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Needed disclaimer – know that this awesome post is only awesome because Sean D’Souza ofPsychotactics.com was the one to come up with this all.  I have rewritten some of it in my own words, but the secret sauce comes from his genius, not mine.

As you go read each of these posts, remember that your future customer does NOT want to hear, nor will they really relate to praise, praise, praise (and 5 stars to boot).  They are looking for satisfied customers that closely resemble them and their situation.

To quickly review the last powerful testimonial question – it was, “What would have prevented you from buying this product/service?”.  Again, you ask this because your customer always has either some kind of obstacle or perception that prevents them from handing you there money.

However, the 2nd testimonial question is important, because it disarms and defuses that obstacle and perception.  When your customer or client answers this question, they are clear about why the purchase was worth it for them, despite the obvious obstacles.

That’s really it for testimonial question #2 (pretty simple huh?).

NOTE: Like I kinda mentioned before, since your customers may not understand the question as I lay them out here, I encourage you to tweak the language of each question when necessary.

Of course, since this post only features the 1st question, you can rest assured, because in the next 4 posts we’ll go over the rest.

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In the meantime, I hope these tips and the other posts here are helpful for improving your website’s conversion.