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Is Your Business REALLY Ready to “Go Viral?”: 3 Reasons Why Virality Hurts More Than Helps

By | Marketing | No Comments

Can we take a quick moment to thank the sweet baby Jesus for the Facebook group called Beard Game Matters?! (<–single ladies, you’re welcome! 😉

It’s the kind of levity I needed after a week filled with Trump tweets, protests and natural disasters.

To give you some context (if you don’t already know what’s going on)…there’s a dude named Mike McMillan had a beard care product line that he wanted to get more exposure for, so he decided to create this group called Beard Gang Matters for beard appreciators all around the world. (HALLELUJAH!!)

This HUGE Facebook group (over 1 MILLION members as I’m typing) went viral in just a matter of DAYS because Mike was able to tap into a niche that was ready and willing to engage. So, kudos to him on that. 

Handsome menfolk are in there thirst trapping and I’m all the way here for it (and living vicariously because I’m very engaged – but a girl still has eyes, amirite?!)

So let’s talk about what YOU need to get YOUR biz ready for this kind of exposure and attention…

Cuz…I’m all for “going viral,” but if your biz isn’t set up properly to turn ATTENTION into COLD HARD CASH, then you’re going to waste an opportunity (and I don’t want any of you to do that).

Popularity is good, but PROFITS are better.

Because you are part of my tribe, I created a quick video sharing the 3 reasons why going viral can hurt your biz more than it helps…

TLDW (Too long. Didn’t watch). Here’s a short and sweet version of what I said in the vid:

1). If you don’t have the proper marketing automation or system to turn the attention you get into sales/customers/clients, you’ve wasted an opportunity;

2). FB groups are great, but there’s a danger in building your house on rented land. Treat social media platforms like ad platforms. So you need a way to capture prospect contact info (email addresses, phone #s, etc) so you can reach back out to them again and again at will to offer products/services (outside of social media);

3). Going viral is the “holy grail” that too many people strive for, but while everyone is talking about you…everyone won’t necessarily BUY from you. Do you want to be POPULAR or do you want to be PROFITABLE? If it’s the latter, see #1 and make sure you have it in place BEFORE you go viral.

Are you ready for your 15 minutes of fame?

I’m here to tell ya that you need a marketing system with a message that makes people MOVE. Need that? Let’s chat.

The 1 Thing You Need To Do To Prevent Customers and Clients From Backing Out On You (Before You Can Deliver the Product or Start the Project)…

By | Marketing

As a biz owner, one of the WORST feelings in the world is having a client or customer back out on you before you can even get to work on their project or deliver their product…

By that I mean: chargebacks, changing their mind about hiring you, or dropping out of your program.

…Even AFTER they’ve signed the contract and/or made a purchase.

I feels like cruel and unusual punishment, right?

So, if this has happened to you OR if you want to prevent this from happening to you in the future, watch this vid where I explain how you can combat contracts and customers from falling through by doing just 1 thing…

(Hint: it has NOTHING to do with creating an airtight contract that’s the equivalent of a straight jacket once signed)

 

Sound off: tell me about a time where you used this strategy. What did you do?

The One Thing Your Website Is Probably Missing (That Could Net You MORE Sales, Leads and Consults)

By | Business, Marketing

5-marketing-strategies-to-3

If I had a dollar for every time told me they wanted to “revamp” their website…

…well, let’s just say, I’d be pecking these keys while on a beach in Santorini. STRAIGHT CHILLIN’.

Look, I get it. Websites are virtual pieces of real estate that say a lot about you before you get to even interact with a customer over the phone or in person.

It’s easy to feel like yours is inadequate when you take a peek at thousands of others (especially your competitors).

*Announces over a bullhorn: step. away. from. the. browser.*

Your “web presence” is important, but I’m willing to bet things you’ve been seduced into believing about it (by well-meaning, hustlin’ web developers) aren’t critical to the success of your business.

We already know the Google gods favor sites that are fast, mobile friendly and responsive. So, unless you’re getting your web themes or site developed by someone stuck in the 90s, most of the options out there are fine.

Imagery is huge, so nice, big pictures and even a video or two are a plus.

And as much as I love the written word, people ain’t reading like they used to…

…not with attention spans hovering at 8 seconds (less than a goldfish. Can you believe this foolery?!), our collective ADHD is NOT here for wading through unbroken paragraphs of copy. Folks ain’t trying to read a when they land on your site.

