Effectively Using Testimonials to Build Your Business

What this episode covers

‘By not utilising these third-party testimonials you are missing an opportunity for you, your business and for those providing testimonials for you’ Toni takes an in-depth look at testimonials and their importance in building your business. She explores the various types of testimonials explains in detail the most powerful format for any testimonial. If you want to make sure you have awesome testimonials for your business listen in now. KEY TAKEAWAYS We’ve all had recommendations in the past and they are very powerful in helping you to make decisions. It is important to remember that bad news travels faster than good news so whatever your product or service it has to be good. Testimonial information can be shared in a variety of ways but when you are sharing past examples from clients or their comments it’s important that you have permission. If you have an email thanking you,  commenting on how great your presentation was and confirming a future booking then this can be used. It showcases that your client was very happy with the service provided and that they are booking you again. You can also have video testimonials, if a client is prepared to explain what you and your service or product has achieved for them then this is an extremely powerful way to promote yourself and your brand further. Testimonials can be arranged or ideally are put forward by the client. There is nothing wrong with asking clients for testimonials, good business builds a business. If you are aiming to build or fast track your business you need to give it a helping hand through testimonials. If you do it well enough you’ll have people fighting to leave you their success stories because success leaves clues. If people who are getting success because of your product or service and you promote them, through a testimonial then others will also become interested in taking part. You don’t just ask for a testimonial not everyone knows the right format to use. You should coach your clients when they are doing a testimonial for you to ensure the testimonial is specific and beneficial to both you and them. The then, now, how, action model is effective for testimonials across a range of formats ‘The then’ This part focuses on what it was like for them before they encountered working with you. It usually identifies a pain point in some form. These will be points that other people will identify with. ‘The now’ This where they are now following working with you or using your product. The now is the results, the success achieved. There will be a big gulf between ‘the then’ and ‘the now’ it is the sharing of success. ‘The how’ People want to know how they can replicate those results. How did you do it?, how can I do it?’ The how’ will be a system, formula or profile that can be followed. ‘The action’ This is the call to action. It’s what people need to do to achieve the same result. The more visual it is the better the results. An image is very powerful, it could be in the form of a screenshot to show results or a picture of the before and after. If the testimonial is visual,  detailed and includes results it will have powerful Video testimonials - The video format is powerful because it allows people viewing to see the positive facial expressions of those giving the testimonial. Live testimonials - The best testimonials of all are live testimonials where people are in the room with you to share their results and available for your audience members to meet and ask questions. This is beneficial to you,  your credibility and your audience who can interact with the individual. It is also beneficial to the person providing the testimonial as they can promote themselves and their business You should try to use a mix of testimonial types and remember to ask all of those people who thank you to provide a specific testimonial that uses the then, now, how, action model. BEST MOMENTS ‘Facts tell but  stories sell’ ‘We’ve all had recommendations in the past and they are very powerful in helping you to make decisions’ ‘It is important to remember that bad news travels faster than good news so whatever your product or service it has to be good’ ‘Bad news travels fast, good news takes the scenic route’ ‘It's important  that we give our good news a helping hand and support it on its way’ ‘You can share testimonials verbally, one to one or in a staged delivery when you are speaking’ ‘It creates scarcity as people know you are being booked again so your time is limited’ ‘It has additional elements’ ‘People will often send messages thanking you but how often do you go back and use them as the basis for a testimonial’ ‘I was taught early on to keep a file of all the results people shared with me’ ‘It’s a great confidence boost, we all have down days’ VALUABLE RESOURCES https://itunes.apple.com/gb/podcast/presenting-pitching-public-speaking/id1435146863?mt=2 ABOUT THE HOST  Toni Gargan is a Double World Record-holding Public Speaker, Mentor, Entrepreneur, and Professional Property Investor. She acts as the Director at Owen Oliver Property, a family-run property investment company helping others gain passive income through investing. Aside from building her amazing property portfolio, she’s also a full-time mentor for property investors through Progress Property and Unlimited Success. Toni has since then discovered her true passion – helping others by training and mentoring through public speaking. She now hosts her own show, Presenting, Pitching & Public Speaking Podcast, which aims to help you be confident, improve your speaking & communication skills and present better for you, your team, and your business. CONTACT METHOD LinkedIn: https://www.linkedin.com/in/toni-gargan-627b0a100   Twitter: https://twitter.com/tonigargan?lang=en

PodParley-generated summary based on available episode metadata and transcript content.