one of the MOST powerful marketing and sales tools you can use is what’s called “social proof”. We’re all social animals, and we tend to make decisions based on watching what other people do. When we read or watch someone talk about having a similar problem that we have, we become interested in hearing how they were able to solve the problem — and we’re likely to follow their lead. That’s why when you watch infomercials on TV, a huge chunk of the time is focused on people who used the product, and hearing them talk about the results they got. But here’s the thing – most entrepreneurs do an AWFUL job gathering testimonials, and it’s because they violate one of the 3 Critical Mistakes Of Testimonials. I recorded this video that reveals the 3 biggest mistakes, how to avoid them, and a fool proof “3 Step Script” to get POWERFUL testimonials that generate results (and sales!) Watch it now (only 14 minutes and pure GOLD):
Having issues watching the video? Download it here (right-click and save) After you watch the video, go to this link to see one of the BEST applications of this strategy I’ve ever seen: But watch my video FIRST, or you won’t be able to see the formula in action. This is a video my buddy Mike Koenigs just released to promote his Main Street Marketing Machines program. Pay CLOSE attention to how Mike applies the “3 Step Script” I outline in my video .. it’s absolutely GENIUS. (enter your email to watch the video, and you can unsubscribe any time. But just do it .. I promise it’s worth it!) ]]>
49 Responses
Could you consider submitting videos that stream for computers with average or slow connections? Your content is great but waiting for the buffering is awful! What is the point of the HD/ hi-res videos that stop and start for most of us?
More than 90% of people accessing our videos have high speed connections, so we’re providing the videos based on what the vast majority of the market needs. I’m sorry that the videos are slow to load, but that’s the challenge of serving so many diffferent platforms, technologies, and bandwidth connections.
Good points Greg,
I just need to put it in practice…. Thanks 🙂
About Mike, I’m not sure I’ll use his concept cause I only use internet to do research, read mails and learn fantastic tips from ENtrepreneurs like you Greg.
Really good video Greg! The advice is dead on and I will use your formula going forward (and the way you promote Mike’s product isn’t too bad either -:))
All the best,
Gregg
Hi Greg,
I salute you in offering up this structure for testimonials. Several years ago after I finished the final hypnosis session with a client who had come in for bulimia it occurred to me to ask her to write her testimonial for me in this fashion, which is very similar to yours:
“Please first explain what your life was like before coming it to see me, next write about what working with me was like including all the harsh stuff like how I held you accountable and kicked you in the butt to do what you had to do (she had thanked me for being the first care giver to ever do this for her) and lastly what your life feels like now, how it has changed for the better.”
I have many testimonials on the Dawning Visions Hypnosis website that fulfill this requirement that people are more than welcome to check out. They were all written by my clients with my only correcting spelling and grammer, otherwise it is all them. Some of them are very long because their stories are involved which is the entire point. I wanted others to understand that no matter the complexity of their issue, it was able to be handled so long as they were willing to do “whatever it takes to get their results”. I can’t tell you how many people have told me that reading two testimonials in particular Lisa E. and Donna N. (who has a one year follow-up proving this stuff works) that if I could handle their problems, I most certainly could handle theirs.
So, guys, what Greg is telling you is absolutely true. Do it and your clients will sell your services for you, especially if the work that you did with them was more complex or in line with the sort of work you enjoy doing.
Respectfully and gratefully yours,
Suzanne
P.S. Greg, this is the most amazing course for it’s inclusive of aspect of what I require to really get my 9 year old business to the places it needs to go to effect the transformations for those I was put her to serve- my purpose for being so far as I can tell. Thank you from the bottom of my heart (a person who has done many, many seminars and just needed someone who was willing to put all the pieces of the business of doing business in the 21st century together for a practitioner with heart such as myself.
Hey Greg!
*You* are doing the best thing: Provide serious content with an affiliate link!
Seriously, you’re not the 1st to link to Mike’s launch. But one the few I’d check out. And more: During this launch, i cancelled around 1/3 of my subscriptions because of plainstupid “Click here!” – mails.
