How to ask for a testimonial

Originally Posted by Calvin I'm wanting to put a few pages of written testiomials in my presentation book. What's the best way to go about asking for a testimonial? What do you say to the client?

Calvin, I have just started a testimonial drive myself. The way that I have approached it is to choose those clients that I have achieved some recent success with and send them a letter. I say in the letter that I would appreciate some feedback on the work I have been doing with them. I enclose a form with some questions relating to my services and ask them to answer one or all of the questions. The questions are posed in a way that the answers will address specific benefits that I have provided to them. At the end of the form I provide a box for them to tick to indicate whether they are happy for me to quote them in my own marketing material. I also enclose a reply paid envelope for them to use for sending back the completed form.

My aim is to make the whole process as quick and simple as possible for my client.

When I receive the testimonials (fingers crossed) I will be sending a thankyou letter.

You could try a similar approach by email, however, if you have your customer's postal address, the personal touch might just do the trick.

Hope this helps.

All the Best

Stephen

Stephen, I used a similar technique only the questions were on a self-addressed stamped postcard.

I also used this concept for referrals.

They were called, "Quick-Referral Card" and "Quick-Testimonial Card."

Originally Posted by Jolly Roger Stephen, I used a similar technique only the questions were on a self-addressed stamped postcard. I also used this concept for referrals. They were called, "Quick-Referral Card" and "Quick-Tetimonial Card."

Excellent idea. The easier you make it for your client to respond, the greater the chance they will.

Jolly Roger -

That is a great idea, and it's a good answer for Rainmaker's non-email using customers.

Hopefully, even though they have rotary phones, they do have mail service!

Hello,
Right from the beginning of the engagement I ask clients to keep a journal called the "Client Impact Report". This is part of my terms and conditions of doing business. This is basically the deliverable clients are expected to produce by the end of the project.

The problem with the traditional way of getting testimonials is that after the project is completed and clients are happy, they move on to dealing with the next challenges in their lives, leaving you high and dry.

Therefore it is vitally important that producing this Client Impact Report is an important part of the engagement.

This is the breakdown in the Client Impact Report

What I Learnt

What I Achieved

• Quantitative Achievements
• Qualitative Achievements
• Personal Achievements

What I Appreciated

What I Suggest for Improvement

This way clients better feel that what we do is true collaboration and not a "do it for me" gig.

Cheers

Tom

Originally Posted by Jolly Roger Stephen, I used a similar technique only the questions were on a self-addressed stamped postcard. I also used this concept for referrals. They were called, "Quick-Referral Card" and "Quick-Testimonial Card."

Excellent idea! I've relied solely on email since most of my real estate clients are internet savvy and actually prefer communicating this way. However, there is a great, personal quality that goes along with a hand written note of "Thanks" after the sale that I find is an appropriate time for requesting a testimonial. The self-addressed post card is a great way to make sure that request actually gets back to you. I plan on integrating it into my Lead Generation system. Thanks for the idea!

To answer the question and thinking completely in simple terms:


Just ask for one!

That never hurts. You have nothing to lose and a great tool to build your credibility. Just obviously be sure to ask from satisfied and better yet if they have been long time loyal customers for you.

In every sale there is a bottom line that you know as the salesperson. You know how far you can go. The problem that some sales people make is not justifying a price drop. The price is XXX.......Customer says I'll give you*** (If it falls within the parameters of a profit then say) "Well look, my boss said okay on one condition..........We're going to call you in a month and want your HONEST testimonial. Hey if they write you a good one, great. If they don't, well whatever. Over time you will get some nice ones that you can include as examples of other "Savvy" people who took advantage of your price drop.

I know many copywriters who call the person, take notes and develop a testimonial. They email it to the person to get their approval. If the person is 'ok' with it, then they're set with something that's powerfully worded.
I know there will be a chapter addressing this topic in Million Dollar Marketing Secrets being published this fall.

Susan

Originally Posted by susana I know many copywriters who call the person, take notes and develop a testimonial. They email it to the person to get their approval. If the person is 'ok' with it, then they're set with something that's powerfully worded. I know there will be a chapter addressing this topic in Million Dollar Marketing Secrets being published this fall. Susan

That seems like an unusual process. It surprises me. As a business owner I would want to call my clients personally to ask for a testimonial, rather than have my copywriter do it for me. It would be much more personal, and I think my clients would be more appreciative.