People are funny: they believe what others say about you much more than what you yourself say.
Quick example: You might talk about how easy you are to work with on your website. This will get a lot less attention than a quote from “Bill from Sacramento” saying “Fred did a great job. He was really easy to work with”.
This is why Yelp and other online reviews have so much power over your business.
This is also why you need to be asking your customers not only for reviews but for testimonials. Statements about your product or service that you can feature in your marketing. Testimonials help build trust with prospective customers and more easily pave the way to close sales.
Now, there’s a right way and a wrong way to get a testimonial. You could start by asking “Hey Bill from Sacramento, What did you think of my product or service?”.
Bill will probably answer: “It was great.”
While it’s always good to know your customers are satisfied, “It was great” is a little short and doesn’t help future customers know why they should do business with you.
A good testimonial tells a story. It can address objections or answer questions about your product. It can show specific before and after results from your service. And the testimonial needs to be relatable to your customers.
Asking the right questions to get these results is important. You may even need a short survey to send to clients. Ask questions like:
* What was your primary reason for buying this service?
* What are three benefits of this service?
* What did you discover after signing up for this service?
With a little word-smithing, the testimonial can become:
“Bill from Sacramento says: I needed to get more customers for my business so I sought out Fred’s Business Lead Coaching. After I enrolled, I was happy to find how easy it was to put his suggestions into action. Within a month I had 10 new leads and was in the process of closing 2 of them.”
A good strategy here is to imagine the testimonial you want and then work backwards to come up with the questions you ask your clients that lead to that testimonial.
Try it out and let me know what you come up with.