Pro Tips For Getting & Using Testimonials WHEN TO ASK Whenever a client expresses that they're happy with your services, results, communication, whatever it may be - you should be asking them for a testimonial at that moment. Don't delay as you never know how they're going to feel later on. I've had some really good clients refuse to give a testimonial because we started to see a bad quarter and they were no longer happy - even if they're still up 200% from when they started. This will give you a large collection of testimonies about different topics. For example, I have some talking about our communication, our technical understanding of the work we do, the results we get, etc, etc. You may even have clients willing to give you multiple testimonials at different points of you working together about different things. USING YOUR TESTIMONIALS IN PROPOSALS However you're selling: sending a document, doing a screen-share, closing by sending an email (dear god do not do this) you now have a collection of testimonials you can use. Not only that, but you can include ones that are specific to the needs of that prospective client. Did they complain about confusing reporting or bad communication from their previous agency? Don't just say your policy around reporting and communication. Have your first 1-2 testimonials that you share be about that. Are they worried about results because they have small budget? Share a results-based testimonial from a client that was in a similar situation. USING TESTIMONIALS TO UPSELL CURRENT CLIENTS BY ASKING FOR A TESTIMONIAL Confused? Me too. I couldn't come up with a sexy new phrase for this so maybe let's go with "turning your testimonials into steroid-induced selling machines" Eh, nevermind. When asking a client for a testimonial, share an example or two of testimonials to them. This gives them an idea of what it will look like and they may use a similar format to make it easier on themselves. BUT wait, there's more. Don't just send ANY testimonial. Send testimonials talking about the results you've gotten clients with for a DIFFERENT SERVICE Are you asking an SEO client for a testimonial? Share examples of your FB ads, web design, PPC, etc. service testimonials. Choose a service that you think would be a good fit for them. At this moment, they're happy with your services and you've started to sell them on another service without saying a word about it. If they're a fairly new client, I would just use this to plant a seed for later conversations. If they've been a client for a while, I would move to have the conversation about signing them up for that service soon after I get the testimonial back. Chances are, if they've already been a client for a while and are currently happy enough to give you a testimonial, when they see another service you offer, they'll probably, at the very least, ponder if that could generate results too. Just my $0. 02
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