But even if you muck up all those things I mentioned above, you still shouldn’t be guilty of the ONE THING most brands and businesses fail to add to their sites…

Are you ready?

It’s much simpler than you think.

That thing is a call to action button.

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As a matter of fact, there should be MULTIPLE on your site – especially that homepage.

Without question, this is the single biggest thing that makes it harder (if not impossible) for you to nab more sales, leads and consults from your website.

I can’t tell you how many times I’ve seen brands spend THOUSANDS on a website, only to neglect the most important thing: a call to action. 

Here’s what I mean…

When people navigate to your site – regardless of how they get there, they want to simply know which button to press to talk to you, to buy from you, or to hear more from you (by being added to your email list).

It’s like we’re all toddlers who just want something tactile to explore.

And because we all have ADHD, we’re not trying to spend all day figuring it out (especially those of us who navigate websites on mobile devices).

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So your job is to make it painfully obvious which button they should press when they land on your digital front door.

And those buttons should be sprinkled EVERYWHERE on your site, like bread crumbs, gently leading them to take some kind of action or next step with you.

Are you selling products? Make sure you have a BUY NOW button everywhere your products are (and even when they’re being discussed on your site).

Are you selling services? You need a BOOK/SCHEDULE NOW button in multiple areas of your site so that you can start conducting more consults.

You know those super long sales letters or landing pages you encounter on the web? All the good ones break up the messaging with calls to action throughout.

Here’s why…

They always take the “temperature” of the prospect into account.

So, if there’s a prospect who is pretty much sold on the product or service or the brand already, they have the opportunity to skip all the formalities and smack the buy button pretty soon after they land on the page.

But for those people who need a little more convincing and nudging…

For those who have to read on and warm up to the messaging, they need more time to think about making a buying decision. So they travel on down the page…and when they do decide to purchase…whaddya know?! There’s a BUTTON or link right there for them to click.

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No matter where your web visitors are on your site, they should never be too far away from being able to press a button.

Lemme give you some visual examples.

Take my website for example (hey! This post would be worthless if I didn’t walk the talk). Notice the call-to-action button is immediately visible on the top right hand corner of the site (where the arrows are). You ain’t e’em gotta scroll to know what you should do to inquire about my services, shawty!

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Another one of my favorites is LeadPages. When you land on the site, there’s no mistaking what the next step is. It’s either one of two things: 1). Watch the demo for how their product works or 2). Start using LeadPages to build your landing page.

You’re hit with THREE buttons before you even have to scroll. Leadpages does this Call-to-action thing like  BOSS.

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Finally, to show you how your visitors should never be too far from a call-to-action button  (regardless of where they are on your site)…Here’s an video screencast of me navigating Bench’s website. Click the image below to see the vid.

 

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Now, let’s hop on over to e-commerce.

On of my favorite places to get sunglasses does a great job of making it easy for me to buy from them as soon as I hit the page.

Ain’t no mistaking it…the “Shop Styles” button lets me know exactly what I need to do when I want to re-up on my ever-growing sunglasses collection.

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*DJ Khaled voice: ANOTHER ONE*…

2016-09-29_1747 This site: BDonnas.com does a good job of not just showing you the latest shoes to lust after, but of letting you know exactly what you can do to make them yours (on EACH ITEM!).Notice that BDonnas didn’t hit you with just the price. They hit you with the “YOU LIKE? BUY!” kinda call-to-action. And as soon as you hit the Add To Cart button…

BAM. Another page opens up with a detailed description of the shoe, its availability and a menu to choose my size. Then I can REALLY add it to my cart. Easy. Peasy.

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That, my friends, is how the call to action is done.

Quite honestly, I’ve seen some of UGLIEST sites rake in more cash than most of these prettified sites could ever WISH to because of one simple thing…they had an effective, obvious call to action.

So before you spend thousands to hire a web developer to revamp your site (yet again), make sure your website has enough buttons for people to press, so you can start netting more sales, leads and consults.

…THEN you can start thinking about revamping it for aesthetics.

Got it? Good.

Let’s Break Down the Secret To Persuasive Sales Once And For All

By | Business

You either “got it” or you don’t, kid.

That’s the lie we often believe about “sales”.

It’s like we think the ability to sell stuff is some elusive super power, only granted to certain people at birth.

…That’s what I used to believe, at least.

And it’s that belief about sales that keeps us stagnant, broke, and out of the game all together.

But it’s wrong.

