Getting Testimonials Just Got Easier!

Submitted by John.Tabellione on Wed, 2011-08-10 16:35

On August 4th Martha Carnahan, PCC, CPCC, principal of Brilliant Visions, enlightened the Freelance Forum with her presentation entitled, “Getting Testimonials Just Got Easier!”

After defining a “testimonial” as “an authentic, public statement of results from someone who has experienced your services,” Ms. Carnahan outlined 10-steps for optimizing the process:

  1. Use a list of your happy clients. When you see a spark of excitement from a client, target him or her.
  2. Seek out influencers, people who know other people.
  3. Decide whether to develop the testimonial yourself, i.e., act as a reporter for yourself, and make the request, or hire the project to a third party (might work with an associate or buddy and trade for each other’s services.
  4. “Grease the skids” by Let your target client know via email that you are conducting research about your business, looking for feedback. Tell them that a friend will be be contacting them.
  5. The “Magic Words” - “I need nine minutes of your time.” Then keep to that promise. Let the client decide the best time for the interview.
  6. In the interview, be conversational, be sure to “listen” carefully, go with the client’s energy.
  7. Write an authentic quote from your notes: three sentences maximum.
  8. Be sure to get the client’s permission. For example, ask if they wouldn’t mind posting the testimonial on LinkedIn after they approve the quote.
  9. Always show appreciation by saying “thank you.” You might even offer a small token of appreciation, such as a gift card for Starbuck’s, or something equivalent.
  10. Throughout the process, remember to manage the pace. For instance, do your follow-up with your written draft the same day.

 

Other miscellaneous tips from Ms. Carnahan:

 

  • Remember to add the person’s name, title and company to the testimonial
  • Feature your testimonials in your brochures, websites, proposals, LinkedIn, etc.
  • Don’t use client satisfaction surveys
  • Do not expect the client to write the testimonial
  • Never use fake testimonials and don’t skirt any laws