How To Get Testimonials That Get You Clients

One of the biggest mistakes I see spirit rich entrepreneurs make is holding back on getting testimonials from happy clients because they are afraid of asking for praise or being too pushy.

Thing is, testimonials are a requirement if you want to get more clients easily or make the leap into 6-figures. Why?  Because they prove to your next clients that you have the goods!  What your past clients say about you is far more compelling than anything you could say about yourself. Plus, great testimonials do the selling for you, so you don’t have to convince or chase new clients.

That said, the next biggest mistake I see among spiritual entrepreneurs when it comes to testimonials is getting the wrong kind of testimonial: the feel good or fluffy testimonial.  These are the ones that say things like, “I now have a lot of clarity that I didn’t have before” or “Working with so-and-so has given me so many new ideas!”

While clarity, new ideas and inspiration are all valuable, they aren’t the kind of results that your potential clients need to see in order to feel confident about hiring you.  Client-getting testimonials are the ones that demonstrate true transformation: the results of working with you.

Getting a slew of results-based testimonials is actually quite simple when you have a system in place.  Here are a few tips to help you get yours going…

Step 1: Become a collector of testimonials. Testimonials are almost like money in your business – indeed, they represent the money of past and future clients.  Treat them like you would cash flow – you’re constantly in the flow of creating them.  (One of my mentors calls herself “a collector of testimonials” – I love that image.)

Make “testimonials getting” a planned part of any program or service you deliver.  Always have a designated time in the program where you’ll ask for them. Meanwhile, become attuned to spontaneous praise from clients.  Those glowing emails you get are now your cue to ask for a testimonial.  When someone gushes over you in person, train yourself to take in the praise, thank them generously, and then ask, “May I quote you?” (You can change the wording so that it’s authentic to you, but ask!)

Step 2: Go for the “before and after.” The most impactful testimonials tell the story of what life was like before working with you (a struggle), what unfolded for your client (the result!) and what life is like now (more results ongoing).

Stories are incredibly persuasive because we humans are hardwired for them.  Because these “makeover” testimonials tell a story, your potential clients will actually take them in like a story, not a sales pitch or bragging.  (You can read some examples of makeover testimonials here.)

Step 3: Write it for them. This is the biggie – the one step in this system that will make the difference as to whether you always have a steady stream of new client-getting testimonials… or not.

If you’re wondering if it’s a little weird to write someone else’s success story, here’s the reality.  Your clients are busy.  If you wait on them to get your testimonials, you’re going to be waiting a long time.

What’s more, your clients likely aren’t writers.  If only I had a dollar for every client who told me, “Thank goodness!  I wanted to write something but I’m not a writer!”… (It’s OK if you’re not a writer, either.  It doesn’t have to be perfect, just done for them.)

Remember, your happy clients are grateful clients.  They want to see you succeed and they want to help!  But they may not know what to say or how to say it.  And unless they are marketing coaches, they definitely don’t know how to craft a testimonial that will truly do what it’s intended – get you new business.

Step 4: Always get permission. Enough said!  Simply ask your clients to sign off on the finished testimonial via email.  (And it goes without saying but I’ll say it anyway: never, ever fake testimonials!)

Should your testimonials be signed? Yes.  Unsigned testimonials are not as credible with your clients (in most cases they actually call your credibility into question) and should be avoided.

That said, there are exceptions.  If you’re a sex therapist, then, sure, some of your testimonials will probably be unsigned.  Nonetheless, go for signed testimonials first.

Last but not least, be sure to stay current regarding the rules of testimonials for your industry, including the new FTC regulations… but do NOT let said rules become an excuse to stop getting testimonials.

It’s time to take a strong stand for yourself and the clients you’re destined to help by collecting success stories regularly. Remember, the work you do with clients is an energy exchange.  Testimonials are just one more reflection of this powerful exchange.  Set a goal for the number of testimonials you want, then reach out to at least 3 clients this week.

Want a proven template for easily creating “before and after” testimonials, along with all the steps you need to take to keep clients coming in?  Check out my Abundant Business Homestudy system: http://www.marketinggoddess.com/system.html