April 8, 2014
Facts Might Tell, But Here’s How To Sell
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 one big thing is 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 to that person!
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! Click to tweet that and share on twitter now!
Land a 90% closing ratio on your next presentation!
Knowing your audience and how to give a “million-dollar” presentation could be your ticket to success. If your business has been sluggish, no one seems to listen to your ideas, or people avoid your sales pitches like the plague… you’re doing it wrong! But it’s not too late to start doing it RIGHT.
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 scientific facts are 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 bottom line 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 personally 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 anything 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’ll 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 that you can share discuss very specific results in very specific areas. Steer clear of warm and fuzzy “feel good” testimonials 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 below and be sure to “Like” this post of The Daily Fix. We’ll be connecting later today on The Dani Johnson Show at 12 pm ET/11 am CT. Write yourself a reminder and join me then!
In great faith,
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