How To Get Testimonials That Really Work
Getting a client to write a testimonial can be tough – even if they’re your number one fan.
This is because people generally hate writing. And they fear sounding dumb even more.
But you gotta have testimonials!
You can talk all day how wonderful you are. But when people hear the same thing from someone else, NOW it becomes believable.
4 Testimonial Tips You Need To Know:
1. Do not ask you client: “Can you write a testimonial about me”
You won’t get any replies. Instead, send a form with four or five leading questions that cannot be answered with ‘yes’ or ‘no’. If you use mail, include a stamped, self-addressed envelope along with a nice letter.
Bad example: “Did we do a good job?”
Better: “What did you like best about our job [or product]?”
Phrasing your questions like this will get much better comments.
2. Long testimonials are better than short ones
Saying “…fabulous…” or “…excellent, wonderful” looks suspiciously faked and skillfully edited. I call these ‘movie review’ testimonials.
Full sentences – two or three of them – come across as more believable and sincere.
3. Specific, detailed testimonials are better than general or superlative testimonials.
Bad example: “We are very pleased with your product.”
Better: “It’s hard to find a company like yours that really cares about the customer. Thanks for…”
The prospects you’re trying to sell probably have the same problems you solved for your current customer. Let Mr. Customer tell Mr. Prospect how your company came to his rescue.
4. Always use full attribution. Use their full names PLUS the city and state they live in.
Bad example: “D.G. in Indiana” or simply saying, “David G.”
Better: David Gruttadaurio, Princeton, Indiana
People will be more likely to believe it’s a real testimonial if you provide full disclosure.
NOTE: You must get written permission! Even this should be done in a non-threatening way to your client.
Don’t ask, “Can I use your testimonial?” Instead ask, “Can I use your name and tell people you are a happy customer?”
Testimonials are one of the eight Involvement Triggers used in Exceptional Living client newsletter. Discover the other seven. Click here.
Taking action just feel right.
- David Gruttadaurio
“The Print Newsletter Expert”
Copyright 2010
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