Social Proof! How To Get Customer Testimonials for Your Small Business and Gain More Clients
Good morning, friend!
Today I have a tip for you to get more clients. That’s by using SOCIAL PROOF!
So…what is social proof? When people copy the actions of others. Adapting their behavior to what others are doing. Believing that what they are doing is going to give them the results, status, etc. that they are looking for or will help them fit in with the crowd.
Examples of social proof: Testimonials, case studies, social media posts, reviews, user-generated content, and more.
Why it works: One of the first things that people do when they find you are… they research you. They looking at your website, your Google My Business, Yelp, social media, YouTube, etc.
They're looking at your presence online. Who are you? What are people saying about you? Can they like and trust you?
They'll ask themselves…if you can give them what they want.
If you can't, they don’t want to waste their time or money. Makes sense?
Use social proof everywhere. You use it on your ads, landing pages, website, your direct mail, etc.
Right now, we are running an ad for a subscription box that is getting more than twice the results of anything they’ve ever done pre-COVID.
It’s being run to a cold audience, without offering a discount and they are getting a lower cost per acquisition than ever before. WIN! WIN! WIN!
How are we doing it? With social proof!
People are sharing it, Liking it, they're tagging their friends in it and we didn’t even ask them to do any of that. They're doing that on their own.
AND ALL DURING A PANDEMIC! Can you imagine what would happen if we weren’t?
How did we create social proof in this ad that is killing it?
It’s done in their customer’s own words and told in a story. Nothing fancy at all. It’s just real, relatable and benefits-driven.
What social proof are you using in your marketing?
Are you asking your customers for a testimonial? If so, you need to!
Here’s how to easily do that.
1. Ask them for a testimonial.
2. Give them an incentive for doing it. A branded product is a great incentive AND markets your business.
3. Give them a basic script of what you want, not telling them what to say.
a. A format like this works well for reviews.
b. Use this same format when you get on calls with clients to help you understand your customers and what to say to prospects to turn them into customers. There are three questions to ask. You have to understand these things for you to give them what they want to sell your products or services.
Format of the testimonial/questions to ask your clients:
1. Why did they buy?
2. What are the benefits they received from your product and service and how does it make them feel?
3. Why should others use it too?
I challenge you today to reach out to 5 clients and ask them for a testimonial using this framework. Then use them as social proof in your marketing! It will change the game.
If you have any questions or need help with your marketing, just ask! I would love to help you.
Remember to smile because HAPPY looks good on you. Have an amazing day!
Always in your corner,
Shana Anderson-Nute
President
Spitfire Advertising, Inc.
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