Do you want to know how you can convert more leads into customers?
It doesn’t have to be complicated. In fact, what I’m going to share with you is something so simple that it’s sometimes overlooked.
In this video below, I’m going to teach you the fastest and easiest way to turn more leads into customers.
It is sad but true that for most websites, the conversion rate (the number of visitors who go on to become customers) is usually as low as only one or two percent. When you consider how much work it takes just to get a website up and running, this is a really disappointing figure!
But it doesn’t have to be this way. There is a specific type of content you can add to your website which will widen the ‘sales funnel’ and boost this one percent a lot closer to ten or even twenty percent.
This type of content is low-cost and a highly effective way to get people to buy.
What am I talking about? Testimonials.
Text, or better still, video, from customers who have already used your products or services can be one of the most powerful ways to prompt prospects to buy from you.
It can feel a little daunting to ask for testimonials but it is worth overcoming any negativity you have about this process. Here are five reasons why testimonials should feature on your website.
Social proof
Ever heard of the expression ‘safety in numbers’? People instinctively look to what other people are doing as a way of validating their decisions.
When a customer visits your website, they have no idea if they are the first or the one hundred and first person to do so. You may claim to offer the best value money can buy but how do they know for sure?
By posting testimonials on your website, you are proving you have a track record of success and that other buyers have had good experiences.
Credibility
Nowadays, anyone can set up a website and register a business name. Consumers are all too aware of this and hesitate to buy without evidence that a business is legitimate.
Including testimonials with names and photographs of real people reduces the skepticism experienced by a first-time visitor to your website. It shows that real people have already used your company and proves your business is the real deal.
Wider appeal
Another way testimonials can help turn prospects into buyers is by breaking down unconscious bias.
No matter who you are and what you do, you as the business owner only represent one demographic. For someone outside of this demographic, it may be difficult to form an emotional connection with you as the business owner.
While you have a target audience, there will be diversity amongst them. By adding a range of images of people with smiling faces, you are creating more opportunities for your leads to find a way to relate to your business.
Overcome objections
You can probably guess what your customers will say as an excuse to not buy from you. “It costs too much”, “I don’t have time” and “I’m not sure if it is for me” are amongst the top ones.
When a testimonial is written well, it offers a compact user-journey story. Often the customers who write a testimonial for you will start with “I wasn’t sure at first but…” or something similar. They will then explain how the business was able to benefit them.
With each testimonial, you are adding clear arguments as to why people should spend money with your business.
Share benefits and results
Instead of singing your own praises, let your customers do it for you.
The benefits of your business are so much more believable when a new user doesn’t have to take your word for it.
Consider this testimonial for a property manager:
“I was reluctant to use a property manager after a bad experience in the past but PM Property Management have been nothing but professional, every step of the way. They were able to quickly secure a tenant and have even shown me how to increase the value of my property.”
This testimonial is a glowing review and shares how other property investors can experience results beyond their expectations.
You can say all you want about how amazing your business is but the real test is to find other people to say the same thing. Once you do, you will have an incredible tool to convince your target audience that you are everything you say you are and more.
One final tip:
Don’t forget — your website isn’t the only place where customers will go to find out more about your business.
When you have a happy customer, invite them to post a review on LinkedIn, on your Facebook page, and on Google. You can also look at setting up a profile for your business on sites like Yelp! and TrueLocal. These will start to display in search results with your ranking climbing higher if you have a strong number of positive reviews.
When you receive a great testimonial on one of these platforms, you can repurpose it for your website.
To get started, email your five most recent happy customers. Let them know you are gathering testimonials and ask them to either post a review for you online or email you two or three sentences which you can include on your website.
Going forwards, consider an automated feedback email which is sent to customers when they complete a transaction. Encourage them to leave a review or request to use their feedback as a testimonial for your website.
Want to get more testimonials?
Getting more testimonials is a must to convert more leads into customers. I can teach you how to get more by asking these 4 simple questions. If you want more tips on how to get more testimonials and referrals, I recommend that you attend our 1-Day Business Workshop, 52 Ways.
There are 52 unique strategies, all of which you will learn in just one day. When you apply one strategy per week, you will see immediate results. Register now to claim a free ticket and secure your seat.
