There’s only ONE way to get a flow of glowing testimonials and “Ideal Introductions: from your “Perfect Fit” Clients.
ASK
But HOW you ASK makes all the difference.
Randomly contacting clients to request a testimonial or hoping for a referral, er “Ideal Introduction” simply because you did good work and provided solid service isn’t going to cut it
To squeeze the most out of testimonials and fully leverage them in your prospecting efforts, you must have a system that allows you to request and receive testimonials (and Ideal Introductions) at scale.
So a system, ok got that.
But you’re wondering…
Just WHY are testimonials so important?
Let’s look at WHY Testimonials are critical to your prospecting success:
1. You get valuable feedback from your clients. You learn where you’re hitting the mark, and areas you need to address and improve.
2. You discover the specific language your clients use in describing their problems, solutions they want, and how they describe the value of your service.
This information is GOLD in helping you develop the RIGHT Message to attract “Perfect Fit” Prospects into Your pipeline.
3. You’re able to build client loyalty and long-term relationships.
4. You can easily tap the power of Social Proof.
According to Nielsen research, “92% of people will trust a recommendation from a peer, and 70% of people will trust a recommendation from someone they don’t even know.”
5. You have the opportunity to leverage Testimonials in all your prospecting efforts.
> Prompt Online Reviews and LinkedIn Recommendations
> Expand Testimonials into more in-depth Case Studies and Client Success Stories
> Use throughout your website: Landing Pages, Thank You Pages, Sales Pages, a separate Testimonial Page
> Include in your Shock and Awe Package you email of mail to impress new prospects
> Set up a Business Development Brainstorm to get “Perfect Fit” Introductions and Referrals
6. You’re able to identify your Advocates.
Advocates are those clients who will trust you to handle ALL their insurance, renew with you year after year without playing the “Quote Game”, and introduce you without hesitation to other “Perfect Fit” Prospects.
So now you know WHY Testimonials are so important.
You realize you need a system to consistently capture Testimonials.
Right?
OK… Let’s break it down for you.
Five Steps to
Duplicate Your Best Clients
1. Start with a Simple, Easy ASK
Send an email/text or call your clients with this simple request:
Subject: quick question
On a scale of 1-10, (1 not at all likely, 10 definitely) are you to recommend me and my Risk Management and Insurance services to your peers, colleagues, and fellow businesses?
Please reply with your number.
Thanks for your business
But I thought I need to ASK for Testimonials?
You do.
But first, you need to know your Net Promoter Score from your client.
And you must make it easy for clients to respond. If you ask first for a Testimonial, oftentimes clients don’t know what to say and will put you off. It’s too much, too big of an ASK.
So you gotta make it easy.
And it starts with asking them to give you their Net Promoter Score.
2. The Steps to ASK for NPS
Before firing off the email asking for the NPS, do a little bit of homework.
You want to identify your best clients and be prepared to feed them potential names of Introductions.
Follow these 5 simple steps:
1. Identify your Best, “Perfect Fit” Clients
(Discover Your “Perfect Fit” Client in 5 Minutes Worksheet)
2. Connect with Them on LinkedIn
3. Search/Review their Connections.
4. Identify/List 5-10 potential clients from their Connections
5. Ask for the Net Promoter Score
3. ASK the Advocates (9-10 NPS Score) for a Testimonial Interview
Most of your best clients are going to give you a 9-10 NPS.
So now, you set up a Testimonial Interview to get their feedback and set up getting Introductions.
Make it easy to capture their Testimonial. Record it with a Zoom Session.
Here are the questions to ask to get valuable feedback you can use in your marketing:
4 Questions to Get Testimonials
Then Follow-Up, after conducting the Testimonial Interview,
Send a Thank You Email for the Testimonial. Ask the client to give you a LinkedIn Recommendation
Email/Call to Schedule Business Development Brainstorm Call/Meeting
(For Passives and Detractors (NPS Scores 1-8), call and ask what’s missing/why they are hesitant to refer you)
4. Turn The Testimonial into Client Success Stories and Prospecting Content
1. Have your Zoom recording of the Testimonial interview transcribed with otter.ai.
2. Edit the transcription.
3. Send the edited transcription to your client to approve and get a release to use the testimonial in your marketing materials- social media, website, emails, etc.
4. Ask the client to use the testimonial and remind them to give you a LinkedIn Recommendation.
5. Set up date and time to turn the testimonial into a Client Success Story.
6. Send the final edited Success Story to the client for final approval.
7.Publish versions of the testimonials and Client Success Story
5. Conduct Business Development Brainstorm. Ask for Introductions.
Conduct the Business Development Brainstorm Meeting.
The BDB meeting is best if it’s done in person, outside of their office- Over coffee or lunch.
If unable to meet in person, schedule a Zoom call during non-business hours to minimize interruptions/distractions.
Get permission to send the Testimonial/Introduction Letter from your client using his letterhead. (You print, collate, mail and do all the work)
Send the Testimonial/Introduction Letter to the Introductions your client provided.
Send a personal handwritten note thanking the client who provided the Introductions. Keep them informed of the outcome of the Introduction.
Have Questions about the Testimonial/Introduction Process and How to Use It to Duplicate your Best Clients?
Let’s talk.
I invite you to schedule a Referral Diagnostic Session.
We’ll take a look at your current referral process and answer any questions you have about how to get glowing Testimonials and spark a flow of “Perfect Fit” potential client Introductions.