- Basically,
basically,
the
my business philosophy
is you create your own rules.
If you borrow down what,
my philosophy is
basically you go into a game
that you don't play by other people's rules
or industry standard.
That's what everybody else does,
you don't do them.
So it's like I go into a boxing ring match,
with Mike Tyson,
who's
what how,
what 200, 300 pounds?
Heavyweight champion
and he's like right there dancing
and I shoot him with a gun.
(crowd laughing)
I'm not gonna box with you Mike Tyson,
are you crazy?
My head knocked off right?
I'm not gonna do that,
I'm gonna
So it's like you go into a basketball game
but you play soccer.
And that what's interesting for business.
They are as long as more rule law, ego and ethical,
there are no rules.
But you don't have to follow
that's what they've been doing for last ten years.
I don't give a fuck.
That's what everybody else does.
Good, that's why I don't wanna do them.
That's what I'm about.
To disrupt the industry,
to disrupt the market,
to do something that people say, "Wow"
You know you can do that.
I love it.
You can do that.
It means chances are you doing something right.
If you hear, "Yeah you should do that,
"everybody does it."
You're fucked.
Nope, you don't wanna do that.
- [Announcer] The King of High-Ticket Sales.
World's Highest-Paid Consultant.
Media Celebrity.
Multi-Millionaire Entrepreneur.
Acclaimed TEDx Speaker.
International Best-Selling Author.
Dan Lok.
- So referrals strategy number three.
You wanna use powerful testimonials
to generate referrals.
Use powerful testimonials to generate referrals.
How many of you are actively collecting testimonials,
right now?
Okay, nice and high,
nice and high.
Okay very nice,
almost one third.
Testimonials.
Example.
The testimony you just saw from Bryce,
that's a referral.
I put it online,
it's online forever.
I can use it whenever
it needs to be used.
I'm relying on technology
to do the referral versus people.
Because people are not reliable.
People are not reliable.
System is.
So I just do that.
I'm still using testimonials
that I've collected eight years,
ten years ago.
Eight to ten years ago.
I've done business with them,
I'm still using it.
I'm keep using it for the next 10,
20 years.
That's what I'm talking about.
You wanna be very active
about testimonials.
So help them,
so this some strategy
can help them write a testimonial.
Okay sometimes your client maybe say,
"Oh I would love to give a testimonial,
"But I'm just too busy."
One of things you can help them is,
"you know what,
"I've taken accuracy of record something
"kinda within your voice,
"let me know if this kinda works for you,
"feel free to edit it,
"if you approve,
"please then I can use it.
"Would that be okay?"
Makes the job a lot easier.
You control the story.
Use photos as much as possible.
Use audio and video.
Video is the best.
Cause they communicate emotion.
And you can turn video into audio if necessary.
You can turn video into a script
into a text testimonial if necessary.
So I like video testimonials.
And you wanna make them as specific as possible.
Make them as specific as possible.
Versus,
"Oh you know,
"Jing is a nice person
"and she's professional."
That's not as good.
It's more,
"Oh yeah after working with Jing,
"here is a result of accomplished,
"here's what she has helped me do."
The story.
And don't worry so much about length.
Don't worry so much about,
oh you don't want the testimony to be too long.
In some cases,
you might want some (mumbles).
Maybe 30 second,
one minute.
But I can tell you if
the higher the ticket,
what you offer,
the longer the testimonial.
Selling something for 50 bucks,
yeah shop thing little thing no problem.
You selling something for 10, 20, 30, 50 thousand,
the damn thing better be long.
That they'll watch it.
And they watch another one.
They watch another one.
Overwhelm them with such so much proof.
They'll say,
"Okay you know what,
"I'll do business with you, you're the golden person"
Put them on your website obviously.
Or in some cases you can also use
actual letters
or reference letters.
You could use that.
I used to know a speaker
who is a sales.
Sales/motivational speaker.
Now let me tell something about the speaking industry.
