Harnessing the Power of Video Testimonials: Dustin Tysick

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Mark Evans: Welcome to the Marketing Smart podcast. Today, I'm talking with Dustin Tisic, the vice president of revenue for Testimonial Hero. We'll dive into a topic that often doesn't get the marketing love it deserves, testimonials. When making purchase decisions, customers are seeking reassurance and validation. They wanna know if a product or service they're considering is worth their investment. And while many marketing strategies focus on advertisements and content, testimonials often take a backseat. But here's the thing. Testimonials can be powerful assets that make prospects more confident in their purchase decisions. With his experience at Testimonial Hero, a leading company specializing in capturing and producing compelling customer stories, Dustin has witnessed firsthand how testimonials can transform the marketing landscape. In this episode, we'll explore how testimonials can influence consumer behavior and boost conversion rates. We'll discuss the dos and don'ts of testimonial marketing, highlighting the common pitfalls to avoid, and the best practices to embrace. Welcome to Marketing Spark, Dustin.

Dustin Tysick: Hey, Mark. Thanks for having me. Looking forward to it.

Mark Evans: Why don't we start by giving me the Reader's Digest version of you and your experience?

Dustin Tysick: For sure. Yeah. So, you know, started out in sales, fresh out of university trying to figure it out, selling textbooks door to door. Spent a bunch of time doing that and kept doing marketing stuff and realized, you know, that's more where my passion lies. Made the transition over. Spent about the past eight, ten years, b to b marketing at SaaS companies. And now I'm in a really cool role at Testimonial Hero where I oversee marketing, sales, and work super close with success and actually get to bring the two teams together rather than having them fight each other. So it's a lot of fun. And, yeah, that's kind of the cool notes of my background and where I'm at now.

Mark Evans: The best training you can get is doing something like selling a product door to door. What are some of the key lessons that you learned from that experience?

Dustin Tysick: I like to think I was okay at it, but, yeah, definitely learned a bunch. The main one is just don't take it personal when you get rejected trying to sell something. Like, I was selling textbooks to grumpy old philosophy instructors at universities. So, you know, got a few doors slammed in my face just for knocking on it. But really, it was that, like, just be persistent and not annoying, and eventually you can kinda crack through it and don't take it personal when you get rejected because, yeah, it's gonna happen more often than not.

Mark Evans: Okay. So getting back to the topic at hand. Thank you for that answer. Let's start with an easy question. I think it's an easy question. Why do testimonials not get the respect that they deserve? Are they an underrated marketing asset? And I know the answer that you'll give, but

Dustin Tysick: Yeah. No. I mean, obviously, I would say yes, and do think they are. Part of the reason they don't get the love they deserve is I don't think they're executed well all the time. Right? Like, often, it's kind of a generic, yes, you should work with this company. Like like I said, a checkbox approach. Right? I need a testimonial or case study from this industry, from this persona. I don't care what it says. I don't care about the story. You know, I don't care about the problems we solved or any of the details. I just need something in this space. So I feel that's why it's overlooked. And the other angle, which I'm sure we'll dive into, is they're often used at, like, the final stage of the sales cycle oftentimes, or they're slapped on the website. So it's, you know, I'm about to buy and ready to sign. Can I see some testimonials or hop on a reference call? Whereas I think there's actually a ton of value using them really early on the demand gen stage, on the remarketing to bring people back. There's a whole, you know, list of ways to use it. So I feel like they're probably done wrong and underutilized a lot of the time.

Mark Evans: Do you think that the problem with testimonials is that companies don't have a plan of attack. They don't look at them strategically and think about the impact that they're supposed to have from a sales and marketing perspective. Instead, as you say, there are check marks, go to customer, get Yeah. Get testimonial check check marks completed. Is that it seems to be a very laissez faire approach to to marketing.

Dustin Tysick: Yeah. And I think, you know, that's not even just unique to testimonials. I think with most social proof, honestly, it's like that. Like, if you look at case studies or anything else in that vein, it's it's quite similar and I think that's testimony of videos obviously came a little later than case studies and written testimonials. So I think that's why people view them as the same thing. Whereas, you know, I I don't really. I think you take a strategic approach. You ask the right questions. You can get dozens of pieces of content from one interview and put them throughout your whole buyer's journey. That's valuable. You know, one two minute video on your website that a tiny percent of your market actually views, not so valuable, maybe not worth the spend. Yeah. It's definitely the strategic side that's missing.

