Have you been so confused thinking about your ideal client, it felt almost blinding? It can get so bad, it stops us seeing what is right in front of us. The truth is laid out perfectly right in front of you, in the exact words that will resonate with their future ideal clients. I am talking about testimonials.
There is an art to giving a testimonial, but most of the time, people get it slightly wrong. They tend to talk about their emotional connection with you, and sometimes forget to mention the actual factual result they achieved with your help. So keep this in mind when asking or analyzing the testimonials from your past clients.
My advice is to prepare a template and get your past and present clients either fill it or if they do a video testimonial, follow it’s structure. Those testimonials are a gold mine, as they clearly define the struggles and frustrations and then the results, in the exact words you should be using on your sales pages and pitches.
Create a special note if you are using Evernote or a document that you can access anywhere, and start recording those words and expressions that your clients used in their testimonials.
How did they describe their situation before they met you?
Pick out the keywords and phrases.
How did they describe the results they achieved?
What particular results did they rave about?
Note that as this is the area with the biggest gap in their business, that only you could fill for them, with your area of genius.
If you do not have the reviews like that, here is a trick. Invite your past clients (those you loved working with and got most results of course) to do an interview style case study with you. Record it on Zoom. This helps to get testimonials from people who always put off writing you one. Inviting them on a broadcast could be a great move and you get proof of your awesomeness.
Use the questions in the testimonial template to lead your interview.
After the interview, listen back to the recording. Note all those words and expressions they used when they speak about working with you. These are the most powerful words to include in all your marketing messages!
No testimonials at all? Check out Amazon.com (or any other online book seller’s website that has reader reviews) for any books on the topic that fits what you do. Read through the reviews. Pick the phrases that describe the “before” and “after” states. There are some amazing ideas hiding in those reviews you can implement to get your ideal clients resonate with your content.
Need help? Book a Clarity Breakthrough session with me today: https://juliettestapleton.com/breakthroughsession/