Overview:

The podcast discusses different workflows for using ChatGPT as a collaborator to improve processes like coaching steps. It provides examples of prompting ChatGPT to suggest improvements, ask clarifying questions, and generate additional steps. The host demonstrates how to create a client avatar, identify problems and obstacles, and develop solutions using ChatGPT. An interesting aspect is how the solutions are analyzed and categorized according to their value, cost, and ease of delivery to form the foundation of an offer for clients.

Takeaways:

• The speaker discusses different workflows for using ChatGPT as a collaborator, such as outlining topics and then having a Q&A with ChatGPT to flesh things out.
• Writing high-quality prompts is important for getting good results from ChatGPT. The speaker conducts multiple rounds of feedback to refine prompts.
• One workflow is using ChatGPT to help improve explanations for coaching steps by asking questions and suggesting additions.
• ChatGPT can be used to create client avatars, company product profiles, and identify ideal clients based on provided information.
• Potential problems and obstacles for clients can be brainstormed and ranked in order of severity.
• ChatGPT is able to formulate solutions to address problems and organize them into a table with analysis of support levels.
• Solutions can be classified by value and cost, with high-value, low-cost options flagged as most desirable.
• The outputs from ChatGPT can be directly transferred to spreadsheets.
• Refining offers involves adding elements like scarcity, urgency, bonuses and guarantees.
• The speaker's process involves iterative refinement of prompts with ChatGPT to maximize results.

Automatically-Generated Transcription:

Welcome everyone to the February, February 20, 23 edition of Elite Marketers.

And today we've got, uh, a couple of presenters, exciting presenters, but both, uh, Tim Hyde and John Hubbard.

So in a second, Tim's gonna be talk or in, in the next session, Tim's gonna be talking about how his sell by chat and how he's managing 8,315 concurrent conversations.

But first up, we've got the man, the myth, the legend, Mr.

John Hubbard.

And he is gonna be sharing the exact script he uses when asking for a testimonial to eliminate the guesswork and anxiety around what to say and to ensure you don't sound pushy or needy, including how to use testimonials to acquire more clients, delegate the job to someone else, and the best time to ask for a testimonial.

And how to ensure you never collect a poor one.

Over to you, Mr.

Hubbard.

I'll allow you to share screens and yeah, take it away.

Love kitties.

Okay, I lost John.

Thank you very much.

All right, so let me just get organized here.

Can everyone see my screen okay?

Yep.

Great, thank you.

I'm just getting the, there we go.

All right, thanks everyone.

Thanks for the, uh, opportunity to share.

I'll launch straight in 'cause I wanna give you a lot of value.

And in particular I want to share some simple techniques to get some testimonials flowing into your business so you can improve those conversion rates and get more sales and grow your business.

And I'll share the exact script, uh, that I use and I, uh, encourage my clients to use and they've used very successfully to get testimonials flowing in.

And that way there's no guesswork or anxiety around what to say.

So you can be confident that you're not gonna come across as, um, pushy or needy.

Um, plus I'll give you, uh, two, I'm gonna give you some testimonial request templates, which I'll pop into chat at the end there where you can just download no opt-in required.

Now, briefly, mercifully a little bit about me, for those that don't know me, my name's John Hubbard.

I'm a marketing consultant and course creator, more recently been known as the case study guy because of my work producing client success story films and testimonials, I've got a course called Get Better Testimonials, and I've been doing video marketing in all sorts of different shapes and forms for companies, including nyac and Ford and Honda and B H B and Oakley and a bunch of others around the world for more than 20 years.

But what I'm really passionate about these days is what I call customer-led marketing.

And this is really about relying less on copy and fancy tactics and simply letting your results do the talking for you.

And I've spent the last 10 years really experimenting with this in my own education, uh, and a business.

Uh, in 2013, I co-founded a property investment education provider, your Success Australia, with another member of our group.

Group is here today, Jane Slack Smith.

Uh, we traded as Your Property Success and we sold, and Jane still sells online courses in the, uh, $500 to $3,000 range, as well as a high ticket coaching program for 25 k.

And in a nutshell, customer led marketing is really about strategically collecting and placing customer stories at the most crucial places in the marketing funnel in order to, to, uh, evoke a connection with the audience's situation and, uh, thereby eliminating or at least reducing the need for some of the more aggressive, um, sales tactics.

