When it comes to writing a testimonial, there are several things to keep in mind. First, whether you write it or your customer does, it needs to specifically show the results the person yielded from the product or service. A testimonial that simply says what a wonderful company you have or how nice you are is not saying anything meaningful for the reader.
A specific testimonial will speak to results. Here are some examples:
- “Dr. Smith’s treatment ended my 20-year battle with migraines.”
- “Joe’s contracting remodeled my kitchen for $2,000 less than other bidders.”
- “Jones and Johnson CPA firm reduced my tax liability by 30 percent.”
The more specific a testimonial is, the stronger it sells for you. Detailed testimonials take away the fear of making the wrong decision and help people feel safe about making the purchase.
Also keep testimonials short. Each word should have value. If someone writes you a page-long testimonial, edit out any words that don’t directly address the end result he received. This doesn’t mean you change the meaning of what someone writes, you simply edit out the parts that don’t contribute to the meaning.
For example, if someone writes a page about everything your company did to help him save 30 percent on his heating and cooling bills, you can condense it to one sentence: “As a result of ABC Co.’s inspection of our home, we saved 30 percent on our monthly utility bill.” Often, the more words you take out, the stronger it becomes. Also, it’s easier to read and will stand out more.
Try to include a name and title whenever possible. So rather than attribute your testimonial to “John S., Nebraska,” use the person’s real name, company name, title, and/or location with permission. This makes it more believable. Most people will be happy to include their full name and other information, because the strongest human desire is to feel appreciated and recognized. Getting their name in print somewhere fulfills that need and is often perceived as fun.
Whether you’re doing a print, online, radio or TV ad, include some testimonials. For print, it’s best to have them stand apart from the text rather than weave them into the ad copy. For radio and TV, the announcer or an actor can recite it or, if your customer is agreeable, ask him appear in your spot personally. Other marketing pieces that should feature your testimonials include your website, brochures, direct-mail pieces, postcards, billboards, newsletters and even social media.
Create a book of testimonials. Each time you receive a kind letter from a customer or client, highlight the key parts showing the benefits, put the letter in a clear plastic sleeve, and compile it in a big binder. Keep this book in your store or office for customers to read. You can also add this to your website by creating a page where you feature all testimonials. There’s no limit to how many you can include in your book or on your website.
You can even frame some of your best testimonials and post them on your walls. Again, highlight the best parts so your customers can easily see the benefits. If you don’t get a lot of foot traffic, put the best letters in the package of information you leave out for prospects.
The Ultimate Sales Tool
The next time you’re writing copy for an advertisement or marketing piece—and struggling with what information to include—simply go to your past testimonials. It’s always better when someone else sings your praises, so let your customer sell for you. The sooner you start using testimonials in every marketing message you create, the quicker you’ll realize they really are the ultimate sales tool.
Pam Lontos is president of Pam Lontos Consulting. She consults with businesses and experts in the areas of sales, marketing and publicity. She founded PR/PR Public Relations and is a past vice president of sales for Disney’s Shamrock Broadcasting, where she raised sales by 500 percent. She’s the author of I See Your Name Everywhere: Leverage the Power of the Media to Grow your Fame, Wealth and Success. For more information, call 407.522.8630; e-mail email@example.com ; visit www.pamlontos.com .