Captivate + Convert Episode 022: Testimonials That Close Sales -

Captivate + Convert Episode 022: Testimonials That Close Sales

With Licia Morelli


“The data shows that 93% of people say online reviews impact their buying decisions.”

—  Licia Morelli

Okay, be honest…what’s the first thing you do before you sign on the dotted line to work with a new coach or whip out your credit card to buy that mascara you’ve been eyeing?

If you’re like the vast majority of us, you probably read every review and testimonial you can get your hands on.

Social proof has the potential to make or break a sale — that’s why sites like TripAdvisor, Yelp, Consumer Reports, or MakeupAlley are so popular.

Great news if your customers are singing your praises…

Not so great if you no testimonials to speak of.

My guest for this episode, copywriter Licia Morelli, says that testimonials have the most impact on people’s buying decisions.

Your prospects want to know who you are, what it’s like to work with you, how your work will help them, and what they can expect from a customer experience perspective.

Knowing how to leverage testimonials makes it much easier to sign new clients or sell more products.

Plus, you can use the language and specific details found in your testimonials to craft more resonant copy that will attract even more of your ideal customers!

So, how do you get killer testimonials from satisfied customers?

Here’s the big secret: if your clients are happy with the work, they’ll be thrilled to give you a glowing recommendation — you just need to know how to ask!

Most of your clients don’t really know where to start when it comes to writing a testimonial — so Licia put together a brilliant template for listeners of the Captivate + Convert podcast, designed to help your clients list out all the reasons why people should work with you!

Hit play to learn:

  • How and when to approach customers to get that red-hot testimonial (or referral!) that’ll help you close more sales
  • The legal do’s and don’ts of sharing testimonials — and how to avoid getting fined by the Federal Trade Commission
  • A bonus testimonial template that makes getting that killer review a total breeze

“People love to cheerlead for the good experiences that they had!”

—  Licia Morelli


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About Licia Morelli

Licia Morelli has been a copywriter since 2008. She writes copy that makes cash for some of the most well-known personal brands on the internet. 


Highlights:‌ ‌

02:09  Introducing Licia Morelli

07:23  How much do reviews & testimonials really matter?

11:19  How to ask for testimonials

19:08  The ‘law-abiding citizen’ component 

24:19  Onboarding & nurturing

30:09  Your ultimate testimonial template

34:27  The Christy Questions

40:46  Landing & keeping big-name clients


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Are you tired of spending time hustling in your DMs and Facebook groups every month in the hopes of finding your next client? What if you had potential clients coming to you on the regular? I created a FREE GUIDE to show you how to build a community of people who know, like, and trust you and CAN’T WAIT to click the Buy Button on your next offer. Download it now!


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