Aha! Moment Monday
When was the last time you asked a client for a testimonial?
I was at an event in November where the host set up a video camera where people could record a few minutes about their experience with the program. People were lined up to tell their stories and they were all raves. The collection of testimonials created great content when strung together in a “sales” video.
Knowing that with a couple of choice words and the stroke of a key, we can be instantly connected with an overabundance of options of anything from pool toys to real estate agents. That means we need a new way to sort through it all. That new way is through social proof, reading what others say about their experience with the brand, and that proof weighs heavily on our buying decisions.
Testimonials are third-party credibility, a far better way to tell your story than when told by you. Testimonials, on your website and in your collateral, can help to answer questions that new buyers may have, offer a level of security and combat any negative press.
Besides, testimonials make for great shareability. As Vikram Rajan of Forbes Council puts it, “Sales pitches make for the worst social media posts. It’s like handing your brochure out at a BBQ.” But using your clients’ version of your USP in their natural language is gold.
So why are we so timid about asking for testimonials? We need not be. Vikram writes, “Have you ever given someone a testimonial? Did they use it on their website? Don’t you feel honored and appreciated? Giving a testimonial increases your emotional bond with that business and with the person who asked. Imagine the results of making every one of your clients feel appreciated.”
Aha! ~ Focus on relationships
By finding ways to connect with your clients in between sales – asking for their council on new programs, celebrating them on a retail holiday or inviting them to a mutually-beneficial talk – you’re adding layers to that relationship by learning more about them and sharing a little more about you.
Suicide for any business is to be constantly chasing new business without proper consideration and attention to those who have supported you thus far. Asking for testimonials actually builds client loyalty and a strong base of ambassadors and that leads to referrals. Here’s an idea: choose a favourite provider and completely unsolicited, offer them a raving testimonial.
What’s the Golden Rule of referrals? The more you rave about others, the more others will rave about you.
Have your Aha Moment Mondays delivered right to your inbox… sign up.