Now, are some people better at it than others? Yes. But…

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Great salesmen (or sales women) are made; not born. (That means you’ve got what it takes).

Do you remember the first dollar you ever made in your business? The moment when you finally made the sale? The time when you convinced someone to part with their hard earned coins in exchange for something valuable you offered?

Exhilarating, wasn’t it? Made you want to do it again and again, didn’t it?

Well, it wasn’t just some fluke. There was a process you took your customer through and you ain’t e’em know it. LOL.

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I believe that if you can make $1, you can make $10,000…$100k…and even a MILLI.

But first, you have to shift the way you think about sales (especially if you’re a service provider, coach or consultant of ANY kind).

We all know that in business, sales cure all. It’s the elixir that allows us to keep the doors open, the payroll flowin’ and the wheels churning in our biz. But how come so many people are so intimidated by the concept?

Perhaps it’s because if you don’t have enough sales, soon and VERY soon, you won’t have a business.

It’s a scary thought. But one that shouldn’t paralyze you into oozing desperation and into believing it’s DO OR DIE every time you’re on the phone with a potential customer.

You’re not some sleazy, slick-talking used car dealer here. (At least I HOPE you aren’t.)

You’re a business leader who has something valuable to offer the world. You’re great at what you do and you deserve to have a business that reflects that.

What would your business look like if you made one more additional sale this week…this month…or heck, this year?

Well, this post could be a game changer for your approach to “making the sale” CONSISTENTLY in your biz.

But first, confession time: I used to HATE consultations.

I loved the work, but man did I HATE the process that required me to GET the work: the calls. Ugh.

My hands would clam up. My voice would get all screechy. I’d get all nervous and start stammering.

I tried doing the “power pose” minutes before the call. I tried outlining exactly what I was going to say beforehand. I tried it all.

But you know what? Those tactics alone got me NOWHERE. I was just wasting my time taking these calls that always ended with the prospect saying – awkwardly, “okay, well, I have to think about it some more and I’ll get back to you.”

And guess what? They never did.

Has that ever happened to you?

Looking back, I knew what the problem was: I didn’t have the confidence or the strategy in place I needed to turn a conversation into an actual commitment from my prospect.

It wasn’t until I changed my approach to sales that I started seeing a dramatic increase in the number of clients, projects and DOLLARS rolling into my biz.

I’m going to share with you how I managed to change my approach and why the pay off has:

  • Allowed me to earn $14,599 EXTRA for my biz (and counting)
  • Increased my closing/conversion rate (it’s at 80%).
  • Shortened my sales cycle dramatically
  • Helped me weed out the tire kickers, freebie seekers and price shoppers.
  • Positioned me as THE best person for prospective customers to entrust their business to regarding copywriting and digital marketing strategy.
  • Increase my cash flow and profits
  • Eliminated the mere THOUGHT of asking for a discount from my customer’s minds.

And ultimately…changed the game for my business (and how it can for you, too).

But first, you gotta understand that sales is a sweet science, not some elusive art form that only a select few people “get” or are “good” at.

And contrary to popular belief, you don’t have to be an outgoing extrovert to be great at sales.

You don’t have to spend all day cold-calling people with canned spiels to peddle your products or services, either.

And nope, I know what you’re thinking…

You won’t have to constantly (and annoyingly) pitch your stuff up in every Facebook group, on IG or on Twitter all day every day.

I’m sure by now you’re asking, BUT HOW, SWAY?!

Instead, I believe that every entrepreneur (ESPECIALLY those of you who are consultants, service providers and coaches) should approach sales first and foremost as a relationship-building conversation (or series of convos). In fact, marketing and biz GOAT Jay Abraham calls it “Consultative Sales.”

Here’s why:

If people are coming to you, it’s obvious that they believe you have a solution they don’t have themselves. You’re the expert, remember? Start acting like it.

What does that even mean, though?

It means you’ve got to position yourself as your customer’s #1 trusted advisor in the industry or niche you’re serving.

Act as a doctor would. Help your prospects get what they want by taking the right steps to accurately identify the problem and sell them the cure.

DASSIT.

Sound too easy to be true?

Ok. You do have a point there, which is why I’m going to break down the HOW so you can do this yourself.

It’s chess, not checkers, my friend.

There are 7 simple steps I use when we’re having a conversation with a prospect (that leads to a sale about 80% of the time)

1. Establish Trust.

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I believe that to sell is to serve. It’s why I’m in business (and it needs to be why you’re in business, too).

