There are times when you know you’ve completed an outstanding project for a client, but you just can’t bring yourself to do this simple and fairly obvious thing that will provide you with the opportunity to leverage it as a fantastic piece of marketing for your business.
What is it?
Asking for testimonials or recommendations.
A McKinsey and Company study shows word-of-mouth recommendations can drive between 20% and 50% of your sales highlighting the good work you do.
But at times, it can feel a bit uncomfortable or self-indulgent but there’s really no need to squirm, as there are ways to extract effective testimonials from your existing clients, that’ll help you gain new future clients for your business.
Here’s our three simple ideas you can use…
Other than a client being totally dissatisfied with your service, the main reason they will fail to provide or drag their feet in providing a testimonial is because they think it’s going to use up their valuable time.
One time efficient way would be to get feedback verbally during a follow-up conversation, then ask their permission to use it.
You then write the testimonial on their behalf, get them to check they’re happy with the contents and then send it through to them as a LinkedIn recommendation request. You can also go ahead and use it on any emails or proposals you send through to prospects.
This can be a bit of a tough one because of the sheer volume of emails decision-makers go out of their way to avoid responding to.
Get an agreement at the beginning of your working relationship that should they be satisfied at the end, they’d be willing to write a quick testimonial. This way the expectation is already set.
3.Use video testimonials in your marketing.
Creating a short video with your request for a testimonial and then sending it via social media marketing messaging or as part of your email campaign, is a nice personal way in which to ask for those recommendations. Create the video in an evergreen format recording it just once for use over and over again. This is leverage at it’s best!
Turn your ‘OK’ testimonial into a stronger and more persuasive one, by covering these three points during feedback:
- Timescale – How long did it take your customer to experience results as a result of their work with you?
- Result – What benefit did they enjoy expressed in time saved, money earned or some other quantifiable measurement?
- Impact – How did the experience of working with you make them feel, and what was the overall impact on their life?
Any tips you’d like to add for getting great client testimonials? We’d love to hear from you – send us your comments.