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Words That Sell| Article #71: 10 WORDS THAT SAY BUY – PART 5

In this installment of "10 Words That Say BUY!!!" we're going to cover one that pulls an awful lot of weight with people. The word is "testimonial" and soon you'll see why it is such a powerful word in the Internet marketing world.

The Internet is a scary community. You read stories of rip off artists and crooks all the time. It's gotten to the point where you see something on the Internet and the first thing that comes to your mind is just one question. "Is it legit?" Unfortunately, because of all the crooked people out there, it is impossible to know what is legit and what is a scam anymore, not unless you can have somebody actually say to you, "Yes, this is legit." That's where the word testimonial comes in.

Let's be very clear about one thing when it comes to testimonials. We're not talking about making up fictitious names with some flowery prose pasted all over your web site. We're talking about getting some well respected Internet figures who have looked at your product, used it, and can actually say that it is a good product. Why is this important?

For starters, it shows others that people actually do use your product. This way they're not buying something that has been untried and unproven. Nobody wants to be a guinea pig for a new product.

Aside from that, it gives you credibility. People see that not only is your product something that is used and trusted but that you yourself as a person is trusted. These people have enough faith in YOU to lend their name to your product in order to endorse it. This carries more weight with people than you can possibly imagine.

So the question is, how do you get these testimonials? Unfortunately, that's the hard part. You have to earn them. However, there is a very easy way to earn them. You may be reluctant to do this at first, because it will actually mean losing sales, but in the long run, it will be to your benefit. So how do you earn these testimonials?

The process is a simple, but slow one. You need to contact the big names in the industry for whatever niche you're marketing in. Write to them. Tell them about your product. Tell them that you'll be willing to send them a complimentary copy if they would be willing to review it and give a testimonial on it ONLY if they really feel it has value.

You're going to get some people who will turn you down. Others won't even respond to your emails at all. But there are going to be those few, and that's all you need, who will try your product and actually like it. As you get these testimonials, put them up on your site. Eventually, you will have enough of them to make quite an impression.

The bottom line is this. People want to know that others have used your product and have had success with it. This breeds confidence and confidence means the person is more likely to become a customer.

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