I speak with a lot of people about testimonials every week, and if you're anything like most business owners that I speak with, my guess is you're only showcasing and capturing a fraction of the results you achieve for your clients.

And my guess is you'd also like to be showcasing a lot more testimonials and social proof to close more sales.

But nearly everyone I speak to does, because I think we all know the benefits, but did you know all the benefits, testimonials and case studies are considered the top two most effective content marketing tools by LinkedIn.

So everyone knows LinkedIn, they're a giant company.

What you might not know is they also do a tremendous amount of research.

And according to B two B marketers, customer testimonials and case studies are considered the two most effective content marketing tools.

Oops, sorry about that.

According To Big Commerce, using testimonials regularly can generate up to 62% more revenue.

So 62 percent's a pretty big number according to wise, our 77% of people who have watched a brand's testimonial video say it has played a com a part in convincing them to buy a product or service.

What's more, two outta three people said they'd be more likely to make a purchase after watching a video demonstrating how a business, product or service has helped a person like them.

A study from Bright Local found 88% of consumers say they trust online reviews as much as personal recommendations.

So it really is all about trust.

Statistics from SPECT two's confirmed, customer testimonials are the most potent form of content marketing with an 89% effectiveness rating.

Vocal video reports that 89% of enterprise organizations see dramatically higher conversion rates over 50% when testimonials are used in their marketing campaign.

So a 50 uh, percent increase, which is a huge number also.

So testimonials create trust.

We all know trust is super important for prospects.

In fact, nine out of 10 prospects or consumers trust what a customer has to say about your company more than what the company says about itself.

So that's a really important tenant on what this customer based or customer led marketing is on.

It's more about rather than saying, Hey, take my word for it, it's letting your results do the talking for you.

And it's a far more effective, um, tool, particularly in today's market where consumers are getting more and more skeptical about what we say about ourselves.

Uh, trust me, experience a 32% increase in sales just by adding a video testimonial to a checkout page.

One of the things that I'm very keen and big advocate for is just repurposing and using testimonials absolutely everywhere.

If you can increase, um, conversions by 32 x on a checkout page, why wouldn't you?

We all know they work.

They're the worst kept secret in marketing.

That's not the problem.

The problem is they're hard, right?

They're a hassle.

It all takes a lot of bandwidth to organize and collect testimonials, and the chances are you're probably the only one in the business that can do it.

And one of the biggest challenges that business owners face when collecting testimonials is just how to reach out to the people that they've delivered the results for.

So how do you do that without feeling like you're imposing on them or running headlong into an awkward conversations?

And here's the way it typically happens.

So the, the business owner reaches out to a client and says something along the lines of, Hey, can you record me a testimonial?

Now, when a client gets a message like this, invariably they're immediately gonna have 101 questions bouncing around in their head, where do I start?

I'm not sure what to say.

What if I record something and it's not what you want.

It's gonna be a lot of work.

It's gonna be a, a chunk of my time.

So in other words, you're lumping a huge amount of anxiety and stress on your client who was already thinking about all the ways it could go wrong and probably wishing you never asked them for a testimonial in the first place.

So that's definitely not what we want.

We wanna a steady stream of testimonials on a regular basis.

And to do that, we need to make it easy for our clients to provide testimonials.

So I'd like to just share with you some of the techniques that make that happen.

So what I'll do in a moment is I'll share the exact script that you can just copy and paste and use.

But before I do that, what I'd like to do is just briefly talk about the type of testimonials that I'm talking about here.

'cause there's actually three types of testimonials that, or three types of customer stories that, and I tend to think of them in these three categories.

So the testimonial is what we're talking about today is really just a top of funnel testimonial.

So it's where you would typically think a testimonial would be used, someone coming into your world for the first time, opt-in page sales page, maybe for a webinar or event.

It's, and it could be someone that has, is reacquainting themself with you or doesn't know you from a bar of soap.

So if you think of the job of the testimonial there, it's really to get interest in whatever you're talking about.

And it's almost like to be used like an ad.

It really needs a, a hook to, to capture people's attention.

And it needs to be short because they're not willing to invest much time with you at that stage of the marketing funnel 'cause they just don't know you yet.

So testimonials need to be short, and typically I like to keep them under a minute.

The second type of customer story is a case study.

This is more of a demonstration story that talks about the product itself.

So if you think of an like an influencer on YouTube doing an online review of a product and a lot of those are paid, that's a kind of a demonstration story where they're talking through the features and benefits of the product.

