A Critical Sales Tool - Testimonials

I see many entrepreneurs overlook a critical tool when it comes to growing their business – client testimonials. When I work with women entrepreneurs, in particular, they are often hesitant to ask for this information.

Think back to when you were making a buying decision! It’s just human nature to want to see and hear testimonials from happy and satisfied customers. Testimonials are an absolute essential tool for your business success.

Not only are testimonials powerful when it comes to building your client base – but they are also a valuable tool when it comes to building your own self-confidence. Let’s take a look at how you can gather this essential information.

The first thing you need to do is get past the fear of asking for a testimonial. In working with my clients, it continues to amaze me that so many people are afraid to ask for a testimonial. The best time to ask for feedback is just after you begin working with a new client – they are passionate and excited and focused on getting results. Capture that enthusiasm!

Make it easy for people to say YES. Oftentimes, people just don’t know what it is that you need and want once you’ve asked them for a testimonial. Create a template and give it to them; for example, ask people to complete this sentence (without over-thinking it): “I started coaching with Pat because _________________ and what really worked for me (about her products/services) is _________________.” (ask them to be specific).

Be clear in what you are asking for. As a public speaker, I often hear that my presentation was ‘wonderful’, ‘inspiring’, ‘helpful’ – all nice words; however, these words don’t mean a thing to someone who is thinking about working with me as a coach and is not quite prepared to hand over their credit card number. My return comment is typically “thank you for those positive words – what specifically do you mean by that?” I’m looking for tangible feedback such as – ‘that exercise that you presented is easy to do and will help me change my negative way of looking at my relationship’.

When asking for testimonials, consider different types. I gather testimonials in different formats – written, video and audio. Different people react and respond to information that ‘speaks’ to them. I ask for testimonials, often, immediately following a presentation and/or workshop. That’s when the information is fresh in the mind of the participants.

Share the ‘WIIFM” with people who are providing testimonials. I let people know where, and how, I intend to use their testimonials – and the fact that their name and website will promoted at the same time. That’s a win-win situation.

USE the testimonials you receive. It is effective, and smart, to use the testimonials strategically when promoting your products and services. Be sure to have a special page on your website so testimonials can be found easily. Update them regularly. Include them in your written materials.

Return the favor. Have you ever walked away from an event thinking to yourself – “Wow – that information was amazing and life changing! I’m so glad I came today….”? Be one of the first to step up to the plate and offer a testimonial. It will be appreciated.

CONCLUSION

In business, we are always looking for ways to grow our client base and our revenue. More often than not, the answers are right under our nose – such is the case with testimonials. We all have happy and satisfied customers – and want to attract more. Getting testimonials, and using them as a sales tool, is one of the easiest and most effective sales tools out there.

YOUR ASSIGNMENT

1. Review your client list and choose 2-3 names of your most satisfied clients.
2. Connect with them today and ask for a testimonial.
3. Plan where/when/how you will use it to grow your business.