Let’s explore each barrier and see how
you can tailor a video testimonial to each
objection.
Price
The first objection is price. The initial step is to
find a client or member who was concerned
about costs, but who has changed their
mind now that they are benefiting from your
training facilities or program.
The essence of this testimonial would be
around value for money and a short version
would sound like this:
“When I first heard how much it would
cost for the gym membership I was initially
very reluctant to commit. However, now that
I have experienced first-hand the quality
of the facilities and training I can honestly
say that the health benefits far surpass the
price – it is great value for money and I highly
recommend that you sign up!”
A price-sensitive prospect who watches
this testimonial will think; “Oh, OK, maybe
it’s not so expensive after all”.
Time
The second objection is time: “Getting
fit always takes so long, I know I’ll never
be able to stick it out”. It is very powerful
to create a testimonial with a client that
initially had this exact same thought but
has since seen and felt improvements in
their fitness and wellbeing. Through the
video testimonial the prospect will be able
to see how quickly you actually delivered
on your fitness promises