Mark Evans: In theory, a testimonial or a case study for that matter builds trust and credibility. There's so much competition out there that something's gotta make you stand out from the crowd. It could be better brand positioning or a well designed website. Do you think that a testimonial and maybe some of the other vehicles are enough to build trust and credibility? Let's say, for example, you have five star ratings or customer reviews. Is that enough, or are there elements do you think that need to be part of the mix?

Dustin Tysick: I think, you know, it ties to the whole brand, really, because you yeah. You can build that trust, I think, with, you know, through the rate reviews, running ads with testimonials to get in front of people. You can also erode that trust really quickly by really poor outbound campaigns, poor brand positioning. So it you know, you have to consider the whole gamut. But I think, yeah, social proof in general, even though maybe it's overstated in a lot of cases, it definitely has its place across the funnel. And so it's like a hidden pipeline. Right? You don't know how many deals you might actually be missing because you're not included because people don't trust you off the jump. Mhmm. So that's, you know, part of why we really rely on it heavily here.

Mark Evans: Testimonials have been around for years. We've all seen those cheesy copy based testimonials on websites and sales brochures, but video testimonials have become more popular in recent years. How can businesses maximize the impact of video testimonials and create compelling narratives that resonate with the people that matter to them?

Dustin Tysick: Yeah. So I think it's to go back to that strategic part. Right? Like, before you even reach out to customers, think about the message you want. Because it's not like a case study or those written testimonials where, like, we both know the marketing team probably wrote that and then ask the customer, hey. Is this cool? Can you sign off on it? Like, you're actually getting someone to put their face and their voice to it. So I think that's the part is focusing strategically on like, we frame it as question, fears, and doubts. Like, what are the question, fears, and doubts you had as a buyer? How did you overcome them? What was the result? And then don't be afraid to speak to some of that. Like, having a customer say, I was really hesitant to go with you you guys because x y z, but this is why I decided to, is more powerful than just a customer saying, the process was good. You know, the product was good. I'm happy. Getting specific and actually getting that story out is a little neglected and takes a lot of work upfront to come up with the questions. And we both host podcasts, so ask the asking the questions correctly, digging into the questions. Like, it's an art form that takes time to develop.

Mark Evans: I think one of the problems or one of the challenges with text based testimonials is that they come across as inauthentic Yeah. Or unbelievable. You look at them, as you say, it's clear that many of them are written by the marketing department, which in turn goes back to the client and says, hey. What do you think? If you wanna edit this, that's fine. When you look at the trust factor, when you look at the fact that companies are trying to build trust, testimonials may not be the best agent, at least the ones that are copy based. But video really turns the conversation in a different direction, or I think it I think it turns it in a different direction because you see someone's face. They're more believable, and it's actually a real person in front of you as opposed to some words on a page.

Dustin Tysick: Yeah. A 100%. And I mean, it's AI is getting good, but it's not quite at that place where it can fake a video as well. Whereas written and even case studies, like we, AI generate case studies from our transcripts. Right? So you can just have that written and not be authentic. I think the video you know, there's a bunch of stats out there about actually seeing something in video, hearing it auditory, you know, the emotional connection you get to it, how much of the information you actually retain is much higher. So, yeah, I totally agree that videos have more of an impact.

Mark Evans: So if we both agree that a lot of testimonials are done in the wrong way, the wrong approach, they're not believable, they don't work, can you highlight some of the common mistakes or misconceptions that businesses make when they're collecting and using testimonials? And and as important, how can they avoid them?

Dustin Tysick: Yeah. I think, you know, part of it is just saying, need five of these and not thinking through the the stories you actually wanna tell. So I think taking that that works with reviews in my opinion. Like, I'm gonna differentiate a bit between reviews and video testimonials because one, a review takes five minutes. It's not a huge ask. Video testimonials, you know, forty five minutes of a customer's time. So I think thinking through strategically, the way I look at it is we have kind of three buckets we go after. So let's say we have a giant well known brand. Even if the story is not compelling, I want at least one of those. So like we work with HubSpot for example. Testimony from them is gold because of the way it handles. Luckily, was a good story as well. Secondarily, you know, we focus on customers that have an interesting story that were not the easiest sales cycle. And I feel like sometimes that's a neglected area. You know, they pick the this person bought. It was a three day sales cycle. They're super happy. But, you know, talking to someone who was skeptical, had a bit to overcome, and is now happy is gonna be a more compelling story. So I think focusing on that. And the third one is strategically thinking about who's actually gonna be on video. Some people are gonna be great on video. Some aren't no matter what you try, like, no matter what editing magic. So thinking through that, like, right person, the right company, the right story, and figuring out the five or six of those you really want and coming up with a strategic plan to get those done over the year. So it's a lot more work, which is maybe why people don't do it as much.

