Got client testimonials and social proof?

Are you featuring them in your emails, on your website, and in all of your marketing and sales materials?

It’s super important that you do!

• 72% of customers trust reviews as much as personal recommendations (Search Engine Land)
• 52% of people surveyed said positive reviews increase the chances they’ll buy from a business
• Less than 1/3 of businesses are actively seeking and collecting testimonials on an ongoing basis.
• 63% of visitors are more likely to make a purchase from a site featuring customer reviews (Econsultancy)

So, what can you do right now to start getting more customer and client feedback?

Wait!  Click here to get registered for FREE webcast this Friday 7/14 at 12pm PT / 3pm ET where I’ll share exactly how to get amazing social proof for your business.  You don’t wanna miss this!

1. Ask at the “Right” Times

One of the reasons we avoid asking for testimonials is it feels uncomfortable, right?

Often that’s because of the time that’s passed… “Hey remember 3 years ago when I…” or “So one time we…”

Ask at just the right times and it’ll feel far more natural.

You’re looking for moments when your clients are excited and happy with their results.  For example:

• You just solved a problem together
• They’re celebrating some sort of success with your services or product
• They shared their happy with your work or product
• You’ve successfully delivered an item/result/service on time (or ahead of time)

2. Make it Super Easy for Clients

Another thing that thwarts our testimonial collection… is when people just don’t respond.

Most of the time, it’s not anything to do with the quality of product or service you delivered.  It’s because they’re busy and feel guilty saying no, so they avoid responding…

Ouch!  That’s not good for EITHER party.

Make it easier for them by sending something like this…

Hey (First Name),

I’m working this week to update my website to include more experiences of clients who’ve worked with me.  You’ve been one of my absolute favorite clients because (insert reason – we got great results with X, I did some of my best work with your guidance, we collaborated so well together, etc).

So I’m looking for just a short testimonial sharing what it was like working with me, and your favorite parts of the experience.  Here’s an idea based on our last conversation:

“I just sold my first VIP offer to a new client after working with Michelle on the offer, messaging, and outreach plan.  She helped me approach it in a way that felt authentic and focused on how I can really be of service to clients.  I’m so excited at what this means for my business moving forward!” – Name, City/State

You can edit that one if it’s easier, or send over whatever you’d like.

I really appreciate your time and thank you so much.

(Your sign off),
(Your Name)

3.  Start with a Reminder

If you’ve got a client who’s shared great feedback with you on a phone call, in an email, on social media or elsewhere, start with a little reminder of it, then ask for permission to share it.

Hey (First Name),

Thanks so much for sharing your feedback about (product/service/person) – I just (spotted it on Facebook, was reviewing the email you sent, was thinking about our last conversation).

I’m working this week to update my website to include more experiences of clients who’ve worked with me.  And I was thinking it’d be great to share the results you’ve got!

Based on what you shared, here’s what I was thinking:

“I just sold my first VIP offer to a new client after working with Michelle on the offer, messaging, and outreach plan.  She helped me approach it in a way that felt authentic and focused on how I can really be of service to clients.  I’m so excited at what this means for my business moving forward!” – Name, City/State

Is it okay if I share this on my site and feature you?  Let me know what photo you’d like me to use and where’s best to link to you, if so.

(Your sign off),
(Your Name)

4.  Recommend First

Make it a part of your daily practice to share one testimonial or review a day.  Gratitude.  It comes back to you.

Karma, baby!

You can share your feedback so many places these days…

• Facebook Reviews
• LinkedIn Recommendations
• YouTube Video Reviews
• Yelp, Google, Yahoo Local, etc.

Bonus: you may find yourself featured on a website, in a video, or elsewhere by the company/person you share your unsolicited feedback (with remember to always include your name, what you do, and your website URL… and make it results-focused so they want to share it!)

5. Create an Automated System

Sometimes we resist asking for testimonials because… we’re nervous about reaching out, we worry what someone might respond with, we’re busy and it’s time consuming…

Wire around ALL that by adding a survey, interview or request for feedback right into your client autoresponder sequences!

Then it happens automatically so you can’t get too busy or self-sabotage this super important step for your business.

Here’s how.

Step 1: Create a feedback collector using a tool like…

• Google Forms
• SurveyMonkey
• Proof Factory

Step 2: Write a short email with the link and add it to your autoresponder sequence to go out a few days after a new client works with you, purchases your product, etc.

That’s it!

6.  Keep Your Eyes Open

Watch for things people are sharing on social media, their blogs, or elsewhere online about your products/services.

Setup Google Alerts, use Social Mention, or other tracking systems that help you find what’s being said.

When you see great feedback, take a quick screenshot and save it to a folder on your computer where you collect your testimonials.

Then consider reaching out directly to the person to say thank you for the positive feedback.  You may be able to turn a bit of written feedback into a case study or video testimonial when you do this.

7.  Ask Smarter Questions

To create an effective testimonial, you’ve got to ask smart questions.

A testimonial like “Hey, Michelle’s awesome, I love her!” doesn’t really tell my potential clients how I can help them, right?

What you want to invite your clients to do is share their before/after story – what were they struggling with before you helped them, and what are their results after?

In Proof Factory I use four questions:

1.  Who are you and what do you do?  (Asking this gets people relaxed and comfortable.)
2. What was life like before (product/service/person)?  What was your biggest challenge or frustration?
3. What’s life like after (product/service/person)?  What problems did it solve?
4. Is there anything else you’d like to share about (product/service/person)?

For a short testimonial those will get you a before/after transformation story that helps potential leads understand the benefits and potential of working with you.

Here are some other questions you might use:

• How did you find me, and why did you choose to work with me?
• Before you worked with me, what was your biggest concern?  Why did you decide to go for it despite that?
• What did you do that helped you get great results with (product/service/person)?
• How has working with (product/service/person) changed your business?
• If someone called and asked you “Why should we try (product/service/person)?” what advice would you give them?
• What was the exact problem you (hired me/bought my product) to solve?
• How did (product/service/person) help solve the problem?
• What unexpected results did you get from (product/service/person)?
• What one word best describes working with (product/service/person)?

Now… take some action!  Reach out and invite feedback.  It’ll boost your confidence, increase your sales, and help your new clients get better results when they have faith in you after seeing the results you’ve delivered.

Wait!  Click here to get registered for FREE webcast this Friday 7/14 at 12pm PT / 3pm ET where I’ll share exactly how to get amazing social proof for your business.  You don’t wanna miss this!

P.S.  If you’re new in business and aren’t sure where to begin with testimonials, take action on step 5 above, then stay tuned.  This week I’ll also be sharing a blog post about how to get creative and collect social proof if you’re new!