I was at a networking event a few weeks ago talking with several different local colleagues. We were talking about tax season and one of my colleagues asked if we could recommend a great CPA. It was amazing how all of a sudden everyone in the group started giving testimonials and referrals to their CPA.
Not just their name, but why they loved working with this person. I heard things like, ”he really helps you determine realistic business expenses” or “whenever I email him to ask a question he responds immediately and doesn’t charge for that time.” The compliments were flowing and what I realized is that when you love working with someone you want to share what’s it like to work with them. It was almost as though they were trying to outdo each other. I realized that no one was talking about their CPA’s services, but the value of working with him.
It got me thinking… are people talking like that about you when someone asks for a coach or consultant? Really talking about the value of working with you versus what you offer in terms of your service? And when your clients tell you about the great results they got from working with you, do you ask them for a testimonial? If not, you should, since referrals and testimonials are the fastest way to build your business.
Most of us already know that… so we do ask our clients for testimonials. Then we post what we manage to get on our website, brochures and social media pages. But a smattering of mediocre testimonials is simply not good enough. If you want your testimonials to really pack a punch, they need to showcase why people need to hire you.
Here are my recommendations for testimonial best practices that will magnetize your marketing so you attract more high-end clients.
- Don’t settle for just a few testimonials and then check this off your list. You want to continually add fresh and current testimonials from a wide variety of clients to gain more credibility.
- If possible, ask your clients for their testimonial DURING their work with you, instead of afterward. This is when they are the most excited and engaged and you can capture their enthusiasm.
- Ask questions that will get them thinking about the key improvements or results they’ve received. Like, “What’s the single most rewarding result you’ve received from our work together?”
- Don’t wait for them to write it down. When you’re speaking with your client always listen very closely when they speak about their results and take notes. Then simply ask, “Thank you. Is it okay if I use some of your comments in my marketing materials?”
- Ask them to tell their story. Rather than asking your client to become your salesperson, ask them to share their before and after story that highlights the transformation they’ve been through as result of your work together.
- Here’s an example: “Hi my name is Susan Smith. I just attended Sarah Hathorn’s Unlock the Secrets to Corporate Consultancy Masterclass and I have to tell you that for me, as an entrepreneur offering professional services, this course has changed my entire business trajectory. I was struggling to get into the corporate world, but after taking the course, I have five new corporate clients and my business revenue has grown 150% and UNLOCKING THE SECRETS is the reason.”
- Don’t forget to get testimonials after you give a presentation. One way is to offer your audience an incentive for any volunteers willing to provide you with a testimonial.
- Lastly, when asking for testimonials, it’s a great opportunity to ask for referrals as well. For example: “You mentioned how important our work has been to your organization. Who else would you recommend we contact who would benefit from this kind of value?” Once they mention some names, ask them to make the initial introductions.
Look at the things you’ve procrastinated in asking for testimonials. Look at these golden stamps of approval that you’re probably getting but haven’t been sharing with new prospects. Select just one of the testimonial strategies and take action!
Pick a strategy I shared with you and get going! You can hit reply to this email and I’ll respond. I’d love to hear what’s working for you!
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