So it's all about us, whereas the a testimonial at top of funnel really needs to be entering the conversation that's going on in the prospect's mind.

So it needs to be about them, not so much about a product, but about their situation, what they're experiencing, and ditto for a transformation story.

Now, transformation story is really more of a hero's journey that we'd use down the bottom of the funnel.

Great use cases for those in the middle of a product launch.

So if you were doing like the Jeff Walker style product launch, video two and video three in that kind of ownership phase have really got placed for a transformation story great to use ahead of sales calls if you're closing sales calls using the longer transformational stories, which are typically three to six minutes long.

And they're really an emotional story, great to use, uh, as a pre-framing tool ahead of a, uh, a sales call.

But what we're talking about today is these short little, um, testimonials.

So there's, I'm gonna get this outta the road.

One second.

So there's really 3, 4, 4 principles that I base these requests on, and that really underpins a good request to, which will get a lot of yeses flowing in.

And I call it the real testimonial framework.

So the first letter in real is just put your relationship, the client relationship first.

So don't put everything on the table just to get a testimonial.

The idea is, and this is a bit counterintuitive, but what we've found over the years, if you want a let a lot of testimonials, you need to make it easy for your clients to say no, because there's always gonna be a percentage of people that it's simply not the right time perhaps, and they're in the middle of a big project or they've got a deadline looming.

Perhaps they've got personal dramas going on behind the scenes, we can't possibly know what's going on with them.

So if they're not in a position to do it right now, that's fine.

Let's save the awkward conversation and having to come up with lame excuses that cheapen the relationship and leave you both feeling awkward next time round.

So if you're regularly achieving outstanding results for your clients, which is really a prerequisite for this whole topic, there's still plenty of fish in the sea and there's still plenty of opportunity to loop back around to someone down the track.

So in order to make it easy for people to say yes, we need to make it easy, give 'em an easy off ramp.

And so the way we do that is we sim simply say something along the lines of, Hey, I know you're super busy at the moment, no big deal either way.

But if you're open to the idea, I'd really appreciate it.

If my timing isn't good, simply reply with next in the subject line and please no further explanation is necessary.

So that's typically the type of message that I would put in.

And I found also that a lot of people, the timing does become good and you can loop back around and get that testimonial, um, later down the track.

The big benefit of this approach though, is what I find is the reason that most people don't get many testimonials or don't get a steady stream of testimonials is 'cause they don't ask.

They just never get over that mental hurdle of asking.

And one of the benefits of giving them this off ramp is you're a lot less gun shy about just reaching out and asking in the first place.

It's gonna increase the amount of times, uh, that you do that.

So that's why always start with that relationship first.

The second principle is easy and fast.

So setting really clear parameters for the interview.

So what you wanna do is let the client know exactly what you want them to speak about and how long it's gonna take.

What most people do is they lump all of the responsibility onto the person who's giving the testimonial to come up with what they're gonna talk about and, and the subjects they're gonna cover and all of that kind of stuff.

They might give them some guidelines, but what inevitably happens is you just give a whole lot of anxiety, um, by putting that onus responsibility onto your client.

So what you wanna do is tell them exactly what you want them to talk about and exactly how long it's gonna take.

So that's something along the lines of, Hey, I'd love to be able to share your story about how you doubled your sale, how you doubled your sales using the book launch strategy.

So that's what we want 'em to talk about.

Um, would you be open to a 30 minute case study interview with Casey?

Warm regards, John pss no preparation is necessary.

It's just a casual chat.

So again, what we're doing there is we're telling 'em exactly what we want them to talk about.

We're telling them exactly how long it's gonna take, and we're saying that no preparation is necessary.

So that's really making it easy for them to say yes.

The next one is an interesting one, it's a reason why.

So a in real testimonial framework is a reason why, and it's about using the word because, because it, there's a very interesting thing that happens when you use the word because there was a Stanford University study that showed, uh, that used students to cut into a line of people lined up for the Xerox machine.

So this is in the seventies when no one had printers and all of that kind of stuff.

And there's a big long line of students.

And so what they do is they give them a different, uh, approach to cutting into the line and measure the results depending on what they said.

And what they found was if the students use the word, because they would have a much higher compliance of being able to cut into the line.

And what they also found was what went after the, so they would use things like, because I need to use the copier because I'm late for my class.

And, but what they found was regardless of what goes after the word, because it didn't really make that much different of com in compliance, but the big difference was using the word because not using the word because.

