How to ask for a Testimonial from clients
The best business is repeat, recommended or referred; of that there is no doubt. The instrument of choice to build that type of business model is the “testimonial” from clients with whom you have worked and are enthusiastic and supportive of the good work and service you provide.
How do you get testimonials? The best time to seek a testimonial is whilst you are still engaged with the client on the particular project or contract or “sale.”
Many “experts” promote you writing the testimonial yourself and emailing it to the client to have them transpose it to their own letterhead and sign it. This makes it easier for the client.
That may work; but seems to me to be fallowed and viewed by others as mendacious. Better to have the client write the testimonial in their own words so when these commendations are used together with a prospect they definitely do have meaning, virtue, varied tones and diverse messages.
Ric’s Tips for Testimonials:
- Provide a self-addressed, stamped envelope for the client to use in getting the testimonial letter to you.
- Include copies of other testimonials you have already received to confirm that your client is in good company and to provide some guidance. And isn’t this approach better than writing it yourself?
- Make the request for a testimonial part of your business process as you are confirming the “sale,” “contract” or “engagement.”
For example: “Edith, we received your confirmation and deposit cheque today in the post. Thank you, we are enthusiastic about working with you on this project. As you know, our business is built upon referral and recommendation; and one of the ways that prospective clients learn of our efforts is by reading the letters of previous clients, just as you did. So we will be asking you to write a testimonial on letterhead to keep on our files. I will come back to you about this later on down the track, is that okay?”
- Then request the testimonial about two-thirds of the way through the project. You have a far greater potential for success when you are still engaged and physically interacting with the client, than after the work is completed and you “have left the building.”
Example layout of a letter of request
Dear Ms. Cowan,
The coinage of my realm as a consultant is referral and recommendation. Testimonial letters from grateful and delighted clients is one of the ways we get the message to people considering our services, and I would be honoured to have such a letter from you to include with the collection from my best clients.
I have included a few copies received from very kind clients. Basically, just a couple of paragraphs about the value we have created together, promises kept, quality of work, and / or objective met would be fantastic.
Enclosed is a self-addressed, stamped envelope for your convenience. Feel free to call me to clarify any points, otherwise, thank you in advance for your generosity.
***
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