Monday, June 23, 2008

Video Testimonials Done Right



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Information

I’ll admit it I was wrong. I wanted my customers to create video testimonials for their websites so we could show the world some happy customers. But I made the same fatal mistake that every salesperson, marketing crew, and company makes in their quest to serve the customer. I made it all about the company and how great it is instead of focusing on the customer. Our method was simple at first; have a bunch of your different types of customers talk on camera for a minute or two about how great your products/services are. We had only half the formula, if that.

The main focus of these testimonials should have been to overcome objections. These objections stem from a couple different reasons.

• you didn’t establish enough rapport
• you didn’t listen to the customers real problems
• they don’t have the money (doesn’t know about your credit terms)
• wants to shop around
• already has a supplier they like
• no confidence in you/your company

Billions of dollars have been lost in commissions and profits for these couple of reasons. There are more but these are some main reasons that occur over and over again. If you let them kill the sale every time, then you’re not doing a very good job selling are you? It’s not too late we can still fix this.

Here’s the solution: an arsenal of video testimonials with happy customers praising your product with questions and answers that revolve around common objections. That way when your customer tells you “I already do business with CompetCo.” You can say “Oh yea a lot of our customers used to do business with them, look here is a video of Karen one of our best customers from AttractCo she actually switched over from them because (X. Y and Z) look. Play the video: Happy customer who had a problem you could solve better than CompetCo, kill the objection and close the sale.

Some questions you could ask customers in your video testimonials include:
• You shopped around with different companies and finally settled with us why is that?
• You thought we were a high priced option for your business, but after you shopped around what did you find?
• You’ve been (doing business) with our company for 6 months why?
• How do you feel about our company?
• Shortly after doing business with us you referred your (brother-in-law) so we could help him in the same way we helped you what did he say about our services?

These questions go way beyond the classical, “now why did you buy the blue one?” Sort of testimonial your customers are used to seeing. They’ll close many more sales if you use them to your advantage. Any questions email us @ mitraflo@gmail.com or visit Mitraflo Flash Productions for more info.

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