So when you're reaching out to, uh, someone and asking for a testimonial, give them a reason why you're doing it.

So it might be something as simple as, because we are putting a testimonial section together on our website, something as easy as simple as that technically will improve your response rate.

The last one is larger com community, uh, larger contribution.

So pointing out that there's a contribution to a community.

So it's our clients aren't silly.

They know we're using testimonials for our own selfish needs from our promotional purposes, but we can also frame it as, Hey, it'll help a lot of other people in the community.

So that's the last piece of the framework.

So Obviously for businesses test, the big problem is that testimonials are a hassle to source.

But the bigger problem that I see when testimonials are sourced is they're a crappy testimonial.

And often people come to me and they say, Hey, can you fix this testimonial?

And nine times outta 10 you can't because there's all sorts of things wrong with it and just hasn't got some basic fundamentals that, that a good testimonial really needs.

And it's too late.

Once you've captured it, you can't exactly go back to them and say, Hey, can you be less s**t?

Next time it's you Don't really get a second, uh, chance at going back to them.

So you're gonna get it right the first time.

And if you think of a testimonial that's sitting at the top of your funnel, there's really only three soundbites that we need.

They're little short guys under a minute long.

Sometimes 30 to 40 seconds is a good.

And I'll show you a couple of examples in a moment, including some examples from some people in the group.

So we're after really three soundbites and the format that we need is like a little mini story, a little punchy mini story that's got a problem as a hook.

And then it's got a, a resolution where your product is really the comes into save the day and then an endorsement on the back of that.

And so it's before a picture and an after picture kind of story.

So if you think of stories and why story is the most effective, just think of the way on the news each night that things are presented.

So if you thought of a news, let's say the interest rates are going up.

Now that information transfer could be very black and white.

The news reader could just say, Hey, the reserve bank's putting interest rates up, but they don't, they use a story and they use a human interest story and they have a, a young family who are wanting to buy their first home, been saving for five years, and then interest rates going to have gone up and now it might be going out of reach kind of thing.

So that's human interest story and you'll see that with nearly every item on the news.

And the reason that we do that as video professionals and media professionals is because it is the most effective way to communicate is using stories.

And it goes right back through our evolution and the need to avoid saber-tooth tigers.

So you utilize that in your testimonials.

It's a mini story is what really captures attention.

And at the top of the funnel, it needs to be able to capture tension by showing the opportunity and making people believe that it's possible for them.

And framing that in a story context.

So there's three critical soundbites that you need.

You need the before picture.

So that's the problem.

So what was the problem or obstacle or roadblock that the person had before working with you and having your your solution.

So that need, they need to come outta the gate with that problem and that serves as a hook.

The second part is the resolution and the reward.

So the resolution is just the, since I've been working with Scott and copywriting that sells, our conversion rates have gone up X, Y, Z.

So that's the resolution of the problem and the reward for taking the journey In that case, the conversion rates have gone up and that's a really important component.

That's what we call a quantifiable result.

And the more times that you can get a quantifiable result in, it's not always possible, but there's a lot of creative ways that you can do it.

But creative quantifiable results really just boost the credibility and the power of the testimonial.

So problem resolution and reward, which is the quantifiable result.

And then off the back of that is just the endorsement.

So there are three little sound bites that we need for a testimonial.

And what you can do in the interview itself is you can orchestrate those sound bites quite exactly.

So the way that we would typically do that in an interview is we would have a more open-ended question to start with and we'd always say, Hey, my question's not being used in the video.

Can you repeat my question in your answer?

So I would say, Hey, what was your biggest challenge before working with Scott Tim?

And then Tim would start the answer and say, my biggest challenge before working with Scott, and then go straight into the before picture.

So that's a way of just cleanly getting into that before picture problem before we hit the resolution.

The other way that we do it is we have a second bite of the cherry and we say, Hey Tim, I love that bit where you said about that you had a webinar that wasn't converting, it was costing you a fortune.

Can we just narrow in and on that little piece alone?

So we call that a summary question and we give them what we call a sentence starter.

So we tell them, I might say, Hey Tim, can you start that by saying, um, I was just about through my budget.

I I was tearing my hair out because actually I wouldn't say that.

I would say something like, I'd say, Hey, can you start by saying we tried everything under the sun to get our ads work, and then Tim, you take it from there and then he would fill in that part of the story.

And what that does from a production point of view is it just drops us in straight on the vinegar of the story without any fluff and, and mucking around.

