The Obstacle To Buying

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Testimonials must come, of necessity, from clients who are actually benefitting from your problem-solving expertise.  That said, there are six (6) questions you can use to generate effective testimonials.  Here’s your first one . . .

Think back to when you were first thinking about hiring me / buying my / etc. . . . there must have been some reason or reasons why you thought, “I dunno. Maybe this ISN’T such a good idea”.  Tell me, what what was arguing AGAINST your hiring / buying / using my services?”

The answer you hear will be an obstacle to buying what you offer.  And, since testimonials are used to address, defuse and overcome obstacles, you need to know what you must address, defuse and overcome to help other people become your client in the future.

You’ll hear a number of factors cited by your clients.  Each one reveals an obstacle and suggests an issue that a testimonial must address, defuse and overcome.  The more frequently a given obstacle is cited, the more important it is for you to be ready for it . . . with (what else?) an appropriate testimonial!

Learning WHY people hesitate to buy reveals WHAT a testimonial must address.