The Bottom Line

Read time: 3.5 minutes.

*View my latest Podcast here, 'Building a $100M Business and How To Avoid Entitled Kids - An Interview With Tom Kelly'

Hey there, friend! Let’s dive into a topic that has the power to supercharge your business faster than you can say “ROI”: testimonials and endorsements.

If you’re not already harnessing the mighty weight of social proof, buckle up, because today we’re going to talk about why it’s the most underrated asset in your marketing toolbox—and how to get it right.

Why Testimonials Are Marketing Gold

Here’s the deal: one solid testimonial is worth its weight in gold—more than five, maybe even ten of your best-crafted promises or benefit statements. Why? Because people trust people. It’s one thing for you to tell your prospects how awesome your program is, but it’s a whole other ballgame when they hear it from someone just like them who’s already crushing it thanks to you.

And this isn’t just about ads. Think bigger:

Landing pages
Videos
Social media posts
Email sequences
Even nurture campaigns

Sprinkle testimonials everywhere like confetti and watch your prospects lean in.

The Framework: How to Get Killer Testimonials

Now, let’s be real—asking someone for a testimonial can feel awkward. It’s like asking a friend to help you move: they’ll probably say yes, but they’re also secretly hoping you don’t. Here’s how to make it super easy for your clients to deliver testimonials that pack a punch.

1. Provide a Framework Most people aren’t great at coming up with their own testimonials. They’ll fumble, um, and ah their way through if you don’t guide them. So, set them up with three simple questions:

What was your situation before working with us?
What’s your situation now? (What results have you seen?)
What would you say to someone on the fence about working with us?

Example:

Before: “I was spending $400 per call and barely scraping by with two calls a week, generating $40,000 a month.”
After: “Now, I’m spending $100 per call, getting five calls a week, and my revenue has skyrocketed to $160,000 a month.”
On the fence: “I get it—it’s hard to believe. But if you’ve tried other solutions that didn’t work, jump on this. It’s been a game-changer.”

That’s it. Short, sweet, and sub-60 seconds.

Levels of Testimonials

Not everyone’s ready to gush about their jaw-dropping results. And that’s okay. Here’s a secret: any testimonial is better than no testimonial.

Level 1: Early Impressions

When someone’s just starting with you, ask them to share their onboarding experience:

“I felt supported from day one. The team really cares, and the content is already helping me see things differently.”

This kind of testimonial is perfect for addressing pre-sales doubts. Your prospect is wondering, Will they actually care about me once I sign up? A Level 1 testimonial answers that with a resounding YES.

Level 2: Process Highlights

Once they’re in the thick of it, you can capture feedback on the process:

“The step-by-step framework made it so easy to follow. I was able to implement things right away without feeling overwhelmed.”

Level 3: Results (The Big Guns)

This is where you show off the numbers:

“I went from struggling to get calls to closing six figures in less than three months.”

Results-driven testimonials aren’t just brag-worthy; they’re conversion magnets.

The Art of Asking for Endorsements

But what about endorsements from industry leaders, not just clients? These carry a different kind of weight—a validation from someone who’s already respected in your space.

Here’s how to nail the ask:

Be Clear on the Value Exchange:
- Why should they endorse you? Are they a partner? Did they collaborate with you? Make it worth their while—show them how their endorsement serves both your goals.
Make It Easy:
- Draft the endorsement for them based on what you know they’d say. Then give them the option to tweak it. (Spoiler: 9 out of 10 times, they’ll just say, “This looks great!”)
Ask for Specificity:
- A vague “This person is great!” isn’t helpful. Ask them to focus on a specific result or unique element of working with you.

Example:

“Nick’s process is the most streamlined I’ve seen in the industry. Within weeks, I saw measurable growth and efficiency in my business. Highly recommend.”

Don’t Forget the Tools

To simplify your testimonial collection process, consider tools like Vouch (what I use) or any video collection app. Even a quick Zoom call can turn into a testimonial goldmine. Capture snippets, edit them into bite-sized pieces, and boom—you’ve got assets for days.

And don’t overlook the power of screenshots. Those glowing messages from Slack, social media DMs, or emails? Screenshot them, get permission, and share them. They’re instant trust-builders.

How to Use Testimonials

Once you’ve got your treasure trove of testimonials, here’s how to deploy them effectively:

Ads: Standalone 60-second videos or mashups work wonders.
Meta Carousels: Each slide features a different testimonial. Swipe, swipe, SOLD.
Landing Pages: Put the most compelling ones front and center.
VSLs: Incorporate them to reinforce every major point you make.
Follow-Up Sequences: Use them to re-engage leads and turn “maybes” into “heck yes!”

Final Thoughts: Make Testimonials an SOP

Testimonials aren’t a nice-to-have; they’re a non-negotiable. Build them into your process. Make it part of your client agreement to provide a testimonial or case study at the end of their engagement. And never stop collecting.

The more proof you can stack, the more your prospects will feel like working with you is the obvious choice. Because at the end of the day, it’s not just about what you say—it’s about what others say about you.

Now, go capture those golden nuggets of social proof and watch your conversions soar!

Nic “Testimonial” Kusmich

P.S. Ready For More Calls On Your Calendar?
The best way I can help you is by showing you how to get more QUALIFIED sales leads, at much lower costs, without using an old, outdated traditional funnel... Interested? Learn more here → https://scale.nicholaskusmich.com/fast-track

Nicholas Kusmich

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