Mark Evans: I think one of the biggest challenges for companies when it comes to testimonials, at least in my experience, is that in theory, a happy customer, a longtime customer, or even a new and excited customer should be a good candidate for a testimonial. Yep. But when you approach them, I'm always surprised by the pushback or the cautious approach that many companies take. Some of it's legal. Yep. Some of it has to do with the fact that they don't want to reveal competitive information. If they're gonna be using a specific type of software, they wanna keep it to themselves and keep it behind the scenes as opposed to tell the world that, hey. We're using HubSpot to power our CRM. As a result, one of the struggles that I think marketers have is that they'll approach 15 candidates, they'll get two case study participants. So the obvious question to you as someone who interviews a lot of people for testimonials is how do you grease the wheels? How do you convince them that it's going to be a seamless experience? It is something that is a win win proposition, and that is gonna be more joy, if you can call giving a testimonial joy Yeah. Than pain.

Dustin Tysick: Yeah. No. I think that that's an interesting one. It's something even some of our customers struggle with, especially we have a bunch of customers in the cybersecurity space. And, you know, companies saying, I work with this cybersecurity provider can be a challenge. But I think a lot of it comes down to actually having a process and building the expectation in, rather than, you know, just waiting at six months into a contract and cold pitching them. So, like, we from the start, when we recognize that it's a customer that might be a good fit for a testimonial, we will bake it into the contract as an ask and give them a percentage discount. We're never gonna hold a gun to their head and say, hey. You have to do this. But like you said, it greases the wheels. They're, you know, a bit more aware of it. And also something we focus on heavily is talking about what the process is like and how it is a win win. So we have, you know, different we call them sizzle reels, but basically compilation videos that we created from people who testified saying how easy it was, how, you know, it was beneficial for them, for their brand, and really positioning it as a win win. So we kinda take that approach, but I do think having a process to reach out at key points and make the ask is a good chunk of the battle because those cold one off campaigns where you just pull those to 400 customers and email them, it's you're gonna get a really low hit rate, and it's just likely not gonna be the best result.

Mark Evans: Stepping back, I wanna talk a little bit about the cybersecurity customers that you referred to because I think I mean, in that case, you know, cybersecurity is a very sensitive topic. And I think a lot of companies do not want to talk publicly about what they're doing behind the scenes to protect their systems. And I think there's a lot of companies out there who sell to companies, who consider their products to be corporate secrets or Yeah. It's information that they they simply do not wanna share for a variety of reasons. It could be competitive or legal. In that case, with the with the with the cybersecurity company, how did how did your clients get them to talk? How did they convince them that, yes, we can peel back the onion on what we're doing and the technology that we're using?

Dustin Tysick: Yeah. I mean, so we have probably a couple dozen cybersecurity customers now and, you know, they they do get their customers to talk. I was in the same boat as you where I was a little bit surprised. But part of it is they have people giving reviews usually on g two and other places where it's public information. So that's one point where we direct them to start is these people likely don't have a legal issue or maybe they messed up and they shouldn't have posted. But still, you know, you have 65 of these g two reviews. Start there. These people who might be interested and likely don't have the legal hurdles. That being said, some legal hurdles are just not possible to overcome. So kinda to tie it all the way back to the beginning, like, take that rejection in stride and realize you can't do it for everyone. But, yeah, search for those little hanging fruit. And for a lot of our cybersecurity customers, they sit in on the interview and help with the interview questions to make it in a way where it's vague enough that they're not giving away secrets. Right? Because we write interview questions all day, but I'm not an expert on this cybersecurity software. So they, you know, are heavily involved in the process, and we work collaboratively with them to kinda overcome those fears. And then the customer gets final sign off, like the testifying customer.

Mark Evans: From my experience, if you can convince a customer to provide a testimonial or take part in a case study, it's there's they often feel an affinity to the company. They often feel like they they wanna perform or do a good job when they're giving the testimonial or review or a case study. And the obvious question would be, how do you ensure authenticity and believability when you're working with a case study participant? How do you make sure that they're just not following instructions and try to make the the client happy along the way? Can you share some tips on, you know, how businesses can get their case study people to share information, the right information?

