October 29, 2013

Go Beyond The "Facts"

Imagine you are looking to invest in a new product. You strike up a conversation with a salesperson who has the product and they tell you all the features, benefits […]

Imagine you are looking to invest in a new product. You strike up a conversation with a salesperson who has the product and they tell you all the features, benefits and the low-low-low “special price.” But there is one big thing missing.

The proof! You can talk-up what a product will do for a customer, but without any sort of results, those statistics mean nothing!

If you have a business and you leave out those all-important testimonials, you could be crippling your business. The facts tell, but stories will sell!

Consider any home remedy you’ve ever tried. Mixing hot water with lemon and honey for a sore throat. Using coconut oil as a moisturizer. I’m sure there are scientific facts behind why those products do a good job, but do you use them because of the complicated science behind it?

No, you use it because your family friend suggested it, raved about it and told you what that product did for them. Maybe after you heard the testimony you researched the science behind it and put 2 and 2 together… but the logic remains that you cannot sell a product, idea or opinion without BOTH.

People want to know, “Will it work for me?” Testimonials not only validate your product or idea, but they also build a bridge to your prospect they can relate to.

Anytime you give a presentation, you’re in a job interview, you’re on a phone call — you need to include those testimonials! If you have tuned in to one of our radio or television shows or attended a live event, you’ve been a first-hand witness to how we use this technique!

And we use it because it works. Every presentation you give must include testimonials – stories from people who have used your product/service and have gotten results.

Even if you cut hair, answer the phone, or do something else you think might be totally unrelated, this tip will help you gain and keep loyal clients. Why? Because people love standing behind a product, service or idea that has real-world results.

However, a bad testimony can do more harm than good — and I’m not talking about “bad reviews,” either! And I bet you’ve seen more than a few bad ones if you’ve spent any time searching for business gurus or weight loss products. They’re usually the ones that are like, “Yeah I used this, it was great.” Sure, they’re not bad-mouthing the product, but they don’t speak from the heart or a personal perspective.

Good stories, good testimonials for you to share discuss very specific results in very specific areas. Steer clear of “feel good” testimonials that are warm and fuzzy because, in reality, they’re just fluff. You’d be surprised how many people can say “It was great,” in greater detail, using 100 words or more! It’s about building a “me too” reaction from your prospect instead of just a “so what?”

If this is something missing from your business, you need to take notes or print out today’s message. The next time you give a presentation, make a prospecting call, write an email or simply try to share an idea with a friend, use this technique!

Leave me your comments and be sure to “Like” this post of The Daily Fix. We’ll be connecting on Wednesday night for the Spiritual Equipping Broadcast at 8 pm ET/7 pm CT. Write yourself a reminder and join us then!

 

In great faith,

 

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Categories: Presenting   

Tags: article   psychology of sales   testimonials   The Daily Fix   

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