Testimonials to get you more business

It is a wise customer who asks to view your testimonials regarding the sort of service they would like delivered themselves. Clients want to know that you are not only capable of doing what they expect, but that you are highly regarded by those for whom you’ve already performed that service.

“Wow, I really like this one,” says a new client, studying references from our portfolio. This is the sort of work we’d like you to do with us.

What other clients say about your work with them is one of your most persuasive tools to seal a new deal. It makes winning new business easy, as your customers, through their letters, do all the selling for you. Even if a new client does not ask to see references, this is too valuable an opportunity to pass by. Testimonials help prospects in their decision process as to whether they want to go ahead and engage your services.

Benefits to you

There are just too many benefits of quality reference letters, to ignore this vital marketing strategy:

• Testimonials win you new business – when others say things about you it is more persuasive than when you say them yourself
• References sell the client on you – it helps them envision a successful future because of your successful past

  "A good reputation is more valuable than money" Publilius Sylus

• Constructive feedback
• Insight into client requirements
• Provides a client perspective on your inventory of services
• You can continue to use the same tools time and time again – being very helpful when you have to sell yourself frequently
• Continue to build good relationships with your client, as you show interest in their feedback Increase the value people perceive from your services - clients better understand the reasons behind the rates you charge

Benefits to your clients

Your clients find reading through your testimonials highly beneficial because they:

• Provide strong word-of-mouth recommendations
• Demonstrate your capabilities and the benchmark they can expect from your services
• Give them confidence you’ll put effort into building good relationships with them as you have previously
• Expect an opportunity to give you feedback regarding your service to them – people usually like to help

Why not do it yourself?

The whole process of collecting testimonials can be incredibly frustrating, with people not getting back to you as well as the frequent problem of playing ‘phone tag’. Then there is the inconvenience of receiving interrupting phone calls and emails. It can be a time-consuming process if you don’t have an efficient method. The headaches involved are better passed to someone with a professional and painless procedure.

In Seth Godin’s book ‘Purple Cow’ he notes, “Your references are your resumé. A standard resumé is nothing but an opportunity for a prospective employer to turn you down. A sheaf of over-the-top references, on the other hand, begs for a meeting.”

Don’t wait

If you are putting off getting letters of recommendation because you haven’t had a prospect ask you for one, you are missing an enormous business opportunity. You are also risking prospective clients not being willing to pay your business rates because they don’t perceive the value they’ll be receiving.

Contact us on 9271 7661 to utilize our carefully designed method for collecting testimonials from your clients.

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