Social proof is gaining importance because customers – your buyers – don’t trust what YOU say (you’re paid to say nice things about your company!). They trust their peers more and more, even if those peers are complete strangers (think TripAdvisor reviews).
“When you utilize social proof successfully, you convey to potential customers that buying your product or service is the safe thing to do.”
While a lot of us tend to think that social proof as applicable only to B2C, social proof is just as important in the B2B environment.
Testimonials are one of the most persuasive forms of social proof out there, but how can you make them more believable? According to new latest research, the best way is to put a face to the words.
When your customers endorse you to others - it is the most valuable marketing you can have. If you can harness your current customers’ willingness to tell your story, that is the golden ticket.
Your mission is to proactively start capturing positive things others are saying about you and your company, and share those in your sales and marketing efforts. Collect them, organize them, and make it easy for prospects to find them.
How do you do that? Capture their testimonials using video – video has more credibility and more depth to it. You can look in someone’s eyes and immediately determine if you trust what they are saying.
So, whenever you have a happy buyer – whether you’re a commercial real estate broker, a convention center salesperson or an international exporter – make an effort to collect social proof in the form of video. This can mean simply grabbing your smart phone or tablet and asking the buyer for a quick video testimonial.
The point is to proactively capture your happy customers saying complimentary things about you and the transaction. Nothing will make your other prospects more comfortable quicker than hearing from their peers that everything was great.
Tell me, how do you use social proof in your sales process? Share your strategies in the comments.
Learn more about Social Proof and other new sales practices with actionable steps that will magnify your reputation, fill your funnel and increase your success – SIGN UP FOR SHAWNA’S S.P.A.D.E.S. Masterclass NOW by clicking that BLUE BUTTON!