Perhaps the most powerful component of any Web site sales copy
is the use of testimonials. Inserted in your sales copy,
unbiased words of praise from satisfied customers have the
following potent effect for your prospect. Effective
testimonials;
Rationalize your prospect's buying decision Back up the claims
you make for your product or service
Vouch for the benefits of your product or service.
However, despite their clout as an influential sales tool, it is
amazing how many clients fail to effectively gather and use this
precious commodity. Some tips for including this essential
component in your future promotions.
· Whenever a great unsolicited testimonial from a customer
crosses your desk, contact the customer for permission to use
all or part of it in your marketing campaign. And also request a
photo.
· Always include the full name, as well as address under the
testimonial.
· Be proactive in soliciting testimonials from your customers.
Send personal letters or notes to your customer list indicating
you are updating your marketing program and would be grateful
for comments about what they liked most about your product or
service. Phone surveys are also an option. Elicit the reasons
they purchased your product, the three features or
characteristics they like most about it (and why), and the
product's strongest feature, More importantly, ask them how the
product or service has most benefited them; e.g. how it saved
them time, money or frustration. And of course, solicit any
comments they have on what they would like to see changed.
Note a secondary benefit of such an approach; learning things
about your product or service that can be improved or corrected.
· Of course, if you are not receiving testimonials from
customers, find out why. The problem is most likely with your
product or service. Improve that and the testimonials will
come...as well as increased sales!
Sprinkled throughout your sales copy, testimonials provide a
compelling reason for purchasing your product or service. A good
rule of thumb is; include 1-3 testimonials for each product or
service benefit. A collection of testimonials can also be
included as a separate stand-alone piece of your promotional
package.
Wherever you place them, make sure each testimonial adheres to
the four golden rules...
Be specific Stick with one benefit per testimonial Make sure all
claims are believable Keep the testimonial targeted to your
audience, excluding anything irrelevant or offensive.
Copyright Alan Richardson
About the author:
Alan Richardson is a well-known internet consultant and
publisher with
http://www.optimalwebservices.com - a Web
resource firm in North Easton, Massachusetts, offering free
advice and information for web-based small businesses and
entrepreneurs.
To read other articles by Alan, click
http://www.optimalwebservices.com/articles
To signup for the free 'Optimal Web Services for Small Business'
ezine, click
http://www.optimalwebservices.com/subscribe