So, I immediately make it known that I’m here for THEM. It also helps to exhibit empathy. It’s the one human emotion that elicits connection, relationship-building and most importantly, TRUST. It’s also the common thread that makes the rest of what I’m about to share with you work.

Here’s why this is KEY to nailing the sale: you have to make your prospective customer feel comfy enough to divulge what their real problem is.

Here’s what happens when their walls are up: you get surface-level answers, they’ll keep you at arm’s length and you’ll NEVER be able to present him/her with the best solution to address their REAL problem.

So you have to set the stage for a conversation to occur before even THINKING about selling them ANYTHING.

No trust. No (real) fruitful conversation. No sale.

2. Take control of the conversation.

I often talk about the power of positioning and how your customer wants a guide and not a hero.

In order for this sales conversation to go anywhere, you have to take control of it. After all, that’s why your potential customer is coming to YOU for answers!

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I always like to map out how the conversation will go before jumping in.

Here’s why this is KEY to nailing the sale: You think YOU’RE nervous? TUH. You prospect is nervous, too! They know they have a problem, but that’s it! They’re looking to YOU for guidance. So if you can help ease their mind during the conversation by getting in the driver’s seat they won’t feel so uncertain or uncomfortable.

Remember this: you’re an expert, problem solver; not a glorified order taker.

3. Listen more than you speak (by asking the right questions).

Yep, you read that right. Nope, I’m not contracting myself with what I just said above.

Even though you’re going to take control of the conversation, you gotta listen more than you speak… because the only way to present the best solution to your prospect is to truly get to the bottom of what they want or what they’re struggling with.

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One of my mentors once said that if you’re on a sales call and you’re talking for more than 10% of the conversation, you’re doing it wrong.

So how in the heck are you going to take control of the conversation, but let your prospect speak for 90% of it?!

Here’s why this is KEY to nailing the sale: The ONLY way to listen more than you speak is is if you’re asking the right questions.

Asking the right questions will help you:

  • Identify the exact need of your customer
  • Figure out where they are with the problem RIGHT now.
  • Understand what it’s costing them having that need unanswered
  • Get to the bottom of feelings they experience as a result of having that need
  • Figure out what will motivate them to invest in a solution

So when you DO speak, you’ll add incredible value because you would have heard them out.

4. Identify their happy ending.

Your prospect might have a pressing problem, but they also need to know there’s a light at the end of the tunnel (YOUR offer, service, product, etc).

Find out what would REALLY need to happen in order for them to feel like they’ve reached their particular goal.

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This is typically called “future pacing” and it’s a subtle, persuasive strategy that helps your customer visualize a new future for themselves or their business.

Here’s why this is KEY to nailing the sale: You have to help your prospective customer imagine how much further along they COULD be. What does tomorrow look like for them once the problem is solved? Failing to do this will make it almost impossible to get them to buy into your solution and get them onboard as a client or customer.

5. Figure out when they want the solution.

This is a KEY qualifying question that will help you to weed out the tire-kickers, freebie seekers and folks who will ultimately waste your time.

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You need someone who’s willing to move NOW toward a solution.

Here’s why this is KEY to nailing the sale: You ever notice how car salesman will do almost anything to get you to stay on the lot? It’s because they know that 9 times out of 10, if you tell them you’ll be back…you won’t.

If your prospect isn’t ready to make a decision and commit to their transformation, commit to getting the solution and commit to solidifying a better future for themselves or their business…

…then they likely aren’t ready to be your customer yet. No use wasting your time presenting them with a solution if they aren’t ready to move on it.

6. Present them with a solution that fits their need.

You’ve heard their problems, you’ve helped them visualize where they could be once the problem is solved.

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Now, it’s time for you to give ‘em what they’ve been looking for.

Every other step mentioned above has paved the way for you to offer them something that meets their unique needs.

Here’s why this is KEY to nailing the sale: For obvious reasons, this is the way you’re going to communicate value so your prospect can feel confident about parting with their money in exchange for what you have to offer. BUT they will only do it if they:

  • Feel like they can trust you
  • Are persuaded you are the best option to entrust their business with
  • Believe what you have to offer is worth the investment and will address their needs or desires.

You may think that’s the last step, but it isn’t. There’s juuuust one more…

7. Call them to action.

You’ve done the hard part already: you’ve established trust, you’ve identified the problem, figured out when they want to get rid of said problem and presented them with the solution.

