Archive for August, 2009

Today our topic is “How to Ask For Testimonials From Your Clients.” We are going to talk about why you want to use them, how you generate them and what specifically to ask to create marketing messages that simply sell. Top sales people have been using testimonial letters to sell products and services from the beginning of time. This is no big secret. So why don’t more people use them on a regular basis? I have been telling sales people to do this for years and I wondered why so many of them where not doing it. So I called a bunch of my business friends and asked “Why aren’t you using testimonials in your marketing?” I used this information to create the following questions so everyone reading can generate great testimonials.

Using the following questions will draw out great information from your clients. Remember they know what it is like to work with you because they have experienced it. Do not be afraid to ask them what they think. You will be amazed at the great ideas that they will have for you and your business.

“Ask For Them” – In no other way are you going to get such glowing testimonials for you and your business.

Here is my disclaimer on this topic. These questions are not suppose to be sent to you clients in an email or a sales letter. They are intended to be used naturally in conversation. If you try to automate the process of gathering this information you will not get the juicy information that you desire. With that said here are the questions that you want to ask:

1. Why did you choose me?
   This is important because you want to be sure you know where your clients are coming from.
2. What was your favorite part of working with me?
   Sometimes we think clients value are knowledge and experience when really what is important is something else entirely.
3. What could I do to server you, your friends and family, business associates better?
   Often times your clients will help you fix your business systems for free. Also they will suggests new products and services that you may never have thought about.
4. Am I the X you would refer to your friends and family if they where looking to buy/sell “whatever you buy or sell for people”?
   Make sure you ask this just to set the tone for the next question. Sometimes clients will clarify your question. They might say, “Well, if I was buying a small truck I would refer to you but I have this other company that handles big trucks.”This information is gold, pure gold. It may be that you have not do a good job at telling this client about the great “Big Truck” products or services that you offer
5. What would you tell them about me my services and your experience with me?
   Lets face it, this is where the rubber meets the road. If you clients do not know what to say to refer you new business it is most likely not going to happen.
6. What do you think my strongest selling benefit is? What do you think I do really well?
   This will show you what they value about you, your product or service. You might be surprised by the answers you get so make sure you ask.
7. What makes me difference than the average X?
   Discovering what you unique selling proposition is in your marketplace is not always easy and sometimes it is hard to know what that is. Let you clients tell you what they think it is.
8. What would you say to someone thinking about hiring a X?
   This is another form of the question we asked above. You want your clients to have something to say when someone they know mentions your product or service.
9. What is your biggest challenge in your life/business right now? If I had a magic wand and could make anything happen what would you want me to do for you?
   I know you are thinking that I have lost my mind with this question. That may be true but, this is a great question. Your clients may have something that they really want you to do for them but they think it is not possible so they don’t ask you. This question gives them permission to tell you their deepest desires. Often times you will get ideas for new products and services.
10. How would you like to be thanked for a referral?
    You will be shocked by the number of your clients that want more of your time. I know I was. Over 78% of clients that I interviewed wanted an invitation to dinner or social events as a reward for referrals.
• Gift Cert to Barnes and Nobles
• Gift Cert to Home Depot
• Gift Cert to Dunkin Dounuts or Starbucks (Which one?)
• Invitation to Dinner with me and my husband wife/husband
• Invitation to social events
• Other________________________________________________________

Today our topic is “How to Attract and Nurture Professional Relationships”.