Pre-Need Sellers, Sales Letters & Testimonials

Pre-Need Sellers should be armed with all the tools available for successful pre-need selling.

When you meet a family in their home how much do they really know about you?  And what’s important to your couple meeting with you?  Finally, think about what’s important to you when you meet a sales person involving a purchase of thousands of dollars?

Today credibility is important but BELIEVABILITY is even more important.  How many Politicians are believable in what they say?  I’d venture to say most people don’t find used car sales people believable either.  Believability is about trust in you (the sales person).  You can say to your Prospect all day and all night, trust me.  But, if someone else (customers for example) talk about how great the experience was meeting with you that’s BELIEVABILITY.

Testimonials are so powerful you can power-punch your sales letters, presentations, and prospecting by using them.

Of course, you can’t use them if you don’t have them.

So, where to get them and how to use them?  First, I recommend acquiring at least 3 testimonials.  You can acquire testimonials from your natural market, past customers, prospects you’ve made presentations to in the  past.

But, you can easily get testimonials from your Natural Market.  If you haven’t begun to tap into your natural market I have some tools to help you launch your career or add a new prospecting niche to your arsenal.  Click here to get more on Mining Your Natural Market

All of your informational pieces/sales letters/brochures/newsletters should have testimonials.  People understand and believe testimonials because it is someone else (an uninterested third party) talking about you.

Also, remember the rules of testimonials.  Make sure they are signed with a city/state.  No initials.  People can just as easily smell a rat if the testimonials look faked.  Never fake them.  Many of your past customers, natural market, and individuals you interact with will gladly give you a testimonial.  Most of the time you can write it and they’d sign it.  But, it’s always better to have the testimonial in the language your prospect/referral uses.

Finally, if you add testimonials to your sales letters (you could see an increase in response of 50%) Testimonials will make a huge difference in responses to your prospecting material.  Testimonials are that powerful.  Give them a try and add them to your newsletter/brochure/sales letters.

I keep a 3-ring binder of testimonials with me all the time.  If I meet with a prospect in the office the book is on the table.  I can’t emphasize it enough testimonials make you believable.  I never make a presentation without my binder of testimonials.  One last tip.  Make your binder small to start.  Always have more testimonials than can fit in the binder.  Make the binder look like it is overflowing with testimonials.  You really want the appearance of more testimonials than you know what to do with because credibility is important but….

BELIEVABILITY is everything for the Pre-Need Seller.

Happy Selling!

David…

P.S.  For more on Mining Your Natural Market Click Here

P.P.S.  I’ve been talking about how to make yourself an expert in the eyes of your Prospect.  Most people you meet with will assume you’re an expert.  A perfect place to add information about you is your 3-ring binder of testimonials.  In an earlier post I mentioned getting quoted in the newspaper, or magazine or publishing information about pre-planning.  Click here to see an easy no cost strategy to get published and add a copy of your article to your 3-ringed binder.

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