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Thing is, the process is not complete until you ASK for the sale.

Now, I know this is the part that trips a lot of people up. It was hard for me to come right out and ask for the sale, but I realized that if I didn’t allll that hard work I mentioned before would have been in vain.

So now’s not the time to punk out. Go ‘head…finish the job. Your prospect’s next step shouldn’t be ambiguous.

Here’s why this is KEY to nailing the sale: As the guide driving this whole conversation, you must understand that much of the time, your prospects take their cues from you. They want to be led…and they want you to be SPECIFIC.

This means, it’s your responsibility to not only present them with the offer, but to make it CLEAR that the next step for them is to invest in themselves by taking you up on it.

Tell ‘em what to do, why they need to do it and the benefits they’ll reap if they do…and the consequences that will result if they choose to delay.

You might be thinking…that’s great, Courtney, but what exactly do I SAY during these conversations? What questions do I ask to get to the bottom of my prospect’s problems? And how do I structure the conversation in a way that makes the sale the next logical step?

I gotchu, boo! Never fear or totally BOMB a sales call, discovery call, consultation, strategy session (or whatever you wanna call it) ever again.

Get the exact tool I use to help me position myself as the expert, guide the conversation, ask all the right questions and CLOSE THE SALE!

Courtney Herring (5)

As a matter of fact, it helps me keep my closing rate at 80% (which means that 8 out of 10 people that get on the phone with me end up becoming clients).

I’ve managed to rake in a whopping $14,599 in sales (and counting) using this ONE script.

PURCHASE NOW

It works for ANY industry.

It makes the call conversational.

Most importantly, it allows you to sell with ease – not sleaze.

Think of it this way: even if you closed just ONE more client using the Ultimate Persuasive Sales Call Script at – let’s say… $200 for a one-time sale…

…it pays for itself nearly 7 times over.

PURCHASE NOW

…print it, download it, laminate that sucker and use it OVER and OVER again.

They Don’t Believe You. You Need More People… How To Make Your Testimonials Pack a Punch

By | Business, Marketing

5 Marketing Strategies To (1)

We don’t believe you, you need more people… (word to Jay- Z)

That’s what your prospects are secretly saying to themselves just about every time you attempt to sell something to them.

Wanna know why?

Because at the first sign of a “sales pitch,” your ideal customers will do Simone Biles type, mental acrobatics to find reasons NOT to buy from you.

image courtesy of giphy.com

image courtesy of giphy.com

It makes sense because as consumers, we’re inundated with thousands of marketing messages daily. Like over 5,000.

That means we’ve built up a collective tolerance which makes us supremely skeptical of marketing messages…in all their forms.

Cuz in order NOT to constantly swipe our credit cards and hand over our hard earned cash, we HAVE to create some mental barriers to keep our conspicuous consumerism in check.

Hey… I don’t make the rules.

It’s that resistance that requires you as the business leader to make the path to purchase easy peasy, lemon squeezy for your buyer.

As boss biz owner, you know the adage: “people do business with people they like, know and trust.”

And I don’t know about you, but trust is HUGE factor when I’m about to spend these coinz I’ve earned.

Same is true for your customer. They are no different.

We just sometimes fall in love with the awesomeness of our product or service we forget  that others…well others just don’t believe in it as much.

image courtesy of giphy.com

image courtesy of giphy.com

So we gotta MAKE ‘em believe it in order for them to buy it.

One powerful way to do build those like, know, trust factors all at once is through customer testimonials.

You have ‘em. I have ‘em. And if you don’t you SHOULD have ‘em.

But lemme ask you something: are they really doing the job? Or are they just there…taking up space on your website and in your other marketing material.

If you’re not sure or if you KNOW you’ve got some space-wasting going on, then I’m going to share with you the perfect formula for crafting your customer testimonials so they can start doing some #werk on your behalf.

Before I get started though, let me give you the low-down on why these puppies are so important.

1. What others say about you matters more than what you say about yourself.

How many times have you at least skimmed through Amazon reviews before buying a product you’ve been eyeing?

Of course, the company selling it is going to pull out all the stops to convince you to buy his/her work. They’re going to say the right things because their biased toward themselves.

They’re the cat’s meow…in their own minds.

image courtesy of giphy.comimage courtesy of giphy.com

But other people who spend their money? They’re RUTHLESS. They’ll give you the good, the bad and the ugly about a product and much of the time won’t sugarcoat it.

Testimonials are more authentic than marketing messages created by the business peddling their goods and services.

