What your customers say about you has the power to persuade or dissuade your prospects.
Testimonials play a crucial role in establishing trust and credibility for a product or service. However, many testimonials fall flat because they fail to ask the right questions.
In this blog post, I’ll introduce “The Ultimate Testimonial Formula”. It’s a step-by-step guide to asking the questions that bring out authentic testimonials for an increase in sales.
The 7 Must-Ask Questions for Great Testimonials
- What’s your name and where are you from?
Start by asking the testimonial giver to introduce themselves with their name and location. This simple question, such as “Hi, my name is Ryan Levesque, from Georgetown, Texas,” sets the stage and provides crucial context about the person and their background.
- Before deciding to enroll, what was your biggest skepticism or hesitation?
Ask about the biggest skepticism or hesitation the person had before deciding to enroll, sign up, or try the product or program. Encouraging them to express their initial doubts allows the testimonial to address and overcome those objections for others.
- Now that you’ve got a chance to experience the program and go through the course or attend the event, how has that negative perception changed?
This question gives the person an opportunity to share their newfound positive experiences and highlight how the program addressed their initial skepticism. It also creates a before-and-after dynamic, strengthening the impact of the testimonial.
- What’s one specific nugget or take away that you’ve pulled from the program that’s impacted your income or that’s impacted your life?
Ask for a specific takeaway they’ve gained from the program that has truly made a difference for them. This question allows the testimonial giver to provide concrete examples of the value they received, making their experience more relatable and tangible for potential customers.
- What impact will the program have in your business or your life in the next 12 months?
Inquire about the expected impact of the program that they anticipate experiencing in the coming year. This question allows the speaker to project the value they will continue to receive from the investment.
- What would you say to someone who is considering joining, signing up, or purchasing the program, but was on the fence right now?
Ask what they would say to the fence-sitters who are thinking about joining, signing up, or purchasing the product or program. This question invites the testimonial giver to make a direct call to action, addressing any doubts or hesitations a potential customer may have.
- Is there anything else that you’d like to say or add? If you could speak from the heart to someone watching this right now, is there anything else you’d like to say?
Finally, grant them the opportunity to speak from the heart and add any additional thoughts or sentiments they may have. This question often brings out invaluable insights and emotions that the customer may have been hesitant to express earlier. Be sure to thank them for their contribution.
Conclusion
By following this formula, you can make sure that the testimonials you gather are authentic and persuasive. They’ll address potential objections head-on.
These questions are sure to bring out effective testimonials that resonate with your audience to help build trust and credibility for your product or service.
Join us for an upcoming free training for coaches, consultants, and experts to learn How to Get More Clients Faster Using this Unique AI-Powered Client-Getting Strategy.
