How to Get and Feature Awesome Testimonials
October 18, 2012
You’ve completed your work with a client, they’ve gotten terrific results and now they’re thanking you for the work you’ve done together. It doesn’t end there—in fact those thanks and results need to be showcased.
The best way to showcase the results your work provides is to ask for outcome oriented testimonials that clearly spell out how your work has benefitted someone else. Once you have them you can display them in your marketing materials and website to show that your work can help others achieve the same outcome.
Where I see most service professionals miss the mark in their sales process is in not capturing an outcome oriented testimonial.
May it be in pounds lost, time saved, earnings gained or health improved; people want to know exact results to know what’s possible for them as well.
Even before you obtain your best testimonials you must be committed to doing two things. First, focus on delivering what you promise and second, go above and beyond what is expected.
People will hire you with the expectation that what you say you are going to deliver you will. Make sure that your work does in fact provide what someone is expecting.
Next, don’t just meet someone’s expectations, exceed them by wow-ing them. Going above and beyond with your service will create longer lasting more positive client relationships.
What’s the best way to capture a testimonial, by creating a Testimonial Process. Here are four ways to do it:
1. Ask for Testimonials – If you’ve met and exceeded their expectations then they will gladly take the time to do so.
2. Make the Process Easy for Them – Tell your client that you will follow up with them by email and ask them to complete several simple questions so that they don’t have to spend a great deal of time thinking of what to write.
3. Create Questions to Offer Results Oriented Answers – Ask them questions like, “Where were you before you began working with me?” “What were your challenges before we started?” “What is one specific result you’ve gotten from working together?” “Would you highly recommend this work to others?”
4. Feature Them – Tell them that when they provide their testimonial that it will be featured on your website, newsletter and marketing materials. Additionally, you can create a separate website page featuring each of the services that you provide and include the specific testimonials that correspond to those. Make sure to fully disclose where you plan to feature their testimonials. You want to make sure they are aware of what you plan to do with them. If they have a business then this may make them want to complete the request so that they gain even more exposure.
Ask them to provide their photo, title and possibly their website so that others can learn more about them.
That’s my simple process for obtaining and featuring results oriented testimonials. If you’re creating great results for your clients you’ll want to feature them. The better the results you provide, the more likely you’ll attract more clients wanting powerful results as well.
Assignment: Start every client relationship by committing to creating a phenomenal experience for your client. If you’re not capturing testimonials now then start by following the steps I’ve outlined below. Look for ways to feature testimonials throughout your sales pages and website. You’ve worked hard for them. Capture and display them.
Your Turn: What’s the best testimonial you’ve ever received? Feel free to share it below, I’d love to know!
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