All entrepreneurs need to focus on getting testimonials from their raving clients. Testimonials are a form of social proof – a way for potential clients to learn more about your business through the successes of your current and past customers.
But how can you get high-quality testimonials that show how you have helped your past and current clients?
In this video strategy, I share with you four tips on getting high-quality testimonials from your clients. If you follow these steps, you will get testimonials that will do the selling for you!
Jill Celeste Transcript: Getting High-Quality Testimonials
Today I want to talk to you about getting high-quality testimonials. This is a really important strategy that you need to embrace right away because testimonials are super important for your business. They are your social proof. Basically what’s great about a testimonial is instead of you telling everyone how great your programs and services are, you have someone else saying it – and that is way more believable than you saying it all the time.
Another cool thing about testimonials is that they make you feel good about yourself. If you’re having a low day or you’re thinking “Jeez, why am I doing this?”, reading your testimonials will put you right back into that vortex, and you will proceed with “guns a-blazing” in your business.
Don’t wait to ask for a testimonial
Let’s talk about how you can get high-quality testimonials that’ll help you with your marketing. The first thing I want you to remember is that you don’t have to wait until the end of your time with your client to get your testimonials. A lot of people make that mistake. They feel like the person has to finish her six-month package, or finish the online program, or stop using the product before you can get a testimonial. Really the best thing to do is to get the testimonial during that process, especially if your client or customer has had a great result – some kind of big win while he or she has been working with you.
First of all they’re going to be super excited and be willing to give you that testimonial because they’re experiencing such a great result and that great result can be a big part of that testimonial. It’s a great form of social proof. Don’t wait to the end; feel free to contact your clients in the middle of that experience and get the testimonials from them at that time.
Make it easy to give you a testimonial
The second thing I want to encourage you to do is to make the testimonial process as easy as possible for your clients. Here’s the thing: most of your clients are going to be like, “Yeah, great, I’ll be happy to give you a testimonial!” They really don’t know what to say, and it’s not a top priority on their list of things to do. You want to make it super easy for them. This is what I do, and I’ve have had great success with this.
I’ve created a four- to five-question survey. I use Infusionsoft, but you can do it on SurveyMonkey. I email my clients and say “Hey, would you mind filling out this survey about your experience with me? Then I’ll take your answers and I’ll put it in a testimonial paragraph or two”. Basically I finesse the answers into something that is readable. Then I say, “I’ll give it back to you so you can approve it and let me know you’re ready to go”.
Most people will just jump on this because answering a set of survey questions, even in bullet points, is way faster than trying to come up with a paragraph or two. Of course, you want to have integrity and not change the words of the testimonial. Basically you’re just taking the information they’re providing you and putting it into a very reader-friendly format. If you can’t do that yourself, send it off to writer. Use the survey to help guide your clients’ responses without the pressure of a perfectly crafted paragraph.
Another thing I do is go out and find the photo. Most of my clients in my industry have a professional photo or a nice photo that they’ve used on their LinkedIn profile or on their website. I just go and swipe it off and that way I don’t have to ask for the photo. Again I ask for permission to use the photo, but there’s a difference between asking for permission on something you already have, than asking for something that they have to give you. That’s where the disconnect can happen. Go out and look for your client’s photos on LinkedIn or maybe on their website. Go ahead and copy it off there and that way you don’t have to pester them for it. You can say “Hey, I got the photo here and here’s the testimonial. Do you approve it? Great!” That’s my process for making it super easy, and you’re welcome to benchmark that as well.
Use before and after statements
Another thing you need to know about high-quality testimonials is what makes a high-quality testimonial. This is really important because a lot of people will say “Oh, Jill was great to work with, she was a lot of fun, I was learning a lot”. They think that’s a great testimonial but really you want a testimonial that’s going to convince your future clients to work with you. You want to make sure the testimonial has a before and after statement. For example: Before I started working with Jill my marketing was a disorganized mess, and after working with Jill, I know exactly what to do with my marketing.
The before statement is capturing where your future clients are now so they’re going to resonant with that. Make sure you have that before and after statement so that people can really understand what it is that you did and the changes you helped in your client’s life.
Another thing that makes a high-quality testimonial is to provide statistics, data or concrete numbers. I have a testimonial on my website where the person says I helped them grow triple their email list. That’s a real specific number people can wrap their arms around it. If you help them increase sales by a certain percentage, or they got this many new clients, or they made this much money, make sure the testimonial includes this data.
Using social media to get testimonials
You can also use social media to get testimonials. Facebook, Google and Yelp all have opportunities for people to leave reviews. Depending on your type of business, such as a brick-and-mortar business, social media sites may be the more appropriate place to get testimonials. Another tool is LinkedIn recommendations. If you’re using LinkedIn heavily, then ask people to do the LinkedIn recommendation, and then from there, you can make the recommendation into a testimonial.
Depending on your business it may be advantageous to check out the social media aspect of the reviews and recommendations. Get those first, and then reuse and repurpose those on your website. That’s just a little extra tip there that I hope will help you.
Photo courtesy of Eva Rinaldi
I invite you to check out the Celestial Marketing Academy. It’s specifically designed for purpose-driven entrepreneurs (like you!) who want to become the Director of Marketing for their businesses. Through monthly curriculum and support, you will learn how to market your gifts and passion with the world. Click here to learn more about the Celestial Marketing Academy.