Thanx for being different + all the best!
Andy
Hi Andy – thanks for the kind comments. I think there’s a great place for partners that have great programs and content, and Mike’s definitely one of those people. I get equally annoyed by all the lazy people who just send out cookie cutter emails without putting any thought or effort into trying to make it relevant or adding any value, so thanks for noticing!
This is right on target and gives very important information for all who are in business to remember. Thanks Greg!
Please consider optimizing your videos to play on mobile devices. I was not by my computer when I saw your email. The info looked interesting, but my phone couldnt play the video.
Hi Monica – they actually are optimized to play on mobile devices. Our videos are Apple friendly, so I’m not sure why you’re having problems.
Hello Greg!
Thank you so much for providing this terrific information about testimonials. This information will really help me get new clients in my new business as a Chronic Pain & Wellness Coach. I hope to help people with chronic pain as well as caregivers who minister to these people. Thank you again. You bring us some of the most awesome lessons.
Excellent guidance. There is nothing like good testimonials to help prove to prospective customers that you have a great product.
Hi Greg,
I’d like to echo Steve’s comment. I can’t get “High, High” Speed where I live and watching this video was agonizingly slow and it kept stopping, and I couldn’t fast forward either. I tried pausing it but that didn’t seem to help. The problem remains.
I was able to watch Mike’s video but here’s another request: I would really prefer if people let me know how long a video is going to be. To not do so is a bit disrespectful of my time, in my opinion. In fact, I am about to stop it as I have no idea how much longer this is going to go on for!
Thanks,
Alice
Hi Alice – thanks for the comments. You don’t need a huge high connection to watch the videos, only a reasonable connection. As for Mike’s video length I have no control over that, but that’s why we always try to let people know how long our videos are.
Great info – our reps have no problem getting testimonials about our free point of sale systems but as you’ve noted they are almost always character references. This will change the way we do things for sure and our results for sure!
Hi Greg!
One of your students here from “Rapid Product Launch”.
When we know HOW to make TESTIMONIALS about the client and not ourselves, we are in the zone in conveying the client’s experience with and of our services. Thanks for providing in simple terms what they are and a TOOL to capture them.
This is so timely. I had been gathering testimonials over the last few days. Some I felt good about, others I questioned. Now I know what is okay, what is missing and what is extraneous. I also feel after watching this and other videos that my confidence is up. In a way, it’s not even an issue. Everything is a next step. And if I don’t quite manage the current step, I know I’ll get it in due course.
I feel this whole program is a “shaker” at all levels. It seems every weekly module(s) opens a new world, a new perspective, a very different way of thinking, of looking at situations and circumstances.
Thank you so very much.
You’re welcome Andree, and thanks for the great feedback!
Very clear and percise…I dont think I have ever connected as much as I did with the new the Main Street Testimonials…!
Thanks, Greg! This is excellent advice. I’m in the middle of getting testimonials, too, so this is very timely.
I’d like to reiterate that I, too, have a slower connection. So, at least 3 of the people leaving you comments have stated this is an issue. I notice some sites provide low-resolution videos for slow connections, in addition to their hi-res videos. Just something to think about.
Great content in this video, so it was worth all the pauses! (about 25 pauses!) Whew!
With 3 comments out of more than 1,800 views of the video, it doesn’t seem like a widespread issue. I know it’s frustrating when it happens.. might be peak load when a lot of people are watching, but we’re using the fastest video servers in the world (Amazon S3). Not sure why a few people are having issues, but we’ve got all the best stuff in place to make sure it serves quickly.
I experienced a lot of pauses as well, that’s why I opted for the download button.
If you try it again, we optimized the video to see if that helped. It’s been a very small fraction of people who have had issues, but obviously we want to make it as accessible as possible for everyone!
Hello Greg,
I have been receiving few of your emails prior to this one. I deleted all of them, without even opening them. I receive so many emails. This time because of the subject title, I opened it. How glad I did.