Dustin Tysick: Yeah. And, I mean, this is kinda gonna sound like a shameless plug, but I don't mean it that way. But working with a third party provider who's a professional interviewer and is unbiased is a big part of the battle. If I'm talking to like, say, I'm working with a company, I love their product, and I'm recording an interview with their customer success person, I'm just gonna praise it as much as I can and, you know, it's a bit awkward and they're probably not gonna dive in. Whereas we have, you know, two full time people on staff who all they do is interview. They come from backgrounds of producing and interviewing. So they will, you know, ask the right questions and also dive in and ask for clarification. Or, you know, say the person rambles for a bit and there's twenty second snippet that is great, they will ask them to elaborate on that or ask a question to follow-up. So we do it that way. I think having the third party person and then on top of that, just having it be a conversation helps a lot with the authenticity. There's a lot of tools out there, and they're really good in some use cases where a question pops up on the screen and you answer the question. But that sometimes isn't as authentic as a conversation where someone's relaxed, you know, they're casually talking to someone for forty minutes and you get that human feeling and connection. So that's kind of our our secret sauce really, and we think for really quiet high high quality authentic interview, you need a good interviewer to to host it.

Mark Evans: On a related note, a lot of testimonials focus on positive experiences. The person being interviewed has great things to say about the product, how amazing the customer service is, how wonderful the onboarding was, those things that reflect well on the company. But what about experiences around potential objections or concerns? Yeah. When a case study participant highlights the fact that maybe the onboarding wasn't as seamless as it should have been, but they got saved by customer success, or they talk about the fact that it took them a little while to get implementation happening. I mean, those are relevant and important topics that can have value to demonstrate the fact that these are authentic and genuine testimonials? How do you balance the good and the bad?

Dustin Tysick: Yeah. No. That's a good question. And I think you have to be really careful here too because there is this negativity bias where if someone hears anything remotely negative, it sticks in their head a bit more. So I do think, you know, that a lot of that stuff is gonna come up organically during the interview. You don't specifically have to ask about it, but you can frame it as, you know, what were some hurdles that you had during this process? Were there any and at the very least, it's a good customer research question even if it's something that's unusable. But I think finding a way to bake it into the story of the finished video is important. So if you end on that, for example, not gonna be good. If you start with that, it's not gonna be good. But if you can weave that into the story of onboarding was hard because I had to do all these extra things and this was why, but the result of that was and then weave into the positive side. I think that's the way to do it. But, yeah, I I agree. Fitting in the odd moderately negative thing does add to the authenticity. And, alternatively, on the object objection side, weaving in those objection and concerns that they had before they worked with you can also be equally compelling. So, you know, we had someone who said when I heard about doing a remote testimonial, I thought the quality was gonna be garbage, and I didn't wanna work with them. And then explaining, you know, how we overcame that. So I think, you know, taking that angle can help a lot.

Mark Evans: Assuming that you reach out to your customers, they're excited about giving you a testimonial, they agreed to do it on video. Yeah. The whole process is fantastic. It goes really well. Then the question is, what do you do with it? Once you've got these polished, professional looking testimonials that you wanna use for your marketing and sales activities, a lot of companies will simply put it on the bottom of their homepage or their about page or the product page. It's almost almost like doing a lot of work and then putting, like, a new piece of furniture, tucking it in the corner that no one sees it or a great piece of artwork. What are your recommendations in terms of fitting testimonials, video testimonials within the buyer's journey, both top of the funnel, middle of the funnel, and and and bottom of the funnel?

