How Testimonials connect you with new client opportunities.

When I talk to my clients about using their testimonials to help connect with potential new clients, there are usually a couple of things that come up. If they are not currently using testimonials in their marketing or connection strategy it’s usually because of a couple of things. Either they are reluctant and even a little embarrassed to ASK for the testimonial. Or they have asked before and gotten polite but basically useless testimonials.

► How to Get Amazing Testimonials: 

 If you have helped one person get the RESULTS that you promised in your training, coaching, or course, you have the potential for getting testimonials.  So, let’s make sure your first impression is a good one. But how do you start to accumulate testimonials to use in your marketing, website, and social media opportunities? How you you ask a client to write something about you that is both positive and well written?

How do you ask someone to brag about you? And make it usable, something that is going to say how they feel about you, but will also be usable for you to get more clients from their testimonials. It’s not as hard as you might think. 

HINT: Use Google Docs or Trello to start building a catalog of potential testimonies and review starters, based on what people are saying online. Take screenshots of anything nice anyone says about you and your program.

If you follow these basic techniques, you should be able to get amazing testimonials each and every time.

• I believe that everyone should have an onboarding sequence for new clients. This should include an intake questionnaire in some form. At the end, perhaps ask new clients something like, “At the end of your coaching session/training, would you be willing to give me a client testimonial as to the benefits you received from this program?”  This way it shouldn’t come as a surprise later to them.
• Keep really good notes during the process of your sessions, or during the course. You can even ask in private Facebook groups for feedback, either in the group or privately. Save any comments of your program or coaching via screenshots. And notes for reminding clients later of complimentary remarks for the testimonials.
• At the end of your program, asking your client personally how they experienced your coaching and what they have achieved. You should expect this to result in the best testimonials while it is still fresh on their minds. However, they may not have fully experienced the most impactful results until later. So be sure and follow up later, as well.

Asking for a testimonial from the beginning, establishes expectations. When you begin your onboarding process, whether it is online or in real life, preparing your client for the expectation of the testimonial helps you to stay on the same page throughout the process. 

It is just as simple as asking. I know right? It seems harder than that…and it kinda is, but you have to be consistent. Knowing what you want to ask, and how you are going to ask it make the ASK less scary,  I promise. When you ask for a testimonial, your odds of success skyrocket if your request includes the right ingredients. Being prepared, strategic and consistent is the ingredients for a successful testimonial ask.

A while back, I needed a ride from the Salt Lake City Airport to a private retreat location where I was delivering a keynote speech. The host had arranged for an Uber driver to pick me up and take me to the location 45 minutes a way. Now, if you’ve ever travelled with me, when there is an opportunity to meet someone new. Well, I’m going to do it. You can find out the most interesting things about a person if you just ask the right questions. And it’s an opportunity to tell a little about you too. And watch for the connection to occur. We will talk about this technique later, but mainly it’s a good way to pass the time constructively…and with a somewhat captive audience.

It was at the conclusion of our trip that I decided to do something a bit different than the standard tip, and “thanks for the ride” comment, which he was probably expecting. In addition to the expected, I did something unexpected. I said to him, “This was an amazing ride. If I could say anything in my review that would help you get your next customer, what would that be?” You could tell that no one had asked him before.

He stammered and dug the toe of his shoe into the ground, trying to come up with something. He finally said, “Just give me 5 stars”.  And so I did. At least he knew what was considered ‘success’ in his industry. But what he missed out on was the opportunity to have me tell the world something amazing that would have helped him get the next fair, and the one after that, and so on.

You should know what it means to get results, or create ‘success’ in your industry. And more than that you should know how to ask for reviews that will ‘matter’ to your next client too.  

Even Google Maps is asking questions to help people to tell more about their experiences with specific brick and mortar businesses. It’s clearly a better way to guide recommendations for Google My Business effectiveness. Questions like: Can you get appetisers at this restaurant? What is the wait time like? Is there any parking close by? They are posted, with answers. It’s a whole new twist to FAQs, right?

So, if you were to reverse engineer your FAQs what would you want your clients to know about working with you? Quite simply those are the answers we are looking for your Raving Clients to be telling other people for you. Let’s see if I can make this easier for you.

The one consistent truth is that a great reviews helps others discover the coach that is  just right for them. Here are some questions that will help you to give your client some ideas on what information to give you for an amazing testimonial:

1. What was your problem before you bought/joined [our product/service]?
2. What results do you get/have you gotten from [our product/service]?
3. What kept you from buying [our product/service] sooner?
4. What exactly did you like most about [our product/service]?
5. If you were to recommend [our product/service] to your best friend, what would you say?

So let’s take a look at how you can use the online space to give your current clients a place to talk about you is a great first step. It’s taking positive word-of-mouth to a whole new social level. For brick and mortar stores google reviews can make a huge difference in how you are seen or not seen in the online space. But it seems for online coaches, membership owners, and speakers testimonials can be a challenge. But it doesn’t have to be. 

Here are my three favorite places to find hidden clients testimonials:

Utilize your email list. Using your email list will let you get in touch with people with whom you’ve already interacted. This way, it won’t feel like an intimidating shot-in-the-dark email. If they’re on your email list or have given you their email, they’re probably on good terms with you already and would welcome you into their inbox!

Reach out on social media. If done correctly, social media can be a great way to connect with clients and ask for a testimonial. But don’t nag them. I would ask, and then perhaps send a reminder email, and then move on. 

In Person. If you have a good connection with clients and the opportunity presents itself for a face-to-face conversation you should grab this opportunity for a phone camera recording or FB Live to record their experiences. Don’t forget to get and give a selfie photo opp too. This means a lot to most clients to get this kind of personal attention. It is greatly appreciated and will be gold in the testimonial department.