Very interesting. I am launching my business, and I will definitely use your piece of advice.
Thank you very much.
I will not delete your mails anymore from now on.
IN A NUTSHELL FOCUS ON THE REWARDS.for all those focussing on the pauses in the video ,the question is DO YOU WANT PLEASING METHODS OR PLEASING RESULTS?
Excellent! You seem to always be one step ahead of me, helping to avoid potential pot holes. Thx Angela
Context is really smart. Thanks.
Thanks, Greg.
This was incredibly helpful content for me to receive. When I last gathered testimonials, I ran into the problem of receiving character reference testimonials. They seemed a little to vague to really capture the strength of the work I was doing, but I wasn’t sure how exactly to improve them. I’m grateful for the solid and easy-to-implement guidance on how to structure testimonials in the future, so that they truly reflect the real work that I’m doing. I appreciate your time in constructing this video for us!
Many Blessings,
Sarah
Hi Greg! This hint was just what I was looking for! My customers are thrilled with our service and products. So much so that I can’t go to a decent pub or restaurant without someone coming up and thanking me. I’m not used to the attention, and I was shy about taking advantage of it. A few people recently have taken upon themselves to mentor me and my company-and one of the suggestions was to get testimonials.
I had starting trouble…your video is just the kick-start I need! I’m going to put it to the test, first thing in the morning-and will e-mail the results! I love getting feedback from my clients, and I’m sure you do too.
Greetings & best wishes from India,
Tarun Lewis
I really like your work and tried the best to see the video, having the fastest Internet available in this city, didn’t play, neither with Firefox nor Internet Explorer. Maybe its a real technical issue? Or some of us need other browsers?
No matter what I do Greg, your video keeps stopping (at “take the initiative and write . . .” the chiropractor testimonial). When I restart it, it restarts from the beginning. I left it in the ‘stop’ position last night, restarted it this morning, and at the same place it stopped again; and I couldn’t restart it from where it had stopped.
Any advice would be appreciated.
I’ll try once again in a few minutes, and leave a comment if I succeed.
Will you be issuing a text version?
I want to express my gratitude for wht you do, the info you share, specially for the content in this video. I’ll change immediatly the course of my actions in my business. Thanks again
Really like this video Greg! And I really like how you’ve broken down the details of how to get great and effective testimonials. Dr Cialdini’s book on Influence is at the top of my list for business books – super cool!
I think I have broken all the guidelines you’ve mentioned inside your video lol! So, this is really valuable information for me…
The interview technique is GOLD.
Thanks!
Gideon Shalwick
Hi Gideon – great to see you here, thanks for the comment and kind words! Cialdini’s work is so foundational to marketing, couldn’t agree more.
Hello Gregg,
Very learnfull to refer to video nr. 3 and see how it works.
Thanks.
Thank you Greg…, for revealing these powerful “real life” strategies and concepts. It’s rare to get a good look at “the man behind the curtain” to know what works and the reasons why it works.
Love your energy,
Keep the good vibe alive…
Thanks Greg. I am going to use this plan and scripts ASAP. Testimonials in my business (corporate rentals) is “pure gold” ! Thanks.
I ALREADY VIEWS MIKE’S VIDEO AND WHAT YOU SAY AND WHAT HE APPLIED IN HIS TESTIMONIALS WAS “RIGHT ON”!!!
THANKS!!
TOM HENNESSY
Great video and great ideas. I especially like how you added value to me while promoting a friends launch.Others out there could learn from you. If I buy Mikes product ( thinking I am ) I will definetly from your link.
Thanks Greg!
Hi Ken, it really is an AWESOME product, nothing like it on the market. We are incorporating it into our business and his live event will be incredible. Appreciate the kind words!
Excellent job in breaking down the proccess for great testimonials. This video will play in my mind when going through the process.
Hi Greg
Maybe it’s the British stiff upper lip but I find all that emoting in Mike’s testimonials a bit of a turn off. However, having successfully used the 3 step formula in my business I know how powerful this stuff is – it really does work!
