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Tip
of the Month: February 2008
The truth is in the number of REAL testimonials you are getting
Dear Friends,
I don't care what business you are in or what you
do for a living. There are three possible things that
are going on about you right now. Either nobody is talking
about you, they're talking favorably about you,
or they're talking poorly about you. If they aren't
talking about you, they either don't have a thought
or they have a positive or negative thought and just
choose not to share it. There can't be anything
else going on and if you look at it that simply, then
the goal should be to get people talking favorably about
you as much as possible. After all, isn't that
the most credible thing that can happen in business?
That someone speaks very favorably about you and your
work? It should be a goal because a great testimonial
adds tremendous credibility to our life's work.
The first thing that people usually think about when they hear the word testimonial
is a catchy quote from a trusted customer that gets plastered on a website or
slick marketing piece. Its purpose is to demonstrate credibility to potential
customers. It's a solid strategy and one that I always recommend. But the
real value of the testimonial is much deeper than that and the best ones don't
come wrapped around neat little quotes on an expensive flyer.
We live in a world where nothing is more powerful than a trusted source picking
up the phone and saying, "Do business with him and you won’t be sorry.
Let me tell you about my experience." If your actions cause people to do
that, then you will be tremendously successful. I am not taking about just sales
here, I'm talking about business life and what makes the business food
chain work. Those who perform get talked about favorably and, like a virus, it
spreads. If it spreads, those who perform do better.
How many people are calling you and wanting to do business with you because they
were talking to a friend and your name came up? How many compliments are you
getting from your boss or peers about the job you are doing? When was the last
time you were recruited by a competitor? Do you think your name even comes up?
If it does, and if it is favorable, then you are getting a verbal testimonial
- someone
is "sneezing" your name. That is powerful. All the best everyone. |
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