Over the years I’ve asked for (and received) hundreds of testimonials – see some examples here.
Here are some of the “secrets” I’ve discovered for getting more testimonials AND for getting more IMPRESSIVE testimonials.
- Strike while the iron is hot! Ask both your client and candidate for a testimonial immediately after making a placement.
- Ask for feedback before you ask for the testimonial. For example: “I’d like to get your feedback about our service. How happy were you with the service you received? How about the caliber of candidates? What else did you like about dealing with us? Is there anything we could improve upon for next time?”
- Assuming their feedback is positive, follow up with “Thank you for those kind remarks. You said (recap). Would you be willing to put those comments in writing to me in a quick email?” After step number 2 above, they are 99% certain to say yes!
- Make it easy for them. Say, “Thanks John, I really appreciate it! Listen I know how busy you are. Would it help if I emailed you a sample testimonial based on what you told me today? You can edit it as much as you like, but it will give you a starting point.” Many clients will actually approve your testimonial “as is” with only minor changes!
- If they prefer to do it themselves, coach them on how to write a good testimonial. Ask them to be very specific about WHY they liked your service. What results did they achieve? You want specific benefits, ideally with facts and figures. Give them a guideline by sending them examples of what other clients have written.
- After you receive the testimonial, ask them to print it off on their headed paper, sign it and post you a hard copy. You can put this in a presentation binder and take it to your client visits, or scan it into your computer and turn it into a PDF file for your website.
- Ask them for a publicity photo or headshot if they have one. By using a photo beside their testimonial on your website, it adds real impact and credibility because prospects can see that it’s written by a real person.
- When posting client testimonials on your website, give their full name, job title, company and website. Otherwise it undermines the credibility of the testimonial. People are skeptical and if your testimonial is from “J.D. in Phoenix, Arizona” – it sounds bogus, even if it’s real.
- When posting candidate testimonials on your website, you want to identity them as real people without making it too easy for other headhunters to contact them. Two options are: (a) Full Name, City or (b) Job Title, Company.
- Want to really bring your testimonials to life? You can dramatically increase the impact of your testimonials by adding audio or video. Imagine if your website visitors could WATCH and/or LISTEN to your testimonials as well as read them. This really boosts the selling power of your testimonial because then prospects can be 100% sure that the testimonial is genuine.
You now have a 10-step plan to generate more testimonials with less effort and to make every testimonial work harder for you. Here’s your homework…
Recruiters: Go get more testimonials! Pick up the phone today and contact at least 2-3 more clients who might be willing to email you a testimonial. Use the 10 steps above as a guideline of what to say.
Managers/Owners: Why not have a competition to see who can get the most testimonials in the next 7 days? Award prizes to the person who generates the most testimonials, as well as whoever gets the most impressive testimonial.
Good luck and please let know how you get on!
