service a go after hearing just how great it was from someone else? We’ll be honest, customer testimonials are one of our favourite subjects to talk about because they’re what business is all about! Perhaps you’ve been at a networking meeting where you’ve come away with a referral. In the business world, the power of word of mouth should never be underestimated.
Just think of Facebook and the many online networking groups. When someone posts a query or is asking for recommendations, what’s more powerful?
A: A business owner shouting out to the world about how great their services are
B: A business receiving 2 or 3 recommendations from others in the group who have used their product and service and speak from experience
In the above scenario, of course B is more powerful!
We’ve used a pretty casual example above but customer testimonials can be used to great effect on your website, in your LinkedIn profile and across other appropriate marketing collateral. What some business owners fail to realise is that there is actually a skill in obtaining a great testimonial.
Before we delve into this any further, here are our top 3 reasons why we tell all of our clients that they need to be collecting testimonials on a regular basis:
#1 – Customer testimonials strengthen your brand and credibility
#2 – They are a form of social proof. If you look up any decent sized brand online, they’ll have hundreds of testimonials or alternatively, reviews
#3 – They tell a story that helps you to stand out from your competitors
So, how do you generate the kind of testimonials that have the ability to turn an interested customer into one that picks up the phone to reach out for more information? This is one area that our Shockwave business coaches really enjoy working on with our clients. Why?
When you do things day-in and day-out, you start to take what you do for granted. Going through the process that we’ll detail further below, opens business owners’ eyes and makes them see how they’re excelling on so many levels on a daily basis.
Like many things in business, getting a fantastic testimonial requires good communication. We’ve put together 3 easy steps for you to follow below:
Step #1 – Ask
As they say, if you don’t ask, you shall never receive. If you’re not asking your customers for feedback about your product or service, it’s highly unlikely they’ll offer anything. Think about your own buying habits: have you ever gone back to a business to pass on your thoughts unless you needed to place a complaint? We didn’t think so.
Step #2 – Ask specific questions
Getting a good testimonial is a real art. You need to ask the right questions so that you have the information to work with and tweak in step 3.
Step #3 – Summarise and edit
Not everyone is capable of being the world’s best writer. Extracting information from your customers can be tricky but as long as you have enough information to work with, you can then edit it down and tweak their response to suit. Just make sure you send it back to your customers for them to approve to ensure they’re happy with what you’ll be showcasing to the world as their testimonials (this last step is incredibly important).
If you’re anywhere near as excited as we are about business in 2017, we’d love to hear from you. Regardless of whether you’re looking for marketing advice, help with your financials or anything else business related, we’d love to chat. To secure a complimentary strategy session, give our team a call on: 03 9016 0428.