Online Marketing: Overcoming Objections With Testimonials

September 16, 2016 by Robert Lindquist

Last week, I shared some thoughts on what I believe is a greatly under used marketing tool. The post was titled If You Aren’t Doing This, You Are losing Business.

It’s pretty short, so if you didn’t see it, we’ll pause here for a moment so you can get caught up.

In a nutshell, I talked about the importance of using testimonials as a selling tool in any service oriented business—such as a DJ/Mobile Entertainment, or Photo Booth rental business. Gathering and editing testimonials is a hassle, so for WordPress users, I included a link to a brand new all-in-one testimonial plug-in called Ovation. WATCH THE VIDEO. If you use WordPress to manage your website, you need to check out this plug-in, (if you act fast you can get it half price). Ovation can really help simplify the process of managing testimonials.


Websites should do things.

Your website should convert shoppers into customers. It’s not enough that your website simply provides information about your DJ service. Every DJ’s website does that. Your site needs to be different, and the thing that makes it different are the things that your past customers have to say about you and your service.  I know it’s hard, but take a step back from your website for a moment, and ask yourself, “What do I have here that will prompt a prospect to take action?”

To the nameless, faceless internet shoppers who browse by your site every day searching for the perfect DJ, all websites look the same (as far as the information offered). Most online shoppers have little idea as to what they are looking for, so they trust the people who have booked your service in the past. The one thing that sets your DJ or PhotoBooth service above the rest is the quality of service and satisfaction you provided your previous customers.

How To Get Testimonials

So the challenge becomes, gathering up the testimonials. If you are not in the habit of sending follow-up emails after each job, you should be. Some clients will respond, and some won’t. That’s okay—you really don’t need dozens of testimonials to sway your prospective future buyers. Just this morning I booked a hotel room at resort based on just three positive testimonials from people who had stayed there in the past month. Six to ten positive statements can make a huge difference.

Starter Questions

Here are 11 questions that can often prompt a positive (or negative) response in an Email. You don’t have to use all 11, but this will help get your thought process working:

  1. What was your primary reason for selecting XYZ DJs?
  2. Did the service provided by XYZ meet or exceed your expectations?
  3. Was your DJ on time and professional throughout the event?
  4. Did your DJ meet or exceed your expectations?
  5. Is there anything you would kike to say, positive or negative, about your DJ?
  6. Where there any issues or problems during your event, with regard to the DJ, music or sound?
  7. Have you hired another DJ service in the past?
  8. If so, how did XYZ compare with your previous experience?
  9. Would you recommend XYZ DJs to a friend or family member looking for a DJ? Why or why not?
  10. Do you feel XYZ DJs offered a good value for the amount charged?
  11. Anything else you’d like to add?

If you are using the Ovation Plug-in, all you need to do is add a line to your Email such as “If you are satisfied with the service provided by XYZ DJs and you’d like to help us out, please click here to leave a quick testimonial.”

If you have any additional questions that have worked for you, please enter them in the comments section.

Recommended reading — The Importance of Testimonials for Your Business



Robert Lindquist Robert Lindquist (21 Posts)

Robert Lindquist has been involved in the DJ profession since 1967, when he built a make-shift sound system from spare parts in order to provide music for a birthday party. From that point on, he supplemented his day-jobs in radio, TV and advertising by DJ’ing in clubs and for weddings and corporate events. In 1987, he was encouraged to share his DJ experience in writing, which led to the release of “Spinnin’” at the initial DJ Times Expo in Atlantic City.Recognizing the need for a publication dedicated to Mobile DJs, he created Mobile Beat “The DJ magazine” in 1990. In addition to still being a sound tech and DJ/MC for weddings, he is a producer of video content writes for several audio publications and blogs. He is also a partner in Las Vegas based Level 11 Media, which maintains several Web sites and digital publications for musicians and touring sound engineers and is an IMDb listed actor and voice talent.

Filed Under: Business, Exclusive Online News and Content, Robert Lindquist