Dustin Tysick: Yeah. So I think, again, this comes down to asking the right questions so you have enough raw footage to work with. Because if you're just asking for general positive recommendations, you're gonna get kind of a bland video. I So think asking the right quest questions so that at the top of funnel, for example, they're more evangelizing your service than you initially. So having them talk about in our case, like, just because it's easier to speak from our experience, talking about why they wanted to get video testimonials on why that was important and maybe even not talking about us and running those as demand gen ads on LinkedIn to a cold audience. And then as they interact and, you know, they go to the next stage where we're remarketing to them, then there's shorter snippets that focus a little bit more on us and drive the value to make them aware of our product. So thinking strategically like that and also matching the videos to where they're at where they're gonna live. So LinkedIn, probably do a square video, probably have more text. You know, the captions are more obvious because people watch it on mute. So taking that strategic approach. So that's my recommendation for the front of the funnel is don't always have it be me me me. Like, it's okay to spend some money to evangelize your category. I think that's incredibly important. And then I think the other area that's somewhat neglected is when the actual sales is hap the sales cycle is happening. So we the way we approach it is we arm our salespeople with they have dozens and dozens of forty five second to one minute snippets talking about specific sales objections, you know, competitors we replaced, the cost of inaction driving that home. So they have this library in a Google Sheet in our case, but you could use, like, Highspot or sales enablement tool where they have this kinda endless supply to pull out and, you know, use throughout that sales journey. On the website, that's where kind of the traditional one can live. Mhmm. The difference is I do think multi voice testimonials hit a little bit harder and work a little bit better on the website. So having that, you know, we call it a sizzle reel, but that compilation that quickly hits in ninety seconds shows a lot of voices, shows a lot of social proof in an engaging jumpy way so they can get through it is really important. So that's kinda how we we think about it, those three main stages. And for our tech companies, we also coach them a bit on the retention side as well. Have ammo ready for upon renewal. So customers who have been happy with you for multiple years or who upgraded to a new product line that you launched, like, have all of that categorized and ready to go.

Mark Evans: Yeah. It's interesting because I've spending a lot of time recently looking at customer marketing. There's such a focus on customer acquisition Yeah. That a lot of companies ignore their existing customers, and as a result, they struggle with churn and retention. Are you seeing more interest in video testimonials for customer marketing to inspire, educate, validate the company's products?

Dustin Tysick: We are. Yeah. I think there's a general shift in the market with, you know, especially smart marketers who are really attuned to it to focus on your existing customer base. And if you can keep gross or your net retention over a 100, if not you're bringing in new customers, it doesn't matter as much. So I think there is a focus there for sure to drive that home. I think the other thing we've seen is some customers use these as an opportunity to build that customer relation. So, you know, they'll bring us to, like, a customer advisory board meeting, for example, to record. And there's something about, a, the the company gets good content, but b, you're making the customer feel like a hero telling their story, you know, they're getting a nice experience. So we I do find more marketers focusing on that and just making the customer happy and coming up with tools for retention.

Mark Evans: It's an interesting concept because when I do brand positioning exercises, one of the things that I'll ask a CEO or the head of marketing is talk to talk to their customers. And Yeah. And one of the things and sometimes there's some reluctance or leeriness about letting a third party talk to customers. But what I found and what I tell my clients is that if you ask your customers about what they think and how they feel, they're so excited. They're so happy to provide their ideas and feedback. So I'm not surprised that companies will use testimonials as a way to build relationships with their existing customers. Just makes a lot of sense.

Dustin Tysick: Yeah. No. Absolutely. And people, you know, love to talk about themselves and the things they did well and and rightfully so. Like, if they've used your software to achieve something great. So that goes back to that win win you mentioned, like, on how to get them to agree. It is a win win. They get this asset that kinda elevates their status in the company and, you know, potentially their personal brand a little bit. So I think that's an important piece to consider.

Mark Evans: You mentioned earlier the experiences of working with cybersecurity companies. Can you share any other real life examples or success stories where the strategic use of testimonials made a big impact on a company's bottom line?

Dustin Tysick: Yeah. So another space, like so most of our customers are b to b SaaS companies, and I think that's maybe more well understood, especially with your audience probably, like a more traditional model. One kind of interesting industry that we've seen have success with, using testimonials is franchisors. So think, like Capriotti's and WingZone, big customer of ours. They want more franchisees to come in and purchase locations and, you know, that's kind of their business model. So they've used us a ton to get authentic testimonials from, you know, real life people who open these franchises and have them talk candidly about why they did it, how they changed their lives. Those videos are often a bit more emotional because, like, it's a big decision to purchase a franchise and change your career path. But they've had them and a few other franchise companies have had a ton of success using that. So I think the takeaway there, to me at least, is an emotional story is gonna resonate a lot more than a generic recommendation. So, you know, find a way to pull that emotion out really helps.

Mark Evans: Stepping back, one of the things that we talked about earlier was the focus on customer acquisition over the last couple of years. A lot of companies have Yeah. Have changed their their marketing and sales priorities. They recognize that leads are more challenging and that marketing budgets as a result are being reined in to control costs and and and reduce sperm. Where do video testimonials fall into the scheme of things? Because on one hand, you could see them as a nice to have. It's nice to have testimonials on your website. It's nice to have customers say good things about you, especially using video. But when there's such a focus on leads and sales, like immediate gratification in the marketplace, and there's so much pressure on marketers to perform. As a revenue guy, what are you feeling? What are you thinking out there? What are you seeing in terms of the focus or the interest in video testimonials within the scheme of things?

