Every business owner knows testimonials are a powerful form of social proof. Frankly, every single one of us who shop online rely on social proof. hen was the last time you bought something on Amazon, or anywhere else, without reading what others had to say about the item? Unless you have no concerns about getting value for your dollars, you instinctively rely on social proof.
But how do you get more testimonials for your service business? Instead of shackling your best clients to a desk, locking them in a room, giving them pen and paper, and coercing them to write (and write well!), try this strategy instead.
First, come up with a short list of questions your potential clients should ask of yours or similar services (make sure the questions emphasize benefits). For example:
- Is your service exclusive my industry or company?
- How often will you call or visit my team with updates?
- What type of guarantee do I get?
- What time commitments do I need to make?
And so on. Then, present this list along with a handful of current clients for your prospect to contact.
When your current clients are contacted for information — and let’s face it, it will be via email — they’ll be compelled to write back what looks like a well-written testimonial. The glicken (*) is when your current clients copy (‘cc’) you on this message. Voila! Instant testimonial.
This approach even helps your active clients further remember why they did business with you in the first place, and may spawn more referrals.
How would this strategy work for your business?
(*) Glicken – kind of like the cherry on top of an already frosted cake, a little extra sweetness (thanks Michael Masterson!).