So we can get straight into that problem and it can serve as a hook for us.

And then the resolution is just since working with Scott, X, y, z result.

And then I would highly recommend working with Scott would be the en endorsement section.

And if you think about that, they're three little soundbites and you'll see in a moment we, you can put those together without even using overlay or anything just by just use literally three edits.

I'll show you some, some examples of that in a moment.

So quantifiable results really matter that that tends to be the, the bit that trips up most people is just taking the effort to, or i I guess one, keeping track of those quantifiable results that you're getting for clients.

But two, just getting them into the, the testimonial itself.

And one of the big things that you need to do is just first go through and just think about what those quantifiable results could be for you.

And sometimes it just needs a little bit of creative thinking.

So if you're a sales team builder, for instance, the quantifiable result could be revenue is increased by 62%.

Um, so our sales are increased by 130,000 in the first quarter.

So these are all quantifiable results.

If you're a sleep coach, I, the testimonial could be coming back saying, I went from 4.5, four and a half hours sleep a night to eight hours, sleep a night and I feel great.

So these are all got power because they've got that specific quantifiable result.

Web designer, I went from getting a hundred hits a day to a thousand hits a day, went from $50,000 a year in profit to $250,000 a year in profit.

Went from working 60 hours a week to 40 hours a week, 150 of our top managers have now completed the training.

So that's a res, that's an example of a creative way of getting a quantifiable result that isn't a monetary result.

'cause often people say, oh, my business does this, so how do I wrap a number around that?

But there's often creative ways that you can do it and it makes a huge difference.

Just having that number in there makes it so much more powerful.

'cause if you think of the way most testimonials are, they're just empty platitudes.

They're like, Scott's a really good guy, you should work with him.

It's all they drone on about all sorts of uninteresting stuff.

And if you're at the top, if you just come into that person's world, there's no way you're gonna sit there and and watch that.

If you hear someone say, Hey, I had this problem, now I've got this quantifiable result endorsement that's got some power to it.

We had 3,500 people go through our first product launch campaign.

So another, it's just another way of wrapping a number around it.

So I now cook seven healthy meals a week.

So quantifiable results are really important.

And that starts right from the beginning when you are organizing the testimonial.

So it's really about pre-framing that testimonial so you can capture those quantifiable results.

So an example of that is here.

So let's say that someone agreed to do a testimonial for me, one of the first things I would do is I'd go back and and give them an email like this.

So I'd say, Hey, hey Scott, I look forward to catching up with you on whatever the day is.

The areas I'd like to touch on are how you've benefited most from partnering from us.

Now, I know a lot of this information already, um, but it's about them thinking about it.

Was there a particular challenge or frustration you faced before working together that we're able to help you with?

So that's setting up that before picture problem that we're gonna talk about.

And finally, and this is the quantifiable result.

We're so glad you've to have been able to help you double your sales using the book launch strategy.

If you can mention that, we would be truly grateful.

So something as simple as that can be setting you up for that quantifiable result in the testimonial, which is just gonna make it so much more powerful.

So I'll give you a, a book at the end of this.

I'll just pop it in chat.

It's, I've got it in Dropbox there, which is got these templates in it so you don't have to, you don't have to record anything.

Yep, there we go.

You don't have to take screenshots or anything like that, but that's about it.

Is there any questions about that or, oh, actually what I'll do before we finish up is I'll show some examples.

That's what I'll do.

So this is an example of Mark Balker for Jackie Balker.

So this is a testimonial.

J Jackie helps people with gut health and all of that kind of stuff.

So this is a client of Jackie's, Justine.

So I'll just play now.

I I might just make sure that I'm just gonna stop share for a moment and just make sure I'm sharing with all the right buttons.

Ticked.

One second.

No I wasn't.

So there we go.

So you'll notice there's a before picture.

This runs at about 50 seconds long.

So this is the top of funnel.

There's a before picture of a problem, then there's a resolution and there's also an a quantifiable result.

So before I started working with Jackie, I'd had this slow decline over the last probably 18 months, two years.

And it was more than just Covid impact.

I'd put on over 10 kilos gradually, not no sleep.

I was feeling like I had no energy, I was anemic, I iron deficient, I was exhausted.

Since working with Jackie, I've lost about eight kilos in eight weeks, which means I've had to throw out the old wardrobe and get back in the new one.

