Why some businesses don’t sell despite having testimonials

It is important to get the testimonials of buyers so that you can use them to get the trust of leads that may later come. Testimonials are very important; it is the tax you have to collect from your customers. In fact, it is compulsory but some testimonials don’t have much effect because they are too weak. Take for instance

Seller: Thank you for buying. So, what can you say about our product/services?

Customer: I love it. It is very nice

The example above is an example of what I call weak testimonials.

There are quantitative testimonials and there are qualitative testimonials

Difference between quantitative testimonials and qualitative testimonials

Please permit me to use an analogy you can easily relate to.

In Nigeria, there is a difference between ‘Concoction-rice’ and ‘Jollof-rice’. The quality of the two kinds of Rice is widely apart. Jollof-rice is very rich and carefully prepared. An example is the one served in a typical Nigerian party. You may be served a small quantity of it but you will find fresh tomatoes sliced in it and it is always rich in sauce and ingredients – It looks enticing in my imagination already. When you eventually taste it, it grips well to your teeth, accompanied with different kind of sweet tastes that sends satisfaction to your brain. It is not diluted or mashed in water. Right?

Now, let’s go to the next

Concoction-rice on the other hand wants to copy Jollof-rice but lacks the necessary resources and cooking skills. So it looks so reddish due to the addition of artificial colour added unlike that of Jollof-rice which appears natural. It is marshy and has too much seasoning just to make it sweet. You can as well have as many quantities as possible.

Enough of description because I am even salivation right now. Smiles

 If you have an option to choose between the two kinds of rice, which one will you go for?

I am very sure it is the Jollof-rice.

This is the same as testimonials. A lot of people get a concoction-rice type of testimonials.

Take another example of another concoction-rice kind of testimonials

“I love the services of Tumihub. When I buy from them, I really like it. I did not even have any problem. Thank you Tumihub”

Some of you are serving your leads concoction-rice kind of testimonials all this while and you wonder why some people don’t buy from you yet. Well, I have to tell you the reason. It is because your leads already have people serving them multiple dosages of Jollof-rice testimonials. So they will rather buy from them rather than you.

Why will a qualitative testimonial sell more?

• It will make your selling point obvious to intending customers

On Tumihub for example, we have about 10 graphics designers. I know the capabilities of each of them. One, in particular, is very swift with his designs. Not just that, when he sends the designs to me, I am always blown away. You know why? Because it is not what I was expecting. He will do something different creatively and he is very fast to deliver.

So if someone asks me what his selling point is, I will say swiftness and outstanding creativity.

Just take a look at what I said about him, if that is what I send to him as my testimonial of his brand, how is it different from the previous examples?

It is specific and compelling. There are many designers but if you want a unique design urgently, he is highly recommended.

• It will entice the intending customers

Still using the examples above, you don’t have to force people to patronize you. If you can feed them consistently with quality testimonials, they will develop interest automatically because it will entice them.

• It will raise the brand quality

Sometimes, you wonder why some people place a very high price on a product/service and still sell more than those who will continue to reduce his/her price just to sell whereas, they are offering the same quality of product/services. 

The reason is that the quality of the brands is different. A business is not just about the product/services; it is about the perception of the brand in the consumer’s mind.

Quality testimonials can raise the standard of your brand.

• it will bring a different level of trust

There is a difference between “I know someone that does graphic design” and “I know a professional graphic designer that will deliver to you ASAP”

Quality testimonials can take you that step ahead of your competitors. It is possible that some people haven’t patronized you at all but already trusted you. It is the work of quality testimonials.

substandard job and be expecting qualitative appraisals. So, make sure you are really doing a great job.

ALSO READ

1. Care for your customers and you will get more sales
2. Three power words that can improve your sales

How can you get qualitative testimonials?

1. Ask qualitative questions if you want to get qualitative testimonials 

Customers sometimes don’t know what to say when you ask them to give you a review of your product/services. Most of them just say whatever comes to their mind. You can help this kind of people by asking them specific questions that will make them give you the answers in the areas you want.

I expect that you create a series of questions already that you ask anyone that patronizes you.

• What specifically do you love (or do you want us to work on) about our service?
• What are we doing differently that will make you want to patronize us again?
• What do you have to say about our delivery time?

Create questions that will give you qualitative testimonials.

2. Ensure you get testimonials that talk about your selling point

I have explained this before but I must emphasize it again. If your selling point is human relation, ask for reviews on how well the brand relate with the customer.

“On the scale of 1 – 10, kindly score our communication with you and why”

Tumihub selling point is about results. We say you should Learn, Earn, Articulate and Network with us. So, we want to know how far you are going with that. We are always asking our audience for their results instead of what they intend to do. At times, we attach a gift or certificate to it. If our service influences you to take actions that yield results, share them with us and get a gift or a certificate. 

3. Fulfill your selling point beyond a reasonable doubt at every sale

If you want consumers to speak well of you, you need to wow them. Deliver what is unexpected or add additional sauce to what is expected. Make sure you do your job extremely well and leave your consumers amazed.

Do it so well and make your selling point will obvious through it.

In a nutshell, as from today, make sure you don’t forget to always collect your tax from your customers. Not just anyhow tax but the qualitative one. What do I mean by Tax? Click here to read more

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