Copywriting Basics - Creating Testimonials That Sell Like Crazy!

As a copywriter, you'll find that many of the testimonials you have access to aren't as good as they could be. They might be too vague, or just plain boring. If that's the case, don't think you have to use them. Testimonials can be a great selling selling tool for a copywriter -- you need to take full advantage of them.

Don't wait for great testimonials to come to you. Go out there and get them! When you do, you'll be able to get testimonials that highlight certain key benefits. This lets you show your prospect that someone just like him has used this product and gotten great results!

A typical testimonial is what I call a Before and After testimonial. The customer tells you about the problem he use to have, and how it went away after he started using the product. The Before and After testimonial is a lot better than what we use to see, which was "I love your widget!" But for today's prospect, you need to do even better.

Why do I say that? Because nowadays everyone gives Before and After testimonials. They've become common and after awhile they start to all sound alike. They simply aren't as powerful as they use to be.

To get your prospect's attention, you want to have testimonials that talk about specific benefits or selling points in a way they can relate to. If you don't have them, it's just a matter of getting out there and talking to customers.

The first step is to get the names and contact information of key customers. Call them up and arrange a time to "interview" them for 20-25 minutes. This will be your chance to uncover interesting, real-life stories your prospect can relate to.

The next step is simple, and it's the key behind getting the best, most powerful testimonial possible.

At the end of the interview, ask if he would be willing to give you a testimonial that you can use. If he says yes, ask if he would like you to type one up based on the conversation you just had. Most customers love this idea, especially when you tell them that they will have final approval on how it's written.

Once the customer gives you the go-ahead, your job is to take what you have and turn it into the most powerful testimonial you can. If the interview has gone well and you've asked the right questions, you will have a lot of great material to choose from.

Go through your interview notes and ask yourself:

* What is the best angle to use?

* What selling points do I want to reinforce in my copy?

* Which one could this story reinforce or support?

* What is the best way to position this particular testimonial?

* Is there some part I can include that will make my prospect stop and think, "Hey, that guy sounds just like me!"

Just imagine how much more powerful and effective these type of testimonials will be. All of the different angles you can take and the great real-life tidbits that you can weave through your sales copy.

The truth is, there's no better way to get these type of powerful testimonials. When you know how to guide the interview, you can uncover the "good stuff" quickly -- every single time. Then all you need to do is take what you have and position it, and you've got a testimonial that will make selling your product that much easier.

You'll have a testimonial that's written from your customer's own unique perspective. One that's focused on the exact benefit you want to emphasize, and talks to your prospect's real needs and desires. A powerful testimonial that's written in your customer's own word, only better!

About the Author

Discover how to take your copywriting career to the next level. Before you write another piece of copy, find out about the copywriting secrets that will dramatically improve your response rates.