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Testimonials - When Clients Tell You How Much They Love You
| Guest post by: Therese Skelly |
Article Overview: It's been said that one of the most powerful marketing tools is the use of credibility enhancing testimonials. The problem though is that most of us either aren't asking our clients to share what worked for them, or if we do it's not done in a way that is the most effective. To get a great testimonial you may have to first write down the questions and have them fill them out, or actually capture the words they say when they start raving about you. How often has someone told you what a great result they got from your work? In that moment, just say to them, "Hey...would you mind if I wrote that down so I can use it in my marketing materials? I'm always collecting success stories so I would really appreciate it if I could use yours. Just learn to ask!
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Free Download - Three mind traps that keep you playing small in life and business. By Therese Skelly |
Testimonials - When Clients Tell You How Much They Love You
Testimonials... available for the asking...
Hey, it's summer. Business may be slower or you may be in a mode to 'ramp up' before the fall, so how about starting with getting some better or more current "love notes" from past clients. Let me give you a few tips on this today.
It's been said that one of the most powerful marketing tools is the use of credibility enhancing testimonials. The problem though is that most of us either aren't asking our clients to share what worked for them, or if we do it's not done in a way that is the most effective.
The first place I'll start is the "why" question. Why in the world to use testimonials. Two words - SOCIAL PROOF. The theory is that having other people endorse you is proof that you do what you say and deliver great results. You could shout from the rooftops how terrific you are, but having five happy clients on your website telling about their experience and results is ten times more powerful.
Next is the mindset of being OK with asking because for some business owners, this is a bit uncomfortable. Please know this....people want you to succeed! Your clients would love to help you get new referrals and most everyone is more than happy to help. All you have to do is get okay with the asking part.
Now let's talk about the elements of a great testimonial. What you want to cover is the progression of where they were, how that was costing or hurting them, what they did with you and how they are doing better afterward.
The problem is that if you ask most people for a testimonial, you'll get something like this:
Working with John has been a great experience. I have much more clarity now, so know I'm right on track to meet my goals. Thanks for doing such a great job, John.
To get a great testimonial you may have to first write down the questions and have them fill them out, or actually capture the words they say when they start raving about you. How often has someone told you what a great result they got from your work? In that moment, just say to them, "Hey...would you mind if I wrote that down so I can use it in my marketing materials? I'm always collecting success stories so I would really appreciate it if I could use yours."
After they write it down for you, if it's a little sparse or not results-laden enough, just have a conversation and ask them to clarify. So the testimonial above would morph into this if done right?
When I first came to see John, my business had lost money from the previous year and my savings account was quickly getting depleted. I was feeling frustrated and a bit hopeless; having tried everything I could to turn things around but to no avail. Working with John is his Productivity Coaching Program, I have now added five new clients in the last 90 days which has generated me an additional $60,000 in revenue. I'm feeling confident and have a clear plan for how to replicate that month after month.
Did you notice how much more specific this one is? There is the problem, the pain, the work and then the results. Focusing on results and monetizing that if possible is the biggest thing you want. What prospective client wouldn't see this and think that John is a super hero!
Where to put your testimonials? Everywhere! On your home page and every single page of your site you'll want to have these credibility enhancing tools. You could make a "case studies" page and use the story telling format as a testimonial. That's just your site, but if someone sends you a testimonial, you could share it on a newsletter, Facebook and for sure on LinkedIn. Of course it's appropriate for business cards, flyers and brochures as well.
And the best thing to do? Get your clients to do a video testimonial. That way folks can see that they are real and raving about you. If not video you can always use audio or written, but the most important thing here.....
YOU GOTTA ASK!
So my challenge to you is to go out this week and ask your top five clients to write something up. It's also a good idea to regularly refresh these, so keep a file to rotate in and out. And one final thing...the testimonials have to be relevant. Meaning, if someone worked with you ten years ago and someone asked them today about your services, would they say the same thing? Keep 'em fresh!
Therese Skelly
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Referred by: http://www.4-dsuccess.com
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About the Author: Therese Skelly RSS for Therese's articles - Visit Therese's website Making the move from a self-employed therapist, to now a Business Owner as a Business Coach & Marketing Strategist, and Mindset Expert, Therese knows first hand the challenges of stepping outside some comfort zone to create the life of your dreams. She has helped hundreds of individuals move past what they thought possible for themselves to realize levels of personal and professional success that they hadn't dreamed of before. She does this by moving her clients through mindset blocks, and creating powerful marketing and business strategies. In fact, it's not uncommon for a client to have a session with Therese and walk away with a whole new business model or product offering, because Therese has an uncanny way of seeing profit potential. Therese speaks regularly on both professional and personal growth issues, and is always popular with audiences because of her humor, engaging style, inspiring examples and knowledge base. She lives in Scottsdale, Arizona with her two sons, Danny and John, and tries to get to the beach every chance she can. Passions for Therese are singing, learning, travelling, and of course, eating really great food! Contact her at 602 369 0091 Click here to visit Therese's website   Three mind traps that keep you playing small in life and business Five Strategies to Help you Break Free of What is Standing Between You and Your Success The Many Mindset Traps of an Entrepreneur Misconceptions Turning around the stress in your business telling yourself the truth Unleashing the Expert Within |
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- Hi Martin,
You missed out on the most essential community that helps you grow - Your Clients. Well, I believe that my Initial Clients have been the ones who have given me the moments of 'aha' in my business. They have stood by me even when I was a starter and that has helped me shape and build my stand. They have helped me grow as an entrepreneur, learn to have loads of patience and make the most of what comes across. They have also helped me to strengthen me as a person.
btw, personally speaking, my Grandfather always kept me on track and lent me emotional support when I was down in any matter - be it business or otherwise.
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- Tami,
Do you have any clients from Eastern Canada?
I was wondering if Coaching Clients from either Coast was any different. Also is it different coaching women entrepreneurs vs. males?
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- Love it - thanks GT!
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- Love that one - thanks GT!
Dramatized the product
- Tough one...
It's going to have t be a mix of different media.
1. Testimonials of current owners of the product and how it's helped them. This can be done thru Video and print
2. Somehow I believe there will have to be Video of it being "dramatized"
3. People of influence will have to support or sponsor the product.
just some that came to mind..
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