Oct
3
How To Get Your Customers To Write Your Sales Pitch
Filed Under Copywriting Secrets, Vancouver Copywriter | Leave a Comment
If you’re a copywriter (or marketer) and you’d like the extra prestige, income and pure joy that comes from response boosts from adding killer testimonials to a sales pitch, and you don’t want to do any work to get them, then this message will excite you!
Here’s why:
My name is Ian Vecmanis and I write copy from my home in beautiful Vancouver, Canada.
Over the past few years, I’ve learned (like top marketers preach) testimonials almost always boost response if done properly.
In fact John Carlton says (one of the top copywriters in the world) your entire ad can be testimonials if you know how to use them.
On the other hand as you may know poor testimonials, can wither the power of your sales message.
Junk testimonials also damage your credibility, and cause people to mutter “BS”…which means you failed in getting your message across.
Here’s the exciting news: Below is the process I borrowed from John Carlton on how to actually go about digging up testimonials. It’s a thorough process requiring effort and when you’re done, you’ll have bushels of ammunition for your sales pitch, and your clients will think you’re a miracle worker. Maybe you know how to do it, maybe not…however when you’re reading it know this…when you’re done, you’ll read a great offer where you can simply…hire me to do the hard detective workt for you! We’ll get to that later.
Here is a Refresher On Everything You Need to Know to
Materialize a “Sizzling Testimonial”
Top marketers know it and you know it. A good pithy, testimonial can do wonders for a sales pitch. They overcome objections, fuse belief and credibility into outrageous promises. They are cash in the bank. Except, you have to dig them up!
Obviously I can’t tell you how high your response rates will climb with good testimonials…however, I can say it’s undoubtedly one of the easiest ways to increase a clients (or your own) profits.
In fact, if you collect testimonials properly your entire sales pitch can be nothing but happy customers doing your selling for you.
This works like crazy if you are writing for a service professional, because you can just assemble a book full of killer testimonials, and have your client hand that to their sales leads. The overwhelming social proof makes it easy for people to choose them.
This means you have to coach your customers on how to give you a great testimonial.
So how do you get a great testimonial? If your customers are giving you lame feedback, what do you do?
Here is the exact process I use (which is swiped from John Carlton).
1) You need the name and phone number of a customer. You are looking for authority, V.I.P’s or people your customers can easily relate to.
2) You need to call them up, and instantly bond with them (be a good listener and mirror their voice tonality)
3) You’re looking for before and after stories. Get them talking about their life. You won’t get the juicy details to support a rock solid testimonial until you’re deep in conversation. Ask for specific numbers and details.
4) Piece it together: In the first five minutes the customer might have said what his life was like before they found your product. 20 minutes later they might have finally revealed how their life is better. Connect the two and that’s your testimonial.
5) Ask them if they’ll do you a favour and help other people who are in a similar situation make a decision by including their testimonial. Ask for a photo (if they don’t have one, fed ex a disposable camera they can shoot with)
6) Write the testimonial and fed ex a consent form to them which says you have permission to use the testimonial
7) Add testimonial into the pitch at the right spot and enjoy results.
Remember: Specifics build believability…and…believability is what you’re striving for.
Onwards.
As you can see that’s a lot of effort, which means it probably works.
As I mentioned you can hire me to do all the hard work of clawing, digging and mining world class testimonials out of a customer base (or getting a new product into a few hands and prying testimonials from them)
If this sounds great then here are the details you need to know about this service:
I’ll talk with you (if you’re a copywriter I’ll talk with you and your client) for 30 minutes about your plans, efforts and results your sales copy is getting. We’ll look at major objections , your U.S.P and find holes in your sales process we can plug with world class testimonials.