There is one other testimonial script that I have found very effective which I’d like to share. As well as asking my customers to describe the outcomes and benefits I ask them what the biggest objection was they had to overcome before deciding to work with me and how that compares with their actual experience. An example would be “Before working with WOW Consulting I was worried I wouldn’t be able to find the time for social media but what I’ve found is that with a clear strategy and the right tools you can make it manageable. I only spend an hour a day on maintaining all my profiles and keeping my content up to date and we are getting a great return on our investment with new customers coming to us every day”.
This approach is so effective because you’re voicing the objections that are in the mind of your prospective customer and overcoming them at the same time, which helps to build trust.
Hope people find that tip useful.
Greg
I can not express HOW TIMELY this post is for me!
I am currently working on a template for clients to use to provide me a testimonial.
I definitely dropped the ball on this, as I did what you mentioned:
I asked clients, but didn’t follow up and I didn’t give them guidance!
After listening to your amazing video, I realized I had everything in there that you mentioned, but had to tweak the first part that deals with the Pain/Problem/Challenge!
I also wanted to thank you for adding the DOWNLOAD option to your videos! Brilliant!
Thanks for always posting quality information, you ARE the trusted authority in your field!
Your formula is great! I’ve been helping people quit smoking for several years now, and when it gets to testimonials, they agree and write them for me, but most people are not that articulate, and even though they are very excited and grateful, when it comes to writing… they are not able to put into words what they feel, and their testimonials end up too bland, maybe they don’t know how to organize their thoughts, and your formula will give them guidance. I will start using it right away! Thanks a lot!
Greg,
Thank you so much for the great information. I have gotten a ton of value out of your videos and blogs.
However, with all due respect, I believe you can be WAY more effective at getting your point across in your videos.
Find a way to convey your message quicker. Right now you are too long winded to the point of being unwatchable. I couldn’t get through it. You will have far more people watching if you cut your time. For instance this video is fourteen minutes and could easily cut to 5 minutes! Simply with editing.
Another thing you might consider is changing up the shot. Throw in some b-roll or visuals up. It would be much better than a solid 14min talking head.
Wish you the best and hopefully you can use this constructive criticism to make your videos better!!!
– Ryan
San Jose, CA
Hi Ryan – thanks for your comments. It’s impossible to appeal to everyone who watches the video, and I get a lot of positive response (and results) so don’t expect much to change. If you can’t watch a 14 minute video with a lot of content in it, then it’s likely you’re not part of my target market which is okay. We’ve tested a variety of things, and find that what we are doing works pretty well. We’re always testing and and plan to offer transcripts of the videos going forward. I hear what you’re saying, but this isn’t about trying to make short videos for me, it’s about delivering value. Delivering content isn’t simply about saying something as fast as you possibly can. If it was, I could speed the videos up by 25% and save 4 mins. It’s not about trying to get as many people to watch the video as possible.. it’s getting the RIGHT people, who resonate with me and what I’m sharing. And there’s no way you could bring this video down to 5 mins without cutting out a LOT of the content .. so what’s the point?
I’m listening to this video about the 3 biggest mistakes with testimonials. You state #1 as getting character testimonials instead of OUTCOME testimonials. But I’m having a disconnect here because the three testimonials on this page are ALL character testimonials. What’s up with that?
I didn’t say don’t get character testimonials – my point was that you shouldn’t ONLY get them. Because this page isn’t specifically selling one product or service, it’s difficult to talk about specific outcomes or results. We have lots of outcome oriented testimonials, but we use them primarily in more sales oriented contexts. Aside from that you have to be careful what you put out into the general public with specific outcomes and results, because of the laws introduced by the FTC last year that make testimonials more complex. By the way, we have over 100 testimonials that randomly come up on this page, so you’re only looking at 3 random ones that came up this time. There are testimonials running the spectrum that we use on the site – you just saw 3 of them.
i CANT FIND MIKES VIDEO?