Vacuuming t-shirts like this that I would never have worn before 'cause there would've been spillage out the side so that I feel much better about myself.

I would definitely recommend as Jackie er, especially for us over fifties, I just feel more energetic.

It works job done.

So you see there, there's only about four edits in that because we knew exactly what sound bites we needed.

Just using that question answer technique.

I'll show you another one.

So this one's a bit more fancy.

This is one for Rob Fluxx.

Same principles, just as slightly, uh, more fancy.

I was working six days a week in the construction industry.

I was just living for half a day, Saturday and a Sunday.

And then it was back to the grind on, on Monday.

I started getting interested in property development.

I was doing some research on property developers in Brisbane, found Rob Fox reached out to him and just said, I want to go full-time developing within three years, can you mentor me?

And he said, I think you can be doing developing full-time in one year's time.

My head was spinning thinking, this guy's crazy, what's he talking about?

To cut a long story short, that was February.

Yeah, we are here now.

By December, I put in my resignation letter at my old job and said, thanks, I'm out two and a half years later, we've got $20.8 million worth of work in the pipeline.

There's moments where you shake your head and go, wow, this has happened and this is reality and I can take this wherever I want it And I'll show you one more.

So that was obviously one with all the production value.

Now, we wouldn't have done that just for a short testimonial that was taken from a, that was a cut down version of a transformation story where we would spend time and money and effort in, in doing because they, they do really move the dial, but typically for a top of funnel testimonial where people are just dropping into your world, you just need a little short one.

So here's one that one of our members, Karen Cobin did using the exact same technique with Rick, I think it's also a member.

So I'll just play you this one.

As a business owner, the main problem that we had is the fact that many businesses can become a bit of a silo and as a result you can start to lose energy.

You can start to lose inspiration and you can find yourself getting into the hum drum of day-to-day work.

The biggest impact that the Speakers Alchemy Network has had on my business is being able to tap into effective and proven strategies that have come from many of the high level networks within the group to continue our flow and build our flow of leads and customers coming into our business.

The great value that we got from the Sand Group was incredible inspiration.

When you are among a group of people who can actually deliver ideas to you that you'd never even considered before, I highly recommend the Speaker's Alchemy Network because you are tapping into high level information, you are able to get great strategies and at the price that you pay to join, it is so low and it creates such a high opportunity that really at the end of the day, it's a good business decision.

It's a no-brainer.

Sorry Scotty, I just realized I'm promoting the competition there.

So you can see there that was, Karen's very first go at doing the, that interview technique and also editing that together.

There's, I think there's probably about five or six cuts in that.

So it was a terrific first run out of the gate just using these techniques.

But I'll stop sharing there and take questions if there is any.

That was excellent, John.

Thanks for that.

And I think, yeah, with your insight and your background with the, the whole videography and all that sort of thing, you bring something really unique to the table and I know how much work you've put into really thinking about testimonials.

Yeah, no, that's, so that was great.

Any questions from anyone?

Gee, I must have done a thorough job, Scotty.

Yeah, nailed it.

Nailed it.

No, that's, that's good.

And is that link, is that link in there?

Yeah, I've just Popped that link to the, the book with To the actual book.

Yeah, because I know there was, yeah, those Scripts that I talked about there, There was quite a few scripts shared in there.

So that's, yeah, no, that's excellent.

Well allow for one more for any questions.

Yeah.

One for me, John, no question that the power of testimonial is incredibly strong in, in giving social proof to the transformation that we otherwise promise, but sometimes doesn't have a lot of substance.

Why is it that you think that people don't system systematically ask for testimony or have that as part of their, their strategy?

What stops them people from doing it?

I think part of it is just that the fear of selling the relationship I think tends to be the feedback that I get.

It's the fear of imposing on the client.

Or often what happens is you get a yes and then no testimonial comes and then you, you're into the next meeting or the next whatever it is, and now you're worried about an awkward conversation.

You don't wanna bring it up.

So I think getting over that hurdle of just asking in the first place, is it, it tends to be the biggest reason why they don't come in because not even bad ones are coming in, just none are coming in.

You know what I mean?

So I think just getting over that in the first place.

And I also think there is a, if we're honest, not every business gets results for their clients.

They churn through the clients and I think that's probably part of it as well, which I think helps people like us who do get results for our clients and can show that genuine social proof.

Yeah.

Has anyone seen, there's a piece of software program called Video Ask 'cause has anyone used video Ask?

Yep.