And then if I decide to work with you I’ll march off and do what needs to be done to get those testimonials including:
Creating bribes (if need be) to get people to spill their beans…phone conversations with happy clients to get them to cough up a testimonial…re writes of existing testimonials with permission from clients to use it…I’ll get pictures and…
You Won’t Go To Jail For
Not Having Physical Consent Forms
You’ll get legally valid testimonials with signed consent forms in case the FTC knocks on your door asking to see them (so you won’t get thrown in jail). This includes signed documentation saying you have permission to use the testimonial as is.
At the end of it all you’ll have 8 shiny testimonials like this:
Picture with caption here – “Dude your course almost got me thrown in jail. When I tried to stand up for my girlfriend I got my ass kicked by a punk smaller than me. Humiliated and dejected I invested in your course, and the same thing happened again…except I used your “ultimate punch” technique and caved this guys jaw in. The Police thought I hit him with a hammer!” – Pete Lamper, 28 years old, Raleigh, North Carolina.
Or it could look something like this:
Picture with caption here – “My sales page was converting at around 1.8% and I was just eaking out a living. Then I ran your software on my copy, it made some formatting changes and presto, I’m chugging along at 2.6% conversion rate! I feel like I ripped you off” – Jason Price, 30 year old CEO of magictricks.com, New Jersey.
In summary…
This is a Fire and Forget Way to Get Testimonials You Know You Need!
Time for some more value building:
Listen: how much extra cash will end up in your pocket if your sales machine gets a few bumps up in conversion.
If you have an existing sales machine making you money this is a “Just add water” quick fix you can use to permanently multiply your conversion rates.
Here is what this investment costs you and what I guarantee:
I’ll do all the grunt work of talking, persuading and bonding with your customers to pry them out. And I’ll handwrite a nice thank you note to everyone who submits a testimonial.
You’ll have 8 sales worthy testimonials to bump your response by shattering objections, proving claims and making your credibility rock solid.
Look: There are lots of ways to use testimonials, but if you put them in the wrong spot you can kill the flow of your sales message. You need to place them where people want to read them.
For instance: When an objection of price pops in your readers head, a testimonial pops in and says what a bargain your price was.
Or, if someone doesn’t believe a claim you are making, a testimonial pops in and says a person received the benefit of the claim.
If this seems complicated don’t worry because when I deliver your testimonials, I’ll help you put them in the right spot for maximum results.
Because I’m a decent copywriter too, I’ll dig for the testimonials with authority and similarity built into them (Which is like choosing depleted uranium slugs over pellets).
This service costs $1600, but essentially it’s free with my guarantee…
My Guarantee
Listen: If your sales page is converting already and you track response then I offer this guarantee. If you put the testimonials in where I tell you too and the increase in sales doesn’t clearly make my fee seem like a drop of water in an ocean then I’ll refund the entire $1600 without any complaints or troubles.
Once this is done and you agree this is a no brainer investment pays out 10 to 100 times the cost of hiring me, then we can begin right away.
Side note: There are a couple of reasons you should not hire me.
1) Your product is crap! I can’t convince people to give a good testimonial if your product is junk. So if this is the case, please save us both the time and don’t call me.
2) If you’re a lame copywriter or marketer who will end up censoring a sizzling testimonial…Don’t call me. I don’t want to cry after seeing buckets of paint splashed on my Mona Lisa.
This Service Will Not Be
Around Forever
Here’s why: I have a selfish reason for offering this service besides money. I want to build up a rolodex of good copywriters and start writing copy myself. This won’t stay around forever (I’ll bundle into my freelance copywriting services.) And because I’m one guy I can only take a few clients on at a time.
That’s it: If you’d like to hire me as a sales detective its very simple. Email me at ian at ianvecmanis.com . Tell me who you are, a good time to call you, and leave a phone number. Easy. I need 2 weeks to gather 8 testimonials. If your product is new, we’ll have to drum up some clever ways to get the testimonials so it will be a little longer.
Act now, and if I like you and your project you’ll have some sales boosting testimonials in just a few weeks.
Sincerely,
Ian Vecmanis
