Episode 39: Positioning your Beauty Business for Sales

Sep 01, 2020

Why‌ ‌you‌ ‌have‌ ‌to‌ ‌check‌ ‌out‌ ‌today’s‌ ‌podcast:‌

Learn how to increase sales with social proof
Discover effective ways to ramp up your social proof
Learn how to leverage reciprocity to increase sales

Summary

For our business to be successful we need to have sales. To have sales we need to work on our marketing. And increasing social proof builds up our marketing and helps us with sales.

With all the fake news surrounding us these days, people are cynical about advertisements. That’s why getting testimonials helps us do the job of getting sales for our business. It addresses objections because of the benefit experienced by using a product or service. It builds our authority and credibility and the more we have it, the easier marketing becomes. Look for quality and variety when it comes to social proof. Be mindful when asking for a review. The ideal time to ask your client is when they are excited and feeling good over their purchase. We highly recommend automating the process of collecting testimonials because it is easily forgotten throughout our busy day.

Who doesn’t love rewards? Incentivizing people for testimonials by giving unexpected bonuses creates favorable responses and thus activates reciprocity. It is human nature that when someone does something good to us we want to return the favor.

Social proof builds our authority and credibility. The more we have it, the more effective the marketing is which will pave the way for sales.

“Social proof is really so important these days. It's always been important, word of mouth and testimonials. But it is even more important today because people don't trust the average advertisements that are out there.”

- April Meese

Topics Covered:

00:54 - How to start making sales whether your business is open or not

04:49 - Two parts of positioning your brand

05:16 - Brand positioning through social proof

05:39 - Learn about what social proof can do for your business

08:02 - Ways to build up your social proof and make sales

11:50 - When is the best time to get a client to write a testimonial

12:31 - What is a bell curve?

13:45 - Automating the process of getting testimonials

15:07 - The disadvantage of using an automated process for getting testimonials

15:58 - Why incentivize people for their testimonials?

17:24 - Ways to incentivize your clients for their testimonials

18:19 - What you can do if you don't have a booking system

20:01 - The more case studies, the more testimonials and variety you have, the better

20:40 - How important is reciprocity?

22:34 - Giving clients an unexpected bonus

24:08 - The idea of under-promising but over-deliver

25:28 - Key guide questions to ask your clients to help you get testimonials

32:40 - What do clients get from filling out surveys and answering questions?

35:50 - A recap

Key Takeaways:

“So when you have other people that are raving about your brand, then you are able to have this social proof. Let me just say the more social proof you have for your business, the easier marketing becomes.” - April Meese

“Social proof helps the client know that they're going to make a good decision.” - April Meese

“As time goes, our excitement, kind of wanes, if you can get the client to leave a testimonial and to give it when they are most excited, which is usually right after they have the service when they're feeling good about it.” - April Meese

“Social proof is telling other people that this service and this person is the person to go to that they made a good decision, and therefore, the prospect will also make a good decision by going to you.” - April Meese

“People say, Oh, I don't want to spend money on it, you see, the more incentives that you can give to get more testimonials, the more money comes back into your business.” - April Meese

“Sometimes when people want to have these beauty services, if they don't read any stories about people that are like them, they feel like it's just something that's on them, their to-do list or their wish list or their bucket list and it doesn't feel like it can be a reality versus when they read those testimonials and they see other people that are like them that have done it.” - April Meese

“If you do not have a booking system, you can also have your how to leave a review on the back of a business card. So maybe you have a little business card, you can have those printed, it's not expensive to use.” - April Meese

“Make it easy for them to leave a review, the less friction you have, the more reviews you're going to get.” - April Meese

“Everybody loves a reward. And we know that if you incentivize, you're more likely to get more testimonials.” - April Meese

“The law of reciprocity is when someone does something nice for us, we want to repay the favor. We want to feel like there is an even exchange” - April Meese

“Reciprocity is that when the client is feeling good about their purchase and their service, now you want to offer them an unexpected bonus.” - April Meese

If you would like to get a FREE copy of my "Uncommon Strategies to Get Clients Now" where I share my signature Client Attraction Formula then click here for that PDF https://www.aprilmeese.com/client-attraction-formula

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Episode 39: Positioning your Beauty Business for Sales

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