Are you collecting testimonials from your consulting clients? What a shame if you’re not.
Testimonials are one of the most powerful forms of proof you can offer prospective clients.
Not only that but the media enjoy them as well.
When they hit your website looking for an expert opinion what do you think is the first thing they look for to ‘verify’ you know what you’re talking about? That’s right, testimonials.
1. Getting Testimonials Isn’t Hard
The easiest ways to get testimonials is to simply ask for them…
If you’re doing good work your boss or client should have no problem giving you a great testimonial. The key however is to make it easy for them.
Here’s how to make consulting testimonials work:
2) Put Together a Sample Testimonial
This can take two forms. Show a previous testimonial that they can use as a guide to write their own. Or, even better, write the testimonial for them. While this may sound like an odd approach at first, as long as you clearly mention that this is just a guide and that they can change it any way they want … why not? It works great.
For example, you could send an email to your client, the President of a manufacturing company and say:
“Hi Tom, hope you’re having a great week.
I’m updating some of my marketing materials and am in the process of collecting testimonials from clients and wanted to ask you for one.
I know you’re very busy, so I put together a sample to save time:
“Mike really knows his stuff. He’s helped our company generate 5 times more leads for less than we were spending before. He’s reliable, professional and a real pleasure to work with.”Tom, would something like this be okay to use? Feel free to edit that and put it in your own words. Really, whatever works for you.
Thanks,
Michael”
While that might come across as too forward it works like a charm. Most clients don’t have time to ‘think’ of something to say. As long as the sample you give them is accurate, 8 times out of 10 then reply back and say “Sure, that works”.
3) Aim for Testimonials That Are Specific
Be sure that your testimonials don’t just talk about how wonderful you are. Or how “John worked really hard, he did a great job” Why? Because general testimonials are just plain BORING!
Not only are they boring they’re pretty much meaningless.
For your testimonial to offer value … it must include details that show you can deliver results. For example “Jane helped us improve our hiring process and we’ve now been able to save 2 weeks compared with out previous hiring process”
Or, “Ron knows his stuff. He increased our sales by 15% and he’s only been helping us for a month!”
Not all testimonials have to include numbers, though they are great. Here’s an example from a customer that purchased our Consulting Success System™:
“I was skeptical at first but once I dived in I realised I had hit a goldmine of practical information. The ebook is well written and provides clear actionable examples you can implement from day one. I also liked the fact that real world examples are used throughout the content rather than textbook academic material. Overall it’s a great resource for consultants and I’ve recommended to other colleagues and friends as well. “
You get the idea right? Good testimonials are detailed and clearly show how you are adding value, and why you’re the real deal. They exude trust, make your offering more believable and provide proof that you can generate results.
That’s powerful stuff and that’s what prospective clients want to see.
I’d be happy to answer questions you have about testimonials below in the comments and welcome any stories of how you or others you know have used testimonials to build their business. There are lots of great examples out there.
