Client testimonials can be one of the most powerful tools for attracting potential clients to your business – but they must be created correctly, or they will feel generic and stale. I know you have experienced testimonials that missed the mark – Working with Suzie was great; Suzie did a great job; I like working at Suzie’s place; I recommend Suzie – this hardly makes people want to run out and work with you. There are specific steps to take that will harness the power of your client’s experience. Never assume your clients will figure it out – be clear and precise about exactly what you want.
Ask The Right Questions
To get the testimonials you are looking for, the thing that matters most is asking the right questions. The more explicit you are with what you want, the more likely you will get a testimonial that will help you tell your client’s story of working with you. These are the specific questions that I ask my clients:
- Can you state your name, who you are, what you do, and where you are from? For instance, Hi, my name is Suzie; I’m a business owner; I am known as the Growth Architect, and I live in Los Angeles.
- What problem did you have when you came to me? When someone comes to me, the answer to this question typically revolves around answers like – my business was not growing consistently; I could not accurately articulate what my business is about and what we do; I needed to scale my business; I lacked strategy and was overwhelmed. This question is critical because it allows others to relate to the struggles of others and see that you can help them, too.
- Now that we have worked together, where are you now? This question allows clients to expound on how you met them, where they were when you started working with them, and how you helped them solve their problems.
- What would you tell someone who wants to work with me? This final question matters because it lets prospective clients know what to expect when they sign on with you and answers the question — why you?
Encourage True Feelings
When clients provide testimonials, you must encourage them to be honest. The more passionate and genuine they are about the experience, the more likely their words will connect with others. If it was overwhelming – say it was overwhelming. If it was intense – say it was intense. If they are excited – say you are excited. We are not in charge of their feelings; we want them to be real. When your clients are authentic, their personalities shine through, and numerous personality types are out there. You want to capture this in their testimonial.
Don’t Let Time Pass
Never underestimate the importance of timing. The testimonials your clients leave will be much more powerful and full of energy if you get their reactions right after they work with you. When I complete a session with a client, I give them the questions, leave them with the recording light on, walk out, and let them give their testimonial on the spot. By taking advantage of that moment, I get a fresh expression of the experience. When you wait a prolonged period of time, the recollection of the session diminishes, and the duller the testimonial becomes.
If you work together remotely in a video session, you can pin them as a spotlight, take your picture off the screen, and allow them to answer the questions while recording them live – then you have their testimonial immediately and can edit if needed. The most important thing is to get their thoughts as soon as you finish working together.
At the Growth Architect, we want to help you reach your business goals. By working my model for getting great client testimonials, you can take the guesswork out of the process and start getting testimonials that speak to potential clients. If you want to know more about getting great testimonials, watch my video.
Beate Chelette is The Growth Architect & Founder of The Women’s Code, a training company specialized in providing companies an ROI on Balanced Leadership. She has been named one of 50 must-follow women entrepreneurs by the Huffington Post. A first-generation immigrant who found herself $135,000 in debt as a single parent, she bootstrapped her passion for photography into a highly successful global business and eventually sold it to Bill Gates in a multimillion-dollar deal.
Beate works with business leaders and supports organizations by developing and providing training the training, tools, and expertise to create and maintain a balanced, equal, and inclusive work environment that fosters creativity, employee engagement, and corporate growth.
Recent clients include Merck, Women’s Legislative Caucus of California, Cal State University Dominguez Hills, Small Business Development Centers (SBDC), NFTE, CreativeLive, the Association of Corporate Growth, and TracyLocke.
Beate is the author of the #1 International Amazon Bestseller “Happy Woman Happy World – How to Go From Overwhelmed to Awesome” a book that corporate trainer and best-selling author Brian Tracy calls “a handbook for every woman who wants health, success and a fulfilling career.
To book Beate to speak or train please connect here. Your Time Is Valuable!