The Startup Chat with Steli and Hiten
305: How to Create Customer Testimonials That Sell
May 1, 2018
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In today’s episode of The Startup Chat, Steli and Hiten talk about the importance of testimonials. They break down the kind of testimonials that start ups must have and they explain how to get them to present your best face to a new audience.

Testimonials are important and powerful tools to build credibility. We rely on testimonials everyday, from friends who recommend the best place to get a good meal, or the best book to finish that project. We even read testimonials from strangers which helps us to navigate our buying decisions online and offline.

Testimonials are useful to us because they help us to lower the risk of investing our time and money, in an incorrect decision. Testimonials are very important for startups, as when they are done correctly, they communicate powerfully the voices of satisfied clients to the masses.

Tune into this week’s episode of The Startup Chat to learn about the powerful tools to building trust with customer testimonials, increasing web conversions and lowering the risk to entry for your audience. As well as Steli and Hiten’s top tips for doing it the right way for maximum impact.

Time Stamped Show Notes:

00:36 Testimonials are important.

01:01 Top accomplishments of testimonials.

02:03 Key places to use testimonials.

02:27 Steps to creating testimonials effectively.

05:27 Where can you find happy customers.

06:03 One mistake of creating testimonials.

06:16 Steps to making your testimonials great.

07:13 Mistakes that kill the power of testimonials.

08:59 What should you address in your testimonials.  

10:30 Top secret tip for powerful testimonials.

12:02 Easy tip for creating testimonials.

3 Key Points:

Testimonials are important, they are the way to help people understand if a business or product is right for them.
Your sales team should be a source of creating new customer testimonials.
If you have customers who are happy with you every one of them should be a case study or testimonial.

[0:00:00]

Steli Efti: Hey everybody. This is Steli Efti.

 

[0:00:03]

Hiten Shah: And this is Hiten Shah. Today, on the start-up chat, we're going to talk about how to create great testimonials. And I think, today we're probably going to have a good sales lens, marketing lens, product lens on this, considering both of us are here, as always. And I'll just start by saying testimonials are super important. And this is like case studies, testimonials ... They are the way to help people understand whether a business, a product, signing up for it is right for them or not. And so, that I think, testimonials can be some of the most powerful tools that you have to get other people to sign up and use your product.

 

[0:00:43]

Steli Efti: Yeah. Because, they're accomplishing a number of things all at the same time. A testimonial is ultimate social proof. So instead of just you saying, "Our product is great and it solves problem X", you have a customer of yours say, "Their product is great and it solves problem X for us". It solves it better than others. So that's a much better ... Obviously, we all know this in our lives when, it's one thing for a company come in a tell you that you should buy that product. It's a totally different thing when a customer of a company comes and says, "Hey. Dude. I've used this. This tool is really awesome. I would highly recommend it. Check it out. We use it religiously internally." That's a much more powerful statement, because you know its not biased. And because you associate with the messenger. The messenger hopefully is somebody just like you, with same problems, same challenges. So when they tell you that they've used it and are successful and happy with it, that's a much, something you can associate and relate to much more so than if a service provider or a company comes and says,

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