What’s gravity got to do with testimonials? And why would gravity make a huge difference between good and outstanding testimonials?
Yes, you can have all the right questions to ask the customer (read Pg 65 of the Brain Audit). Yes, you can ask those questions. But what you have most of all, is the power to influence. And this influence is most powerful in person (at an event) or over the phone.
The gravity force comes from your enthusiasm
Sales is a transfer of enthusiasm from one person to another. If you really want to get the customer excited to give you a testiominial, you need to get excited. Your excitement creates a force of gravity. That customer gets caught into that force of gravity, and then responds accordingly.
In fact, don’t believe me…test it out for yourself.
Put on a sad face.
Or a dull tone of voice.
Or act bored.
And watch the testimonial you get as a result. The testimonial will be boring; staid; and at best the testimonial may be good enough.
To make the very same testimonial outstanding, you need to put far more energy
1) Put energy into your face: In a live situation, the one thing the customer is focused on most of all is your face. Your eyes must be bright; wide-eyed. Your smile must be big. And in addition to your face, your posture must be straight (not stooped). Your entire body language should be excited–even if it’s just for the duration of the testimonial.
2) Put energy into your voice: If you’re getting your testimonial over the phone (be sure to record the testimonial), then ramp up the excitement in your voice. Notice how TV presenters change their tone of voice just a little bit, signalling to you that somethings important, funny, or exciting. Radio presenters do the same. And there’s no reason why you shouldn’t ramp up your voice as well.
3) Put energy into your words: If you’re getting your testimonial by email, let’s see some energy in that email. Tell the client that you’re really excited to hear their reactions. And then, and only then, should you ask the question.
Your enthusiasm is the key to getting an enthusiastic response
You exert a tremendous force of gravity on the client’s response.
So be excited. And the excitement will reflect in the testimonial.