What would your answer be if I asked you what the #1 thing you should obsess over in your business?
Most, if you’re smart, would say client results.
And I’d agree, kinda.
Because while there is no question that this needs to remain front and centre, there is a different focus you can have that still gets rockstar client results and also gives you a powerful marketing asset.
Want to know what it is?
Video testimonials.
This is why we obsess over video testimonials in our business and stick to them like a dog to a bone.
Because when you obsess over collecting video testimonials, you have to obsess about the customer experience, too — you don’t get the testimonial before you achieve the transformation.
This is an example of upstream thinking. It’s where you take an idea, problem, or opportunity and look at how you can achieve that goal while also achieving something else.
This is the opposite of downstream thinking — where you solve the problem at the expense of something else.
Anyway, Sean, an alley-oop subscriber, wrote in the discord a while back the following question:
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What kind of questions should I be asking in my video testimonials?
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I answered the following:
“The questions you should be asking are the questions that are already in your prospect’s mind.”
So, you must carry the baby for your prospect like a surrogate mother. And the questions you ask must advance the sale (and the beliefs necessary to make the sale) through the customer’s story.
That brings me to an important point.
Broad and generic testimonials don’t work. Unless the story can resonate with your prospect, it will land on deaf ears. This is why you must be laser targeted, know exactly what story you want to tell, and curate the conversation around that.
When it comes to video testimonials, the devil is in the details.
Oh, and if you’re in a regulated industry where specific testimonials aren’t allowed, then I’d get creative with the medium and how you ask your questions — as far as I’m aware, nothing is stopping you from filming a client do their rehab and talking about what you’re doing in the process with dialogue.
Here’s an example of one to get your juices flowing:
So if you want this exclusive access to me like Sean has and get my exact script for curating a perfect video testimonial, then make sure you join the Alley-Oop so you can submit your questions in the discord. The beauty of discord is you can have an idea snap into your head, pull out your phone and ask the question straight away — there is no risk of ever forgetting it this way.
You can get full access here. It’s $3.23 a day:
– Karl Goodman
