I can’t share my sales numbers right now but in the last 30 days our company quadrupled in size, which is insane considering most of its recurring revenue is tied to marketing services.
Cold emailing was the number one driver of our lead generation and sales, but in terms of actually getting a close rate of 50% (which I calculated from the meetings we’ve had last month), is a number way higher that I’ve ever had on any company that I worked for or with in the past.
So in this blogpost, I want to share how to go over what I think is the most important for getting that 50% close rate, which is the client video testimonial. I’ll go over what to look for in your clients so you can go and find a testimonial.
I will also tell you about how to ask for a video testimonial, how to record one and finally how to use it.
The first step is to do a great job. No client is going to want to talk to you if you’re not getting them a good ROI with whatever you’re doing in your B2B service.
It could be building a solid mobile app that generates revenue for them or get them feature at the top of the app store. Focus on driving a return to their business in some way.
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Once you’ve succeeded, you can use this simple script to reach out. You can do this over Skype; Send a text or Google Hangouts. I prefer those channels over email because they’re a little more intimate.
In the picture below, you can see how I asked Dom & Tom’s founder Tom Tancredi about doing a video testimonial for us:
If you’re in with your costumers like that, and you’ve generated ROI in your back and forth, most of them will be happy to record a video testimonial for you.
So that is the script that works. Here are some questions that I like to ask during our testimonials
1. Can you give me a one minute summary of your career or success?
2. How did you get involved with x27
3. What was the reason that you picked our agency
4. What was most important when deciding to go with us: delivery, speed, quality, communication or price?
5. What’s your experience been with x27?
6. Can you think of a single word or phrase that summarizes x27? Why that word?
7. How has working with x27 changed the way you do business?
8. Have you had any other product dev shops approach you? If so, what do you tell them?
9. Why would you recommend us to someone else?
10. If someone called you and said “Why should I do business with x27?”, what would you tell them?
With Tom, I got him on Skype for 20 minutes and asked those questions. From his answers to these I found the 60 to 90 seconds that worked the best.
You’ll want to keep the testimonial at 60 seconds in the end, so you can use it on Facebook and Instagram ads.
You can literally rip these questions off from here (I think I might have gotten them from another blog). Use them and give your clients plenty of time to respond.
Have any questions? Need help with your own agency? Feel free to contact us
You can use an app called ScreenFlow to record the call so you can edit the video, and if you don’t know how you can find someone on Fiverr or just ping me at firstname.lastname@example.org so we can figure out a way to edit that down into a video that shows you in the best possible light.
Once you have your one minute video, you should have something that looks like this:
You can use the video for Facebook and Instagram ads (although I haven´t tested those). I use it a lot in emails when somebody ask for a client reference, and I send the video along with the email address of the person giving the testimony. I also have it on our YouTube Channel and in our website.
Basically, the goal is to show that clients trust you enough to buy from you.
To finish this post, here’s your action step for today: think of five to six clients that you believe would do a video testimonial for you, then I want you to reach out to those clients using the scripts that we went over earlier in this post
After that, you can come back and tell me how it all went in the video comments on YouTube
I hope this helped! Until next time
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