Let's say you're following the Vyral Marketing Plan and sending out educational videos to build trust and authority with your database. Perhaps, on your website, you've also put a powerful presentation of your value presentation of why someone should hire you. But there's still something missing to really convince prospects to buy your product or service. You need success stories to prove to your prospects you have the solution to their problem
Online reviews serve as proof that your product or service is the solution to your prospects' problems. But how do you go about collecting success stories? How do you make sure they're effective? And how do you get a system down to consistently get a success story every time you work with a customer or client?
Today, we have 4 great tips to do help you do just that:
Step #1: Set expectations up front
Say up front you would like a testimonial or review if you provide great service. You don't want to wait until the end of the transaction or sale to ask for a review; because you haven't set that expectation, it might catch people off guard and leave them feeling uncomfortable. Right when a prospect commits to buying from you, simply say: "If I provide you great service, if you're really happy with our product or service, would you be willing to give us a testimonial or a review at the end of the transaction?" Nine times out of 10 they will say "Yes." That it shows how committed you are to providing great service is an added bonus!
Step #2: Deliver remarkable service
How do you measure remarkable service? WE suggest using something called the Net Promoter Score - it's a fantastic concept you can learn more about online. The beautiful thing about it is it's only one simple question. At the end of the transaction you ask: "On a scale of 1-10, how likely would you be to refer to us?" Those who give a 9 or 10 are your promoters, they're the the people you're looking for when you ask that question. So, at the end of every sale, ask it and seek testimonials from those who give you a 9 or a 10.Step #3: Conduct an interview
This is an important step before sending your promoters to your online review site, but it's really simple. Pull out your cellphone and record a phone interview. You can prompt them to give a great review by saying: "Tell me what problem you had before hiring us, the success you've had working with us, and what you're able to do now." The best way to get great answers from your best clients is to us the "Mess, Turning Point, Success" framework. Have them focus on the problem they had and how you fixed it. Once you've completed the interview, you own the review - it's your asset. At this point you have coached them, subconsciously, on how to write a powerful review for you online that will help you generate new business.Step #4: Ask for the review
This is the easiest step. You've now set the expectation up front, earned a 9 or 10 promoter score from the client, and interviewed them to capture their story, which you now own. All you have to do now is ask for a review. If you have a waiting room, provide a computer or a tablet that's already on the site you want them to leave the review on. Additionally, after the transaction, it's a good idea to have a series of two or three emails that go out saying, "Hey, would you be so kind as to leave an online review for us? Here are a few examples of great reviews to model yours on." This will give them more ideas and will prompt them to write an effective review. Once you do that, you'll start getting a lot more reviews, more people will see the proof that you're really great at what you do, and you'll be able to help a lot more people!In sum: before you begin doing business with someone, set expectations up front. Follow through by delivering remarkable service and ask them one simple question to see how likely they are to refer you. Then, interview clients who gave you a 9 or 10 promoter score and follow up with those people, making sure they left a review on the site you wanted them to. That's it!
Once you have proof of past success, people start coming to you with their problems. It's an easy way to generate leads with minimal effort. In fact, we want to congratulate two of our great clients in the Greater Los Angeles area who are sending out their powerful videos every two weeks, and they're getting great results. The reviews on Jay Campbell and Monica Diaz's sites are of such a high quality that people are coming to them asking for help, which is a great lead source for their service!
If you're not shooting web videos for your database, you are missing out on a fantastic opportunity to establish yourself as an expert in your field and generate more business. We challenge you to pick up a webcam and answer a customer question you're frequently asked. Post it here on our YouTube channel as a video reply, on our Facebook, or send it to us through our website to get feedback from our coaches.
If you like the results, we invite you to sit down with a senior partner of our firm for a free consultation. At Vyral Marketing, we do all the work for you. All you need to do is sit down and get interviewed by us. We'll edit the footage to make an educational video full of content your database will find valuable.
Or, if you want more free tips to help grow your business with web video, to market your passion and expertise so you can reach more people and impact more lives - subscribe to our YouTube channel, podcast, follow us on Facebook, and sign up for our weekly newsletter.
Well, what are you waiting for?
Take action and start scaling your impact today!
No comments:
Post a Comment