Tuesday April 3, 2018
When a client is thinking about making a purchase from you, they have one primary question: can you get them the result they want?
How long you've been in business, how pretty your website is, and how many features your offer includes are secondary to this one all-important question. Those elements can help you make a sale, but unless the client likes the answer to That One Question, they're unlikely to buy anything.
For some people, it can be a challenge to convincingly answer that question, especially if you're just starting out. But it can be done.
Here are three strategies you can use to assure your potential clients that you can fulfill your promises and help them get the outcome they desire, even if you just started your business:
Strategy 1: Testimonials from clients who had the same challenges and goals as your prospect.
If you've helped people who are similar to your potential client to create the outcome they want, that's proof that your methods will work for people like them.
Ideally, your testimonials should tell the reader:
- What the client was struggling with before they worked with you.
- What they experienced or gained as a result of working with you or using your product. If you can provide dollar amounts, time frames or other such specifics, that sounds more credible, and it paints a clearer and more compelling picture.
- How you made working with you or using your product a positive experience. People want the destination, but they also like to know that the journey will be pleasant.
You can also make the testimonial look more credible by including the client's full name, a picture of their face, and a link to their website, if they give you permission to do so.
Some customers don't have the time or know-how to write a compelling review from scratch, so you might need to take a few steps to make it easy for your clients to give you great testimonials.
Strategy 2: Use your own story
If you don't have any client testimonials, the testimonials alone weren't enough, or you feel that your own experiences were more similar to what your current potential client is facing, you can share the story of how you created the results you promise in your own life.
If you overcame challenges that are similar to or greater than the ones they're facing, your experiences were comparable to theirs, or you created the same kind of results they want, tell them so.
As with the testimonials, it helps if you can include specifics like time frames and dollar amounts. For example, "In six months I grew my income from $3,000 a month to $30,000 a month".
Strategy 3: Share your peers' and mentors' success stories.
If you're just starting out, you might not have any testimonials, and you might not have even created the results you promise in your own life yet.
But if you've been trained in a proven system that's gotten results for other people, you can use that evidence to assure your potential clients that the methods you're using work.
Ask your mentors for success stories you can use to prove that the system they've trained you in can help your clients. A really good coach certification program will include the training and materials you need to market your services and build your business, so check to see if they can provide you with pre-written marketing materials as well as testimonials.
Need more help to turn your readers into clients?
Testimonials are a great way to encourage people to work with you, but they're seldom the only ingredient you need.
You need to catch your ideal clients' attention, help them to understand why they need you, and inspire them to see that your offer is worth the price you ask and they need to act on it NOW.
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