Vocalizing your satisfaction is not only way to get word out. With so many people using Internet to find information, why not include your recommendations on your website. Having a Resources page on your website is a great way to let others know of different things that you would recommend.

Word of mouth can also be in form of a written testimonial and can benefit both company that gave you that great service and recipient. Many companies like to present testimonials for others to see. And, why shouldn’t they? It’s a great way to show people how much others have liked their service. The benefit to you is that each time you say something nice about their service, they may in turn publicize your testimonial on their literature or website. And, they will usually include your name and your company. There you have it… your company’s name is in front of eyes of potential clients, just because you took time to say a few nice words about something else.

Now, let’s flip coin here for a moment. We’ve mentioned about benefits of positive word of mouth. But, what about pitfalls of negative word of mouth? If someone spreads word that your service is fabulous, new business will come your way. However, if you provide a service or product that someone is not happy with, they will either never recommend you or they will tell three times as many people about negativities they have experienced. Providing an exceptional service or product, coupled with “beyond call of duty” customer service, can have a positive effect on your business. But, not providing what you customers deserve can bring down curtain faster than you can blink.

For example, I recently had a run in with a supplier who I would never recommend to anyone, not even my fiercest competitor. This company took over 3 months to provide me with product I needed. Each time I called their office, I would either get an answering machine and have to wait days to get a reply or I would get old “ it will be ready by Friday” response. I was not impressed! In fact, when I did finally get finished product, I was not at all happy with it. Oh, and I never even got an apology for delay or discount I requested because of my displeasure. In short, they seemed to not want my business now or in future. I think I’ll comply.

Word of mouth is very powerful, both positively and negatively. Of course, we should always strive to gain positive referrals… that’s my goal. It can have a tremendous impact on our success. So… get out there and tell two friends about this article… and so on!

For an example of how to turn your product or service’s features into benefits, let’s look at one of our particular services.

Product/Service: Virtual Word Processing

Feature: Over 15 years of experience in both corporate and small business sectors. Benefit: Your customers will have peace of mind that work will be done accurately and to their specifications, with little or no need for them to use their valuable time to train. (Save Time)

Feature: Competitive pricing Benefit: Your customer will save money by using services rather than spending money on a temp who may sit idle for periods of time. (Save Money)

Feature: Globally available Benefit: Your customer does not have to worry about where they are located, geographically. They can receive help they need from anywhere in world, whenever they need it. (Save Sanity and reduce stress levels)

For every feature of your product or service, you need to show that there is an advantage to your clients… something that will make their life easier.

To briefly sum things up, there are two basic rules when putting together sales copy:

1.Establish a need. (Do some research and find out what your clients have to have.) 2.Show how your product or service satisfies that need.

Don’t ever forget that your potential customer wants to know what’s in it for them. So, outline your product or service’s features in your sales copy or marketing material but, more importantly, reel them in by associating benefits.