Collect Testimonials
|
| Tweet |
|
Free PDF Download Banks Cant Sell - By Donald F. Pooley |
One of the most powerful techniques top advertisers use to convince us to buy is to cite testimonials obtained from satisfied customers.
You can do the same.
And by doing so, not only can you enhance your perceived value to your clients, but prepare them to offer referrals.
Collecting testimonials is amazingly simple!
Listen for words of praise during and interview. Things like "You're doing a great job!"
Respond by saying, "Thank you. May I quote you on that?"
Most clients will say, "Sure, but why would you want to?"
And you answer, "I'm collecting testimonials to use in a letter I'm writing to someone who was referred to me. But we'll talk about that later."
At the end of the interview, after you've summarized it for your client, say, "Oh, yes. I almost forgot about the testimonials I touched on earlier. Now I'd like to write down what you said earlier about my work---'You're doing a great job!' was one of your comments, as I remember. What were some of the others?"
As they think about how you've helped them, their perception of your value to them is recalled, and thus enhanced.
Don't push it, though. If they can't think of any more say, "Thank you very much. Your comments are much appreciated. May I show you the letter that includes them, before I send it out? Just to make sure I don't misquote you?"
Assuming the answer is "Sure" your client now expects you to meet with him again to show him your referral letter with his favourable comments in it. Which should help him to think of people he knows who should get that letter.
Keep collecting testimonials. You can use them in your website, brochure, letters to clients, etc.
Third-party praise is a powerful convincer. So collect as many testimonials as you can, and keep on doing it.
Related Articles
|
Free PDF Download Banks Cant Sell - By Donald F. Pooley |
|
About the Author: Donald F. Pooley RSS for Donald's articles - Visit Donald's website Don Pooley, the author of this article, allows you to publish it if you include these credit lines: Copyright 2005, Donald F. Pooley, Inc. Don Pooley CLU, CFP, CHFC, "The Advisor's Advisor" has shared his marketing know-how with audiences of life insurance men in all major Canadian cities, London, Australia, Chicago, New York, San Francisco, Hong Kong, and Singapore, and now in his free ezine. To get more ideas on marketing your services, plus free ebooks, subscribe now at http://www.eTIP.ca/ Click here to visit Donald's website. Cold Call Clues Start a Referral Club Prospecting TIP Ezine Alternatives continued from last issue Are You Relationship Marketing |
Related Forum Posts
Share this article. Fund someone's dream.
Share this post and you'll help support entrepreneurs in Africa through our partnership with Kiva.
Over $50,000 raised and counting - Please keep sharing! Learn more.
Featured
Expert
ExpertTrending Articles
|
|
|
|
|
|
|
|
|
|
|
|
Like this page? PLEASE +1 it! |
Newsletter
Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
Popular Articles
How Dealing with Difficult People affects you?
What the Best CEOs Know by Jeffrey Krames
What Is A Solo Entrepreneur?
How Dealing with Difficult People affects you?
What the Best CEOs Know by Jeffrey Krames
What Is A Solo Entrepreneur?
Suggestions
Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.
Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.







