Roar with customer testimonials: Jungle Marketing Tip #4

“One good letter from a satisfied customer may be all you need to convince the customer that he or she is safe in buying from you,” claims Brian Tracy in his book Be a Sales Superstar. He adds, “They [testimonials] are incredibly powerful in building mega-credibility.”

There are so many choices today for consumers that it takes mega-credibility to get sales. Credibility is an appeal to quality and service. Mega-credibility is more than that. It is increased trust in your company – trust that puts you above what your competitors are offering.

The reason over 80% of qualified consumers don’t buy something is because they don’t want to make a mistake. Developing mega-credibility in your product or service helps customers overcome this fear. One way to do this is with case studies and customer testimonials.

Case studies show satisfied clients using your product or service to solve a problem. This develops trust in your company as prospects see others like themselves happy with their purchase. Case studies build mega-credibility because they go beyond claims of great quality or wonderful customer service. They show real life examples of success.

Customer testimonials are short paragraphs about how your product or service helped them. Case studies are usually used in Business to Business advertising, while customer testimonials are more prevalent in business to consumer marketing.

Every company should have at least one case study and/or testimonial for each product or service it offers. Many companies take this further and develop a case study for different features of products. This is especially helpful in up-selling. Highlighting a satisfied customer who purchased an add-on feature and found it became indispensable is priceless in getting more customers to purchase that feature.

If you don’t have a case study for a particular situation, contact me today. I’ll get it done expertly, efficiently, and effectively. It will probably cost a lot less than you imagine and will increase your sales for years to come. So give me a call today (435-229-2218) to start building your mega-credibility now. (You can also use the contact form on the tab at the top of the page or email me at thedigitalmd AT gmail.com)

So do you have customer testimonials or case studies? How do you use them in your marketing?

To learn more about using customer testimonials, see my article: Customer Testimonials: 6 Ways to Use.