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Selling Furniture & Mattresses – The Power of Testimonials for Salespeople

You have a problem! Me? Yeah You! Well all of us who sell have a problem. What? Relax and open your mind. All Salespeople have a credibility problem until we separate ourselves from the other salespeople. You know who I am talking about. The salesperson that slaps customers on the back and will say or do anything to make the sale. If these people didn’t exist our job would be easier. Wake Up Pete! Ok, they do exist and I am one of them until I separate myself from them. There are many ways to separate yourself from other salespeople. One way is through testimonials.

The Greatest Salesperson- Who can sell better to your customer than any salesperson ever could on their best day? If you guessed a happy loyal customer can sell better to another customer through the power of a testimonial then you are correct. Numerous studies on selling indicate that consumer testimonials have incredible selling power, especially when there is a picture of the person who is giving the testimonial.

How to Get Testimonials- If you are thinking that I am going to give you some recipe that will get instant testimonials, you are really going to be disappointed. Here’s the problem with most systems that attempt that. They alienate your customers because they ask for something that must be earned before it actually is. So how does one go about getting testimonials? We earn them. Look for opportunities every day to give great customer service before the sale, during the sale, and after the sale. Customers will call you, write to you or email you with an expression of thanks recognizing your great service.  When they do simply ask for permission to share it with other customers.

The Best- Here’s how to take a simple thank you and transform it into the best testimonial. Simply say, “I appreciate you taking the time to share that with me. You made my day! Believe it or not there are a few customers out there that don’t appreciate us the way you do. What would you say to those customers who are considering buying from us?” Or you could ask, “Why did you buy from us?” and follow up with, “What did you find out about our store after you purchased from us?” The answer to that is usually a great testimonial that you can use with your future customers.

Two Kinds- There are two kinds of testimonials. There are written testimonials and video testimonials. It is usually easier to get written testimonials. If you have a smart phone you should strive to get a video testimonial. Videos have more impact because they fully engage the customer who is watching and listening to it.

Action Step-  Please share your knowledge with all of us. Just post your comments or questions. I answer them all. Please call me at 419-560-3169 or email me at if you have any ideas for future articles that you would like to see.

Wishing You Success,


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Comments (4)

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  1. Douglas says:

    Great article! At the end of every year I ask for testimonials from all of my customers. I tell them to just give me the truth. Sometimes the truth hurts and I find out that I didn’t do as good of a job as I thought. All in all, it helps me understand when I am on the right track and when I can improve. Thanks for the insight. I will try the video testimonial.

    • Pete says:

      Thanks Doug! Video testimonials will be very effective for you as there is nothing more powerful than one dealer telling another dealer how great you and your line is.

  2. Marina Klima says:

    Thank you for great article
    I do not ask for testimonials I ask for feedback.
    Then I send a letter with questions asking on how to improve and what the experience was like. This is how I finish up with great testimonials. And if something was not perfect I do not ask that question. I do struggle with asking for video testimonials because my business is so private.

    • Pete Primeau says:

      Thanks Marina. Great Advice! You are in a bit of a catch 22 on video testimonials. On the rare occasion you can get one they would be even more valuable because your competition won’t have many if any!

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