Dustin Tysick: Yeah. No. That's an interesting question because, like, there's a shift in the market to efficiency rather than grow at all costs. So every dollar is getting scrutinized and looked at. Video testimonials as an asset, it's hard to go dollar in, dollar out. So I think people have to think strategically about how to actually measure success or at least some corollary of success based on where they're using the videos. Let's take the example of us using them as a demand gen asset in our cold layer. We have our 7,000 target accounts. I wanna look at, you know, how many of those accounts did I then drive to the website through these video ads that we created and look at that as, you know, named account interaction, essentially. It's not revenue, but it's a corollary to it, and we can, you know, explore that and do the math to kinda make it work. And similarly, look all the way through with salespeople using them. Like, what percentage of deals use one of these assets? You can track play times on the website. So, like, finding a way to figure out the right metric because you're never gonna get cold video testimonial ad out there and someone clicks it and signs up and gives you $20 for your product. Like, it's a longer term play. So if you're pitching to a CEO, you have to think strategically about what's actually the right metric that you're looking at and how that ties to revenue in the long run.

Mark Evans: On a related note, and a lot of people talk about the challenges of attribution these days and that it's really hard to correlate x. If I do x, y will happen as somebody who's in the heart of the revenue conversation, the revenue engine. What's your take on attribution, and and how how do you deal with this strategically and tactically? It's attribution is like I I have a

Dustin Tysick: love hate relationship with it as I think most marketers do. I do think a lot of attribution software is incredibly faulty because it just can't track a lot of channels. So, you know, we have done the self reported attribution on the form, and we map that into categories and kinda cross reference that with the marketing attribution platform. That being said, with certain things, we realize we're rarely gonna be able to track the impact. So we honestly go a little bit by gut feel and momentum. Like, take our podcast, for example, and how we produce that content and run ads with it. We start noticing some people mentioning, oh, I heard about you on the podcast, and they end up being a sales lead and buy, but I'm never gonna have full attribution of of that. Right? So I think there's a general acceptance. Track what you can. Do as good of a job as you can, but gut feeling still matters in marketing and you're gonna have to rely on it once in a while.

Mark Evans: Final question. If Yeah. You have a company that hasn't done video testimonials in the past, they've done testimonials. Maybe it's been hit and miss, and they're listening to this podcast, and they say to themselves, Dustin talks a good game. Video testimonials sound like something I should explore. What are some of the first steps that they should do? What like, where do they start in terms of trying to figure out whether video testimonials make sense for their target audience?

Dustin Tysick: Yeah. I mean, I think first, think about the channels and tactics and strategy used to get your customers. You know, if you sell in person at events or field sales, maybe video testimonials aren't gonna have as big of an impact. But I would say if you're selling digitally, so, you know, through your website, through online ads, with a remote sales team, there's very few cases where I would say video testimonials won't have an impact. So that's kind of where I would look at it. And then I would say if you've never done them before, dip your toe in and even just starting start talking to customers. Like, run a couple of your own interviews even if you don't use them and come up with a finished product. Talk to your customers and then when you actually figure out the stories you wanna tell, invest a little bit of money and work with a professional, whether it's us or someone else. You know, people who do interviews for a living and edit these for a living, they're just gonna do a better job than the DIY approach, which I've tried to do in the past, I failed horribly doing DIY at other companies. So that's kinda how I feel about the situation.

Mark Evans: Awesome. Well, thanks for all the, the great insight into testimonials and video testimonials and building social proof on your website and other vehicles. Where can people learn more about you and Testimonial Hero?

Dustin Tysick: Yeah. So for testimonial hero, it's just testimonialhero.com. Nice and easy. For me on LinkedIn would be the best way I talk about topics like these and other marketing and sales things. So open to connect with anyone who wants to reach out there.

Mark Evans: Well, thanks for listening to another episode of Marketing Spark. If you like the conversation, show your support by rating and subscribing to the podcast on Apple Podcasts, Spotify. If you're a b to b or a SaaS company looking to jump start your marketing, we should talk. I specialize in a three part marketing methodology that assesses, fixes, and optimizes your marketing, strategic guidance, and tactical oversight. Ready to take the next step? Email me at Mark@MarkEvans.ca or connect with me on LinkedIn. I'll talk to you soon.