Client Testimonials Can Make You Money Now

Client testimonials are one of the most powerful marketing tools solo entrepreneurs can use.  Did you know that they can help you attract new clients, increase customer confidence and generate a positive “buzz” about you and your services?  (Actually, those are just a few of their marketing uses.)

Human nature gives testimonials such power because we love discovering what one person thinks of another – especially when it’s positive!  It’s the same dynamic that makes gossip so hard to resist.  As a professional coach, you want the positive “gossip” that testimonials provide because you can use that information to promote yourself, your services and products, to call attention to your strengths and to distinguish yourself from your competitors.   

Testimonials also are powerful because they are first-person accounts: when a client makes a positive statement about you and backs it up with his or her name and contact information, it enhances your credibility.

In addition, written testimonials are fabulously flexible.  They can be used powerfully on your website, in printed and electronic promotional materials, following the signature line of your emails and in many other ways and places.  Once you have obtained testimonials from your clients, you will think of a hundred places to use them!  For grins, check out http://www.aliciasmith.com/testimonials.htm where you will see a slew of testimonials sorted by product or service.

Now that we have established the value of client testimonials, here are a few dos and don’ts to guide you as you obtain and use them to grow your business.

DO strike while the iron is hot.  Make your requests shortly after the client has experienced your product or service and that experience is fresh on their mind.

DO let your clients know the benefits to them of providing testimonials that will be used on your website(s), such as:

• increased exposure for their business, thanks to internet serendipity;
• increased website traffic and/or business for them, generated by a link from your website to theirs;
• enhanced standing among search engines, due to more internet exposure; and
• that genuinely warm feeling that comes from helping another “solopreneur”!
  

DO obtain your clients’ permission to use their full name and email address because it will give your testimonials a great deal more credibility.

Let’s assume I have written a glowing testimonial for someone whose services I use.  Now compare the impact of these two testimonial signatures:

“Alicia, Coach”  
or
Alicia Smith, Business Coach and DISC NinjaMT - www.DISCNinja.com - info@aliciasmith.com.

The second is far more powerful.  Why?  By having not only the person's full name, email address, web address and (when appropriate) company name and position, you have gained enormous credibility.

DO utilize honest (verbatim) testimonials that speak to what your potential clients will most want to know about you, including (but not limited to!) why you are such a fantastic coach and why you, your services and your products are so special.

DO ask permission to edit your client's quotes if they are too long (sometimes you can end up with several great quotes from the same person) or not specific enough.  Your client's want to help and will be happy to support you.

DO ask for a photograph that you can use in your marketing.

DO store your client testimonials in an Excel spreadsheet so that you can find them easily.  You may want to organize them by client name, service or product.  I like Excel since I can easily sort the quotes.

DON’T (ever) use fictional testimonials because they can destroy your credibility.

The next step is to obtain testimonials from your clients. Here are the basic steps and some questions to get you started.   

Begin by sending your clients a friendly email stating that you are seeking a testimonial you can use in your marketing. Personalize your communication as much as possible.

For example, your letter may begin,

“Dear Jim: Last month, you participated in my teleclass, (name of class). I certainly hope you found the class to be helpful. Because I am revamping my marketing materials, I am writing to ask you a favor: I would deeply appreciate it if you would take a few minutes to answer the questions below.”

Be sure to work into your letter the benefits to these clients of providing testimonials that will be used on your website.

You may want to ask your clients some of the following questions (or variations).  Customize each email with the name of the product or service the client purchased.  When a client has purchased more than one product or service, send a separate email request for each. Spread these request out.

• What first attracted you to (name the teleclass, internet course, product or service the client purchased) and why did you decide to purchase it?
• What was the most beneficial tool, concept or idea that you gained from (the product or service)?
• How are you currently utilizing (the product or service in your business and/or life)?
• Has it saved you and your business time, money or energy?  If so, in what way(s)?
• Why would you recommend (the product or service) to your associates, colleagues or clients?
• What would you like to say to someone who is considering purchasing (the product or service)?
  

Why ask for more than their testimonial?  What purpose do these other questions serve?

1.  The questions can help bring to surface the key points your client's will share in their testimonial.

2.  You can use the words and descriptions given in creating web and marketing copy that speaks to the end users of your products and services.

You now have the basic information you need to obtain client testimonials.  You can use these testimonials to power up your business and Make Money Now!

Here’s a very important final tip:

Once you begin to receive testimonials from your clients, be absolutely sure to enjoy the wonderful things they say about you!  You deserve the praise!
 
P.S.  Are you ready to Make Money Now?  Then join the many Marketing Marathon students that have gone before you.  To read what they have to say visit the site now.  Surprise... there are testimonials on the first page and another link to a second page of testimonials as well at www.90DayMarketingMarathon.com.  

The day you register is the day you begin.  What's stopping you from having it all?  For one low price you get an email lesson a day, 60 well thought out and succinct lessons as well as an “all in one” 90 Day Marketing Marathon eBook.

---

Read what two students have created as a result of just a couple of lessons from www.90DayMarketingMarathon.com:



 

---