You've probably heard me say it many times, but it's worth repeating ...
You've got to use social proof (testimonials) in your marketing.
I'm sure the first thing you're wondering is how do you get testimonials?
I've got 4 great ways for you to get testimonials, but they are too long to go into here.
You'll get to read about all 4 ways and which one is the hands-down winner in my March offline newsletter.
If you are not a Practice Management and Marketing Mastermind member, you'll want to go here now and get all signed up for your two-month trial so you can get the March newsletter.
What I do have time to share with you here is that not all testimonials are the same and what you really want are testimonials that are SPECIFIC, testimonials that answer WHY or HOW, and testimonials that overcome objections.
Let me give you some examples:
Following is a testimonial I love about the Client Engagement System because it is SPECIFIC - it tells exactly how much money Eric made the first time he used it.
"Alexis, just wanted to let you know that the first time I used your system, and poorly so, I might add, I made an extra $1250.00. Awesome!!"-- Eric Barnes, Kaysville, Utah
In contrast, this law firm testimonial isn't that great:
"Thanks for taking great care of our family, Alexis! We're thrilled with your service."-- John Henderson, Manhattan Beach, CA
John's testimonial doesn't really convey helpful information for someone else reading it, but this one OVERCOMES an OBJECTION that young people might have that they are too young to plan:
"I didn't think estate planning was something I had to worry about because I'm only 35; but then, I was diagnosed with cancer and while I'm okay now, I was so grateful to know I had everything already taken care of when I was going through my treatment and the possibility of death was a reality. Thanks to Martin Neely & Associates for giving me peace of mind."-- Carol Kariagis, Los Angeles, CA
Your focus should be on not only getting testimonials, but on getting GREAT testimonials that will be specific, overcome objections, and tell how and why.
Dedicated to You Loving Your Practice,
~ Alexis
PS - We've got 45! appointments scheduled with prospects this month. Yes, you read that right. 45! I'll email you tomorrow to tell you how I did it.
Comments