Your Million-Dollar Testimonial Strategy: Using Testimonials to Counter Objections

Guest post by: Colleen Francis
Become an Author

Free PDF Download
Measuring a Pipeline in Percentages - By Colleen Francis

Recently, we conducted an information call for our community on the impact of recent Federal Trade Commission Guides on Endorsements and Testimonials. The call was focused on the impact of newly refined restrictions on using Testimonials in advertising and marketing, specifically on new requirements for how results are communicated.

Along the way of preparing, we came across a quick piece from Bill Glazer - head of the Glazer Kennedy Inner Circle. In the face of these restrictions, Bill suggested an alternative way to use testimonials. And it's brilliant. In fact, we dubbed it a "Million-Dollar" strategy.

Most of us spend our time using Testimonials to provide the outcome of our product or service. If it's supposed to help you make money, our testimonials show how much money customers made. If it's supposed to help you lose weight, then the testimonials show how much weight customers have lost. In other words, it provides social proof for the benefit of using the product or service.

At the same time, we know very well that in any sales process, there are bound to be some hiccups along the way, even when the prospect believes the outcome that can be achieved. In other words, objections.

And skilled sales professionals know the prospects well enough to know what those objections are and how to counter them. But what few do is actually use testimonials for objection handling.

That is your Million-Dollar Strategy.

At the end of the day, your job in selling your product and service is to have the prospect trust what you tell them. Trust that they can obtain the results you indicate. And if they have an objection, trust your explanation on why it shouldn't be a roadblock. We already know that testimonials are the single most trusted source of information for prospects so using them for objections is the most important thing you can do for effective objection handling.

So here is what you need to do:

Sit down and write down your top three sales objections.
For each objection, review your testimonial pool to find one that specifically addresses that objection. If you don't have one - go get one by identifying the customers who best demonstrate overcoming that objection and asking them for a testimonial (help them by drafting it for them).
Use those testimonials alongside your web content and in your marketing materials.

Especially with the increasing restrictions on how results are portrayed in testimonials, this million-dollar strategy is a necessity so don't delay…

Build Your Business With Testimonials

How to Easily Get Customer Testimonials

A very underutilized strategy to build your online credibility

# The Invisible Close Sales Nugget - Using Written Testimonials to Boost Sales - 5 Quick Tips!

Insurance Lead Strategies Testimonial

Testimonials Add to Your Credibility with Information Products

Strategic Tips For Effective Testimonials According To Your Strategic Thinking Business Coach

The 4 qualities every great testimonial has

7 Tips for Getting Glowing Testimonials that Will Increase Sales

Testimonials May Benefit You More Than You May Think

Testimonials: When Is the Best Time to Ask?

Maximising the Impact of Testimonials

Use Customer Testimonials to Increase Web Sales

10 Ways to Use Customer Testimonials

Small Business Internet Marketing Tip How To Use Testimonials On Your Web Site

The Secret to Adding Credibility to Your Business Testimonials

How To Get Client Testimonials When You Want Them

Best Practices for Using Testimonials

TOURISM WITHOUT EVEN HAVING TO BE THERE!

How To Turn Testimonials into Traffic

Home > Marketing > Colleen Francis > Your MillionDollar Testimonial Strategy Using Testimonials to Counter Objections > Google +

Free PDF Download
Measuring a Pipeline in Percentages - By Colleen Francis

About the Author: Colleen Francis

RSS for Colleen's articles - Visit Colleen's website

Colleen is driven by a passion for sales - and results. A successful sales leader for over 20 years, she understands the challenges of selling in today's market and that business leaders can no longer rely on approaches to sales based on techniques from decades ago.

Colleen works with business and sales leaders to design, implement and hone their sales teams to seize market opportunities. Whether designing strategy to target a new market or working with a team to improve their productivity, Colleen's results have attracted clients such as Merck, Abbott, Merrill Lynch, Royal Bank of Canada, Dow AgroSciences, Adecco, Trend Micro, UBM, and over 1,000 other leading organizations.

Time and time again, clients who work with Colleen note her frank, no-nonsense approach to solving problems and addressing opportunities. Always with an eye to results, Colleen has become renowned for her practical strategies and use of measurement and accountability to inspire sales team performance.

Colleen has been distinguished as a Certified Sales Professional (C.S.P.), is a past President of the Canadian Association of Professional Speakers and is a member of the Canadian Speaking Hall of Fame. Sales and Marketing Magazine has called Colleen and Engage Selling: One of the top 5 most effective sales training organizations in the market today!

Click here to visit Colleen's website.

More from Colleen Francis
Why Creating Great Content Needs to be One of Your Top Goals
Growth Strategies How to Decide Which Customers are Upsell and CrossSell Worthy
Seven Things You Can Do Today to Make It Easier to Get in the Door and Sell
Secrets of the Top 10 Part III Honesty Sells
Successfully Implementing Strategic Direction for Your Sales Team

Share this article. Fund someone's dream.

Share this post and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Your Million-Dollar Testimonial Strategy: Using Testimonials to Counter Objections

Related Articles

Related Forum Posts

Share this article. Fund someone's dream.


Name:
Email: