Small Business Coaching:
Make More Sales With This- Part 2
By Allison Babb
4) Anytime is the right time:
My clients often ask me when is the best time to request testimonials.
Often business owners believe it's when the service or sale is
complete. Actually, the
best time to ask is right when your clients are raving about
you. I've had rave reviews from clients in as early as their very
first coaching session with me.
So here's what you can do.
Say, "Could you do me a favor? I really appreciate the
positive comments you shared. Do you mind if I write down
what you said and use it as a testimonial? I can send
it to you for final approval." Most people would be
more than happy to grant you that favor.
5) Tell them how: Show
your clients and customers how to write a great testimonial.
Again, people are busy. Sure, you can get some really
great unsolicited
testimonials. However, you can
also take initiative to request what you want in a testimonial.
Send your clients 3-5 results-based questions and have them
approve the final testimonial. With a little
help and guidance from you on what to write, you may discover
you've open the floodgates for powerful
testimonials.
6) Write it for them:
Does that sound shocking? It's actually quite common. Here's the truth folks, it may
surprise you to know your clients and customers may be happy
(often relieved) that they don't have to think about what to
write in a testimonial. You can simply offer to summarize
what they've shared with you on what they really
appreciate and value in your products/services. Also, give
them full edit/rewrite privileges on the final version. As long
as it is an authentic representation of what they've shared with you, they would be more than
happy to approve it. Sometimes just asking them a few
questions over the phone then offering to write up a draft for
their approval works just fine. But again, keep it
authentic. This won't work if you try to make something up
or force them to say what you want them to say.
7) Make them real:
Nothing makes a testimonial more real than having a full name
(none of that initials stuff), a photo of the person, an email address or web
URL. And "realness" is powerful! If I see the testimonial
words with no real
person attached, I may doubt that it's real and the power of the
testimonial is then lost. So give it full power - full
name, web URL or email, and photo. Tip: video is
remarkably powerful especially if you do live workshops,
talks etc. Keep a
flipvideo camera with you and get some 1-3 minute testimonials
on the spot.
8) Never stop asking:
And finally, I'll share that you can never have too
many testimonials. So never stop asking for them.
As your products, services, and buying climate evolve, you'll
want current testimonials to reflect those shifts and changes.
You'd be amazed at just how easily testimonials can produce clients and
sales.
If you enjoyed this article,
you'll love Allison's
Ultimate Clients and Cash System which includes done-for-you
templates for requesting powerful testimonials to attract tons
of new clients and increased sales month
after month!
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