7 Tips for Getting Glowing Testimonials that Will Increase Sales

There are many strategies you can use to increase sales, but one of the simplest and most effective is to get glowing testimonials that perspective clients can read. Testimonials establish you as an expert; they say you deliver what you promised and that you get great results. And if someone is on the fence as to whether or not to hire you or purchase your product, testimonials can actually close the sale. Yet, most small business owners don’t have a system for regularly getting testimonials even when they’ve been in business for a while.

If you are making money it means you have happy clients, which means you have people who would probably willingly offer you a testimonial. Even if you are just starting out, you can offer your services for free or at a reduced rate to several people in return for testimonials. This is a common practice among business owners who offer online courses. They get some well respected colleagues to review the material at no cost in return for an honest testimonial.

Here are 7 testimonial tips:

  1. Ask for testimonials when the client is most happy with your product or service. Determine in advance when that usually occurs and make it a point to always ask.
  2. Have a formal system for asking. One of my favorites is to ask clients to fill out a short survey about your services and at the end ask if their answers could be used as a testimonial. You can also ask directly, or send a request by email.
  3. Make sure you have as much identifying information about the person who wrote the testimonial as is possible. Ask for their photo, their full name, their city, their website address. If it’s a business they will be very happy to have you link back to their website. The more information you have, the more believable the testimonial becomes. Testimonials that are signed with just a first name and a city are pretty useless since they look like someone made them up, even if they are legitimate.
  4. Place testimonials on EVERY important web page on your website, not tucked away on a testimonials page that few people see.
  5. Use the same testimonials in printed marketing materials like ads, flyers and brochures.
  6. Show testimonials when meeting with a prospect
  7. Be strategic about the testimonials you request. For example if you are trying to sell a particular product get testimonials that state results people received from that specific product (or service). Ask people who have purchased the product specific questions that relate to the benefits they received and the problems your product solved.

Finally great testimonials can allow you to charge more for your services. When you have glowing testimonials from lots of satisfied clients, other people who want those results will be willing to pay top dollar to work with you or purchase the product.

Put together a system for getting testimonials right away and look forward to increased sales and more ideal clients who require little convincing to purchase from you.

  • Kerri Salls
    Posted at 07:25h, 22 January Reply

    Hi Janis,
    Good tips everyone should follow. Testimonials are 3rd party endorsements of your work. It’s worth the effort to get them to be the best possible acclaim of your product or service.

  • Marcus Sheridan, The Sales Lion
    Posted at 22:14h, 22 January Reply

    Nice article Janis with some excellent examples of how to make those testimonials really happen. Another I’d throw out there is the importance of video testimonials. With the age of flip-cameras, video testimonials have never been better and go great hand in hand on a website with the print testimonials.

  • Kevin Cullis
    Posted at 18:20h, 02 December Reply

    I like your last comment, being strategic about your testimonial requests. I would not shy away for getting any from anyone, but sometimes it’s great to get more synergistic connections from others.

    For those that are authors or customers of local businesses, the same goes for YOU offering to give testimonials for those that you frequent. I had a good friend asked if he could write my book’s foreword. I felt honored, but it’s a great marketing technique.


  • Betty Lochner
    Posted at 19:31h, 02 December Reply

    Great post and reminder of the importance of following up to get testimonials! Thanks, Janis.

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