“How can I build relationships with people I do not know very well”, “I don’t want to be pushy”, and “I don’t have anything to say” are common topics my one-on-one clients bring to our coaching sessions. One great way to build relationships is solid, compelling and well written testimonials.
As a lot of you know, I am a huge fan of Deepak and his “Seven Spiritual Laws of Success”. Testimonials are a great way to embrace law #2:
The Law of Giving
“In our willingness to give that which we seek, we keep the abundance of the universe circulating in our lives”
It boils down to this; if you want something, then give it.
Do you want people to speak highly of your business and services? Would you like them to point out the benefits that you offer, would you like them to do this in a personal and specific way using examples that other people can really connect with? Then guess what, if you give these wonderful testimonials you will receive them in return (not necessarily from the same people I might add). As always with things I recommend they should be grounded in authenticity: real, heartfelt words not lip service!
The benefits of giving testimonials:
• A reason to get in touch and follow up with someone
• People buy from or hire people they know, like and trust. Not only are you getting to know someone you are helping build their level of trust with their consumers.
• A great way to find out more about that person
• Every time they see that testimonial or someone mentions it they think of YOU
• Your name and contact info get in front of a whole new group of people
What to do with testimonials you receive:
• Add them to your Website, Newsletter, Brochures, Share them in an email, Facebook, LinkedIn, Tweet them
• Place them around your service, products and promotional materials
Before you dash off and start writing and requesting testimonials. STOP. The way they are written is extremely important. Here are a few tips to get you on the right track.
Tips on Creating Powerful Testimonials
Tip 1 Ask the person you are writing the testimonial for what service or product they would like you to highlight.
Tip 2 Find out what the THREE main benefits of this service or product are. This is key information that anyone in business should know about everything they do.
Tip 3 Write it as if you are speaking to their audience not to them
Tip 4 Briefly cover these five key points (I recommend one sentence each)
a) How are you like the audience (one or two things you have in common with them)?
b) What problem did you have and what benefit did you want to receive which the audience can relate to?
c) Express your concerns about what you should do about your problem and how you wondered if anyone could help.
d) State how the product or service provided the solutions you desired and/or benefits.
e) Call them to action by recommending what they should do next.
How do you get great testimonials?
• When asking for testimonials request that they use the same key points as above.
• Be very clear and specific about what service or product you would like to highlight.
• Ask them to share the benefits of your service.
• Feel free to send them a link to this article as a reference.
Most importantly be sure to share your gratitude with them. Maybe even send them a hand written card or note. Do you see how this tool quickly begins to develop and strengthen your contacts and relationships?
If you would like to create a personalized strategy to increase your visibility factor than contact me to set up an introductory consultation and take advantage of my end of year special.
P.S. If you are looking to practice your new testimonials skills and have read my annual life analysis book “Discovering Your Intentional & Exceptional Life” than please feel free to send me a testimonial. I am looking to highlight the following four benefits of the book. You would only need to hit on one or two of them.
- How it empowered and motivated you to take action?
- How it shifted your attitude and uncovered things to celebrate which you had forgotten?
- How it gave you clarity for the following month or year?
- How easy it was to use and fit into your life?
P.P.S To give you a sense of how the key points work I have created three real life examples below:
Terrie Silverman – Writing & Performance Lab
http://www.creativerites.com/
I have always loved writing and as an actress was drawn to the idea of creating my own material to perform and being in control of my own content. I began writing some pieces about my life but when I tried to perform them I felt a lack of connection with the audience. I knew there was a specific technique to writing and performing one person show’s but there were little resources to guide me and most of those were written. I wanted to test out my material in a safe environment and learn how to craft it from a professional with experience in this particular arena. Thanks to a friend of mine, I found out about Terrie’s class. In the very first class, I learnt so much about writing and performing and it was wonderful to have a supportive audience to test it out on. Terrie creates a safe space allowing you to trust your creative instincts and ignore your self-sensoring critic. Her teaching style gently draws out more of the story from you giving it depth and unique character. My creativity was stirred up and I wrote more than I had ever before. She also built my confidence and empowered me as I realized I had something valuable to say. Recently, I performed my first one person show “The Zen of Red Wine” to a sold out audience in Los Angeles. The audience loved it but I got so much more than applause out of the whole process. It was a great way to process and learn more about myself, priceless. If you have dreamt about writing your own piece or perhaps a book than sign up for Terrie’s class or better still her Private Coaching now. Don’t let the story die, share it with the world.
Nicola Borland – Professional Photographer
http://www.nicolaborland.com/
After having my daughter Sofie, who is now four, I have put on a few pounds. When I was younger, in my career as an actress, I loved being photographed. Now with the extra weight I feel more self conscious but using my old pictures in my marketing materials on my website embarrassed me. I wanted to look like my picture so when I met clients they would recognize me! I kept thinking that I would wait till I lost the weight but time kept ticking. I met Nicola at a Networking Coffee in South Pasadena. I instantly liked her. She is very fun and easy to talk to. I found her to be extremely professional but at the same time very down to earth which instantly makes you feel comfortable. During my Personal Portrait Session it was obvious that she loves what she does and her passion got me excited about the whole process. I am thrilled with the photos. Now I feel excited to hand out my marketing materials. I am much more confident when I meet clients knowing that I look just like my picture. If you are using outdated photos or have a new look and need new pictures call Nicola to set up a portrait session. I know you will be thrilled too.
Tambra Gutschall - Axis Chiropractic
http://www.axischiro.com/
I care a lot about my family and hate to see them in pain. When my husband hurt his back mowing our lawn, quite a task as we live on a hill! I didn’t want him to be in pain. He tried stretching and iced it but wasn’t getting any relief. Like a lot of men in my life he doesn’t like to seek outside help and I wasn’t sure how to help him. Then I thought of Tambra whom I had met at a networking event. She has a wonderful easy going down to earth manner which I thought my husband might be receptive to. I mentioned her to my husband and still in pain he was open to the idea. When he returned from the appointment, he was in good spirits and from just one session already his back was feeling much better. He was eager to share the experience with me and told me all about his chiropractic adjustment. He was especially impressed with the thoroughness of Dr. Tambra. His back is now pain free. If someone you love is in pain than send them to Dr. Tambra. They will be in great hands!
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