Powerful social proof
Testimonials are powerful “social proof” indicators that can be tremendously influential on prospects. We all want testimonials from clients (or at least we should) because they build confidence among prospects and help us build both trust and credibility.
But testimonials don’t just happen. You need to be proactive. Below are three ways you can get more client testimonials:
One: seed planting
Plant a seed. Make sure clients know you are open to receiving testimonials by planting a seed. One way to do this is to show your clients some of your testimonials and say something like, “I’ve gotten some great testimonials over the years that I’m very proud of. I’d love to show you my most recent list…”
Two: unique technique
Use the listen and ask technique. Listen to client testimonials that come naturally – either verbally or through email (“Thanks Bob for showing us that home on Saturday. You’ve really made a big effort to understand what we’re looking for.”). Reply by thanking the client and asking if it’s ok if you use their comment as a testimonial.
Three: buddy up, friend
Make feedback your friend. Ask clients for honest feedback on your services. If a client praises you and says something positive, ask permission to use their comment as a testimonial. Note: don’t be afraid of negative feedback. Use it as a learning experience because in the end, negative feedback will help you improve as a professional. Welcome it with open arms and don’t be defensive. Here is a great article that will give you some tips on how to handle and respond to criticism: 7 tips for handling criticism, no matter how harsh.
Ultimately, you need to focus the most on making sure you do a great job for all of your clients. Once you’ve provided them with a fantastic experience, use the tips above to grow your testimonials.