The Client Testimonial

Everyone who desires to get new clients likes to refer to their own client testimonials. When we do a great job for a client that results in positive results we often request these testimonials but are disappointed when they don’t arrive. Adding to this dilemma is the perception that the follow up request is selfishly about us. We also get positive testimonials that are lacking in details relating to the benefits we provided.

After experiencing all of this in my sales career I made a significant change that provided results. First instead of asking for testimonials at the “end” of the engagement I started asking at the “beginning”. “If at the end of our engagement you are happy with our services would you be kind enough to provide us with a testimonial?” This provided a few significant benefits:

• A reminder throughout the engagement of our “agreement” to get a testimonial if they are happy with our performance

• I found that clients like us having an additional incentive to meet their expectations beyond just getting paid

Then at the end once you remind them of our “deal” ask them to describe the outcome you provided so you increase the likelihood that these details are included in your testimonial as “they did a good job” is never compelling enough to convince others considering your services.

I hope you find these sales tips helpful and always desire your feedback.