Most speakers,
professional speakers,
they have what they call
a speaker kit.
Which includes a demo,
DVD,
a brochure maybe a book perhaps.
Something like that.
And most professional speakers have a speaker kit.
So when there's event planner
looking for bringin a speaker to the organization,
the speaker send them a speaker kit.
That's basically,
what they do.
This motivational speaker does something totally different.
Every time someone request,
"Hey you know, we're considering working you
"to speak on last day,
we're thinking of bringing you in."
He only says one thing.
He would FedEx,
not mail
FedEx them,
a box about this big,
with 500 testimonial letters.
Just wrap it plastic wrap.
Here you go.
No demo tape.
No DVD.
No book.
Every time.
Just photocopy 500,
FedEx it.
Closing percentage,
80% or more.
You're the event planner.
Everybody's a
DVD,
fucking brochure,
this guy's a 500 testimonials.
Like shit you read the first ones,
okay this is the guy.
All right this it I give up.
I don't wanna go through this shit.
All right.
Give him a call.
That's what I mean.
Very very powerful.
Use properly,
it's very very powerful.
So if actual letters,
you can use it great.
So how many of you are getting text,
like written testimonials right now?
Okay.
How many of you are getting audio?
Video?
Nice and high.
See how for you people actually get video test,
look at this.
It's a good news.
They are not fucking doing them.
Your competitors are not getting testimonials.
And they're definitely not getting video testimonials.
I'm working my new website,
it should've been done in June,
but I'm still working on it.
On that website,
I have 100 video testimonials.
Not 10,
not 20,
100 video testimonials.
I wanna offer them with so much proof.
The pages so fucking long.
My finger were hurt just scrolling.
It is,
that's what I'm talking about.
You want them to,
I know they're not gonna watch a 100 videos.
But they wanna know,
have the comfort of the 100 testimonials.
When they go through that,
you're the guy.
That's what I want you to get to.
Let those tools,
do the heavy lifting for you.
Referral strategy number four.
Send other people referrals.
Yes.
And introduce yourself so (mumbles).
Hey my name is--
- Hi my name is Mika.
- [Dan] Hi Mika.
- [Guests] Hi Mika.
- So my question is,
in the video testimonial,
do we need to have
our name
or just our company name,
or just the product
or all of the above please.
- [Dan] Oh, isn't that good question?
- [Guest] Yeah. - [Dan] Okay.
Now my applause.
(Hands clapping)
Now it very much depends
on how you gonna use the testimonials.
But from my experience,
cause I'm very big on personal branding.
For those you guys who've studied with me,
I prefer to use me,
as a name.
Versus just a product,
cause I might not suit to sell the product two years later.
If they say some cool things about you as a person,
You use it for a long time.
Even like,
even though I've got testimonials
back then when I was in early 20s,
when I was a copywriter,
I'm no longer doing copywriting,
I'm still using those testimonials.
Figure they saying how great I am,
as a marketing person,
I could use that.
Right?
So that's what I mean,
I prefer and also company my change.
If you serial entrepreneur like me,
you got like a bunch of companies in my change.
In my (mumbles),
I like as a person.
I can use for long.
That's just my personal preference.
But if you wanna build up your company
or sold a product,
maybe you can collect some,
just hey you know what,
I'm doing a launch for this particular product.
I need some strong testimonial just for this product.
And then you can have some character testimony as well.
Add on to them, makes sense?
- [Guest] Yes.
- Yep, okay good question.
Now what you just saw,
is a presentation that I did to a group of entepreneurs.
If you enjoy,
make sure you give me a thumbs up.
Share with me your thought.
And if you have any questions,
comment below.
Cause in the future I'm gonna take some of these questions.
Your questions and make a video out of it.
Hey if your questions good enough,
I might just make a video like this
and answer.
And don't forget to hit subscribe.
Click on subscribe,
turn on the notification,
click thumbs up.
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Right there.
Go for it, let's do it.