Whenever someone buys a product or service there’s always the worry that it could be a waste of their money, time, or worse.
Testimonials help reduce this risk for people by providing proof that you will do what you say you will do. They help to reassuring people that buying from you is a good decision, and this will result in you making more sales.
Whenever possible you should try to get testimonials - you can never have too many!
How to ask for testimonials
If you know that you have made a client happy, then it is a great time to ask for a testimonial…
“I’m really pleased that you’re happy with what we’ve done for you. As a small favour in return, would you be willing to provide us with a simple testimonial letter for our testimonial folder?”
If they seem unsure about what to do, offer to draft a few sentences which you can then email over to them for their approval.
After you’ve got a testimonial from a client, remember to thank them – what they’ve just given you could bring in thousands of pounds of new business. Maybe even consider sending them a small gift to show your appreciation.
How to best use your testimonials
Display them where they will be seen
Put your testimonials into presentation folders and display them in your reception and meeting rooms or give them to your team when they go out to meetings.
Ensure that visitors to your office actually read your files by not having any other reading material placed with them and engineer a couple of minutes ‘waiting time’ when they have nothing else to do but browse through the file.
Use them in your marketing material
Testimonials can help add credibility to your marketing material. You can use them in brochures, leaflets, direct mailings, adverts, on your website, in email sign offs etc.
Include them in every proposal or quotation
This will help to minimise the risk your customers may feel when purchasing from you.
Create a success story
If you have a particularly good testimonial which you think could be expanded, ask the client if you can create a more detailed success story to describe how you have helped them.