Yeah.

Scotty like, you know, like, yeah, I lose it a little bit.

I haven't used it for testimonials, but I was talking to, uh, a friend in the UK who's using it to get video testimonials of people.

'cause I think you can prompt people with, you can have a video that plays and, and then you can say, would you as you say, be be happy to do a something for us?

And then they can have a sort of yes no response.

And if they say yes, you can then have another video and say, well, what was the biggest problem you had?

And then they can record that bit and then record and then you've got all the bits and competes it together.

I haven't used it for that myself, but I I didn't know if anyone has, There's a few of them.

The boast is another one, which is does the same job.

Scott, Scott Baker has done a lot of work with the video testimonial software.

My, the way that we capture testimonials, particularly for clients is we need the ability to do the follow-up question.

And so what we've done testimonial drives before for different products where we've used software and we haven't been satisfied with the results just because you don't have that means of control over them, but for different use cases, absolutely.

They're fantastic pieces of software, but just horses for courses.

Yeah.

I'll see if I can put you in a room with Mr.

Baker and yeah.

'cause he, he knows all about, he can talk about that for days.

So yeah, no, all, all good.

Yeah, no thanks.

Thanks, John.

That was, that was awesome.

And big clap for John.

We might just do a quick around the room and see what your biggest takeaways were from your session.

Maybe Michael, what was the biggest takeaway from your group, uh, Michael Dunn, just to make sure there's no other Michael's.

Oh, so I've, I actually have been working with John last year.

We did a few with him, uh, when he was, I suppose we were in the pilot stage.

But we, my biggest takeaway is that there's such a huge market for this out there.

So many businesses don't get testimonials.

And I even said that we are gonna employ somebody, a team member that will probably become solely just building testimonials for us and our clients because it, there's just so many, like when you think about it all the time, how many clients you could get testimonials off.

So yeah, I just see a huge opportunity and yeah, really look forward to getting someone on his online course.

Absolutely.

That that's what I've, I've told John he should sell it as either a business opportunity or to agencies, because I think that's really where the Yeah, there's A huge, there's a huge gap in the market for it.

Massive.

Yeah, no, a hundred percent.

A hundred percent.

And Mr.

Jones, what was your biggest, biggest takeaway from your group?

Right?

I think that like, we talked a bit about volume of testimonials and his volume, great or, or not.

And like Tim was talking about how he had seen how like the more testimonials that he'd collected on LinkedIn had a positive impact.

And we're talking about things like when you walk past a a restaurant and it's empty and you walk past the next one and it's full and which one are you gonna go into?

And, uh, then talking about some of the webpage that we've seen with like hundreds of video testimonials, but nobody's ever gonna watch them all.

Is it worth doing?

And the idea that volume Trumps that, so that ones, Yeah.

And what we should do, Scotty, is, is all just make up some fake testimonials for each other and then just no one's gonna watch.

No one's gonna watch them anyway because there's Oh, hit you.

But if you've got some great keywords in there with regards to your business, just convert that to text and put that in a, a blog post testimonial review.

No one's gonna watch it, but Google will Hell is gonna show as s**t gonna index the hell out of it.

There you go.

See?

Perfect.

There you go.

Done.

Matt, there's no conspiracies theory going on here at all.

No, Look away.

Look away.

Just Don't publish them all at the same time.

We'll figure that out.

What, what, what about you from our group?

Rob?

I think you made some really good distinctions on our call, but you know, the shorter testimonials at the beginning and then the longer 15 minute one is like when you're about to drop 10 grand, but yeah, what do you wanna just maybe elaborate on that, What You found there?

Uh, John can probably elaborate better than I can, but, uh, different kinds of testimonials for different parts of the funnel.

So at the very top of the funnel, they're less concerned about the emotional journey and more concerned about, Hey, can I just get the results?

Is this guy worth actually investing any more time into, so short, sharp, to the point, does it work?

But then as they're deeper and deeper into the funnel, as they're getting closer to actually making that big ticket purchase, you want that true transformational journey.

And John shared that one of mine, but that was a very short version of a longer version, which is I think more like a five minute testimonial that actually goes through where I was before, where, you know, the problems that I had, how I, how it changed my life.

So you you want that very deep in the funnel.

Yeah.

Yeah.

No, that's, that's awesome.

That's awesome.

Excellent.

And let's move on to the next presenter.

Thanks for that, John.

That was, that was awesome.

Some really great takeaways.