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Get more client testimonials with the listen and ask technique

Want more client testimonials?

Many professionals struggle with the idea of soliciting client testimonials. They find it difficult to ask for a testimonial – they feel uncomfortable asking, they’re worried about putting their client on the spot, and/ or they don’t know exactly what to say or how to best approach the subject.

But testimonials are extremely important to any business. Testimonials serve as social proof, indicating to prospects that others like them have used your services and were pleased. They help you build confidence and trust with potential clients.

Testimonials also make your marketing communications come alive. They increase the “believability factor” and the credibility of your company or service offering.

When people are unsure of a particular product or service, they look to others for direction. Providing prospects with a number of relevant testimonials can easily sway their buying decision favorably in your court.

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So now the question is, “How do I ask for testimonials in a way that’s natural and doesn’t put the client on the spot?”

The Listen and Ask Technique

I’m going to share with you what I think is one of the most effective methods around. It’s called the Listen and Ask Technique.

Let’s say a client, Jon, emails you one day: “Thanks so much for your flawless attention to detail and for being available whenever we needed you. I haven’t worked with many companies on the same caliber as you.”

I’m sure you’ve received kind comments like this in the past. But have you been taking full advantage of the opportunity afforded to you when this occurs?

Here’s what your response to Jon should be: “It was such a pleasure working with you, Jon, and I appreciate your business. By the way, would you mind if I use your comments as a testimonial?”

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See how natural this is? The Listen and Ask technique is fantastic because it captures testimonials naturally from positive client experiences. You don’t feel uncomfortable and you’re not putting the client on the spot to give you a testimonial.

By simply “listening” and “asking” you’ll be surprised at how many great testimonials you’ll easily capture.

Written By

Matthew Collis is part of the Sales and Marketing Team at IXACT Contact Solutions Inc., a leading North American real estate CRM firm. In addition to overseeing many of IXACT Contact’s key sales and marketing programs, Matthew works with REALTORS® to help them achieve their real estate goals through effective contact management and relationship marketing. IXACT Contact is a web-based real estate contact management and marketing system that helps REALTORS® better manage and grow their business. The system includes powerful email marketing capabilities and a professionally designed and written monthly e-Newsletter.

32 Comments

32 Comments

  1. Ken Brand

    January 17, 2012 at 3:56 pm

    Amen brother, it's a simple as you've shared. Great advice. Thanks for sharing.

  2. Matt Thomson

    January 17, 2012 at 5:29 pm

    Yeah, but what if none of my clients have ever just said nice things about me? Then what do I…?
    Oh, never mind.

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