A glowing testimonial from a happy client or customer is one of the best adverts you can have for your business. It carries far more weight than anything you can say yourself. However, all testimonials are not equal, and there’s a technique for getting the best ones.
The following seven techniques are designed to make it easier for you to get conversion-focused testimonials from your clients.
1. Strike While The Iron Is Hot – Get a testimonial from your client or customer as soon as you can, or right after they use your product or service. This is when they are at their happiness and most motivated to write a glowing testimonial.
2. Make Suggestions – Don’t be afraid to suggest what you would like customers to say. Ask them to include your unique selling point or points (USP). For example, if your USP is a personal and friendly service, then ask for this to be included in the testimonial.
3. Be Specific – Ask your customers to be very specific in their testimonials. For example, saying that a 15-page report has been written and delivered within 24 hours, is much more impressive that saying you have prompt service. Avoid generalisations where possible.
4. Ask for a Photo or Video – Always try to get a photo or video from your client as this lends credibility and authenticity. This helps to bring testimonials to life and makes them much more appealing and personal.
5. Get Permission – It’s important to ask for customers’ permission to use their testimonials in your adverts especially if they have sent a personal letter or email to you. This is just old-fashioned manners and politeness – and they may want to add to what they’ve written.
6. Reciprocity – Offer them something of value in return, such as a discount or free ticket or bottle of wine.
Or alternatively, offer to provide a link to their business website or to mention the book they have written.
7. Location – Ask them if you can include their location they live in. Addresses, along with photos and websites, increase the believability of a testimonial, especially if they are recognised by their peers.
7. Write It For Them – Although this may sound controversial, don’t be afraid to write a testimonial for them. If they are busy, suggest that you save them time by drafting a statement for them. This is the ultimate win: win. They can make any changes they wish, and you get the testimonial written in good time.