Strengthen intimacy with testimonials


If you are selling ‘big ticket’ products or services, especially B2B such as professional services, the ‘sales cycle’ will be longer.
Testimonials are a very effective tactic to reassure the buyer to commit. They offer a third-party endorsement and provide a sense of assurance – maybe just enough to motivate them toward the next step and contact you.

Use them for instance:

  1. At the bottom of your email, in a P.S.
  2. On your LinkedIn profile, in the ‘About’ section or under the various companies in the ‘Experience section. And don’t forget to gather LinkedIn recommendations, which are personal testimonials
  3. In your firm’s bio – the powerful quotes from the directories are a great source of credibility and intimacy
  4. In your marketing material – brochures, website, conferences invites, etc
  5. In your pitch documents
  6. To give further proof for your case studies

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Anne Marcotty

Founder and CEO @ HNW
I am a rainmaker, love winning, and I am seen as a change catalyst able to transform beliefs and behaviours to ...

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