Client testimonials can effortlessly bring you more sales and more qualified prospects.
That’s because your clients sell you better than you can. Client success stories create trust and prove your credibility. They speak to your prospect’s doubts and desired results. They create community.
Then why do business owners resist using testimonials? Why do people neglect to ask for testimonials from their clients?
Sometimes it’s laziness or forgetfulness.
More often than not, they’ve bought into the “play small” mindset that keeps solo-businesses stuck at the same level year after year. They’re nervous to appear boastful or to market their client successes.
If you won’t create marketing systems that share your awesomeness with the world, then you’re leaving a lot of money on the table.
Get over it. Get some testimonials. And post them for all to see!
Here are my top tips for getting great client testimonials that will Uplevel your Business™ and your sales…
#1 – Get results!
Obviously, you have to provide great service to your clients and know that they are indeed getting great results.
If you’re new to your business and haven’t gotten results yet, consider offering a “pilot program” for a small group. In exchange for your free services, you can request testimonials (as well as valuable feedback!) after your program is over.
#2 – Know WHEN to Ask
The best time to ask for a testimonial is when a client tells you about a result you helped her achieve. You can use this as a springboard to ask her to write you a formal testimonial.
Another optimal time to ask is when you have finished your work with a client, or when a program is complete. Email your students with a request for success stories and results.
#3 – Know HOW to Ask
HOW you ask for a testimonial is every bit as important as asking for one.
“I need to get some testimonials for my website. Would you consider writing something for me?”
“I love that you made that happen, Lucy! Would you be willing to let me feature you on my website as a client success story so that other people can be inspired by you?”
Position the testimonial as something of service (because it is!) and something that will promote them. (Because it will!)
#4 – Know WHAT to Ask
Make sure you ask for THEIR story and THEIR results.
You do not want a testimonial telling the world how very cool YOU are.
You may indeed be the hippest baddest weight-loss coach to walk the planet. But if my ass is still ginormous, then you didn’t get the results I wanted. And your prospects will question this if the testimonial is ONLY about you!
RESULTS make a testimonial. Not a manifesto about how hip and fun YOU are.
#5 – Give Your Client Clear Testimonial Guidelines
Tell your client exactly what you want in your testimonial.
Here’s a formula:
1 – Share where you were before.
2 – Share some tangible results you got.
3 – Share where you are now.
If your client is daunted by writing (as many people are), ask them to just jot down a few bullet points. You can help edit and let them give the final approval.
#6 – Use your client’s full name and photo
Have you ever seen a glowing testimonial followed only by a set of initials and a city?
Kind of wrecks the whole vibe, doesn’t it?
That’s because it seems fake!
We don’t know who “T.K. , Springfield, IL” is.
But “Traci Kimmel, Springfield, IL” is a real person with a real smile. Do not ignore the impact of this.
Always include a photo, full name and (if applicable) website address or business name. This provides valuable exposure for your client – and also lends credibility to the testimonial.
#7 Give Thanks
Your clients are the reason your business exists. So please don’t forget to thank them for taking the time to help you build your business.
Consider sending a handwritten thank you note or even a small token of appreciation.
At Uplevel YOU, we go out of our way to thank our clients and students for sharing their success stories in my eZine and on my website. (I’m won’t say what it is. After all, you may send us a testimonial some day. And I don’t want to blow the surprise!)
In the comments below, let me know if you are currently using testimonials in your business and what you’re going to do THIS WEEK to Uplevel this piece of your marketing!