We’re trained not to believe businesses, but we are more likely to believe Bob the dump truck driver who has tested out that Yeti tumbler while on the road to see whether it really will keep his Mountain Dew cold for 48 hours.

2. Testimonials provide social proof…that you know what you’re doing.

Customers singing your praises means that other people have entrusted you with their hard-earned money and GOT A POSITIVE RESULT FROM IT.

That’s huge, yo.

Someone has gotten a result from something you sold or offered. Guess what? Now you’re an expert in the minds of others who had that same problem you already solved.

And you know who people trust? EXPERTS. Cuz experts get results. Period.

image courtesy of giphy.com

image courtesy of giphy.com

3. Every purchase is a risk. Humans HATE risk.

…especially if they’ve never had experience with the brand they’re about to buy from.

image courtesy of giphy.com

image courtesy of giphy.com

The best way to put potential buyers at ease is to incorporate various trust indicators in their marketing.

My boyfriend buys NOTHING unless he reads a handful of customer reviews first.

Product specs are good, slick copywriting describing the service is great, but reviews and testimonials will push him over the edge every time.

That’s because he was able to read about the experience from someone who is like him…in their own words. That’s powerful.

So here’s how can you feature your customer testimonials in a way that pack a punch, make people believe in your product or service and make them salivate at the very thought of buying from you…

Follow up! DON’T leave your happy customers to their own devices.

So you’ve done the work. You’ve shipped the product. Customer must be happy because they didn’t write you a dissertation length email calling you everything but a child of God, right?!

image courtesy of giphy.com

image courtesy of giphy.com

Ehh…maybe.

But it’s your job to follow up with them…this is ESPECIALLY true if you’re a service provider. Once the project’s done, create a feedback loop so you can capture your customer’s sentiments and possibly feature what they say in your marketing.

DON’T just ask them: how did you feel about my services?

The follow up has to be strategic. If not, you’ll get a testimonial that’s as weak as water.

Because I guarantee you NO ONE takes these seriously:

“Courtney was amazing! So happy I worked with her. Can’t wait to do it again!”

That BS above doesn’t tell me ANYTHING about how amazing Courtney is.

image courtesy of giphy.com

image courtesy of giphy.com

But that’s what they’ll most likely say because they’ve gotten what they paid for (or more) and now they’re on to the next thing.

And 9 times out of 10, your happy customer won’t know exactly what to say to express their satisfaction with your biz.

That’s why you gotta prompt ‘em with a few key questions…

1. Ask: What was your biggest fear, concern or hesitation before hiring me (or buying my product)?

Why? Because you want each testimonial to tell a story. I’ve already told you about the power of stories in marketing.

So, In order to tell a story, you gotta have struggle in there.

It’s a perfect approach because as a business leader, your whole job is to take away struggles from your customers and clients.

Hearing what their hesitation, challenge, or fear was BEFORE finding you… in their own words…works wonders.

Cuz can’t nobody tell it like THEY can tell it.

2. Ask: Did it come true? And if not, what happened instead?

This question is pivotal because it creates a space for your happy customer to tell other prospective customers how YOU helped them get over their fear, hesitation or struggle.

…all without sound humble-braggy.

Essentially, you come out smelling like a rose.

3. Ask: What are the top 3 ways [insert product/service] has helped your company or organization?

Not only does this question allow your customer to provide you insight about what they love most about working with or buying from you…

It allows them to get very SPECIFIC about the results you’ve been able to help them achieve.

Testimonials with juicy bits are powerful things because other people who read, watch or listen to them get an understanding of the exact results someone else was able to get from working with our buying from you.

4. Ask: If you were to recommend me to your best friend or closest colleague what would you say?

This here? SUPER important because it does 2 things…

A). It provides you with a great excerpt to post in a tight space on your website or other marketing collateral while still packing a punch.

Cuz even though your testimonial should tell a story, sometimes you don’t have the space or time to give people alladat.

B). It helps your happy customer get candid for a bit. Because truthfully, the thought of writing a testimonial can be intimidating for them. This question gets them to loosen up and pretend they are talking to a friend about you…and that’s when all the good stuff oozes out.

So, those are the key questions you need to ask your happy customers after you’ve served them so that you can attract OTHER customers like them!

I promise you, once you start capturing testimonials this way, you can be confident in knowing that they are doing their job.

Plus, it sets the stage for others to believe you (and buy from you)…because you have more people.