The Power of Testimonials
The single most powerful way to get buy in and attract clients is through word of mouth. This is how movies become hits and books become best sellers. The reason why this is so powerful is because people trust and believe other people more than advertising.
And the way word of mouth works on the internet is through reviews and testimonials.
One of the most powerful pages on your website is your testimonials page. Great testimonials tell people that your service is not only legit, but great enough that other people are talking about it. Do you check out Yelp reviews before dining at a restaurant? Do you check out Rotten Tomatoes before seeing a movie? Of course you do.
Now I’ll be honest. I hate asking people to give me a review or testimonial. It would be easier if I was selling a product. But since we are in the business of providing a service, I sometimes feel cheap and desperate. And usually people get turned off if you continue to pester them for a review. But there’s a way you can do it that isn’t so intrusive.
The secret is in the approach and timing. You’re not asking for a testimonial, but you’re getting one anyway. That’s the mindset.
So how do you do this?
It’s very simple.
1. Don’t ask them for a testimonial. Instead, ask an open-ended question or start a conversation about their experience.
Many people think there are certain questions to ask for a testimonial, but I find that a clear convo works best.
This shifts from making it about you to making it about them. And the truth is, you really do want to know about their experience. Right? So ask them. Open up that conversation. Use open ended questions. Ask them what goals have they accomplished since you guys started working together. Not what they have accomplished by working with you. Notice the difference? It’s slight but it’s huge. Make it about them. Not you. They can smell it if you make it about you.
Once they tell you, assuming it’s all positive feedback, that’s when you ask them for a testimonial or a review.
You can say something like, “I think many can relate to your story and benefit from it. Do you mind if I put that in a testimonial?”
I think email would be the best way to do it. In person or phone can make them feel uncomfortable. An email allows them to respond on their own time. There’s no bigger turn off than someone who’s pushy about getting praise.
Once they do it, make sure you follow up with another email thanking them. This seals the deal. You want them to feel good about leaving your a great review or testimonial. Not feeling like they did you a favor.
If they don’t answer the email, give them a few days and a gentle nudge. Make sure the email has a personal touch so they don’t think it’s automated. This second email is just a reminder
2. A reward.
Yes, a reward. Because if they don’t give you a review after the second email, the third email will most likely start to annoy them. Now you’re pestering. So your second email is your last shot.
What do they get in return for their time? Here are some ideas.
A 15min check in laser session?
Two emails check ins?
A discount on their next session?
Whatever you’re comfortable with. But is it worth it? Yes. 100%. You’ll get it back ten fold, especially if you don’t have any reviews or testimonials.
I understand it can be tough to get reviews. Think about the last time you gave a review and what it took? Like anything, it takes time to collect them. So be patient. They will come as long as you great value (experience) and ask in the right way. Remember, reviews are one of the most powerful / valuable tools to getting clients. When it comes to marketing yourself, they are not extra. They will be your engine. So make sure your send your emails and ask ALL your clients for reviews / testimonials, and always approach your sessions with the mindset of providing such excellent service that they are happy and excited to share their victories with others.
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