Are you unsure of how to ask for testimonials from your clients? These suggestions will help!
If you’re working with a lead who is on the edge of purchasing, but is hesitating, he might feel more comfortable committing if he’s provided testimonials from other highly satisfied clients.
Why? Regardless of your sales skills, consumers want the insider’s scoop on a product. They want to know that real people – just like them – found value in your services.
Testimonials can help you attract untouched prospects, land a new sale, or even upsell a product. But many salespeople don’t know how to ask for testimonials, and those who do might not feel comfortable doing so.
While many of your customers may be willing to speak up, they may not know how to contribute. Others may be happy to endorse you or your products, but are too busy to make contact. It’s up to you to take the initiative to ask.
Why don’t salespeople ask for testimonials?
One reason so many salespeople are afraid to ask for testimonials is that they don’t want to bother or intrude on their customers if some time has passed since the sale took place. Another reason may be that the salesperson sees the deal as a very ordinary sale. This salesperson might assume that the customer won’t have anything “new” to share. Finally, some salespeople simply get busy and forget to reach out.
But the bottom line is this: you most likely won’t get a testimonial without asking for one. Don’t miss an opportunity when you have the chance.
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Did you know that you can use our CRM software to ask for testimonials automatically after a designated period of time? Make asking for testimonials part of your sales process, and save time with our system. Sign up with Blitz today for a 30-day free trial.
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How to ask for testimonials without putting off your customers
Start with a letter or email
For salespeople who are nervous to ask customers directly for testimonials, one of the best ways is to use a letter or email to follow up. Before you go in for the ask, break the ice by thanking the customer again for his or her business. It’s always best to lead with an introduction of gratitude. Without the relationship you’ve created with your customers, you wouldn’t have anyone to ask for an endorsement. First tell your customer how pleased you are to be able to meet his or her needs. Next, ask the customer if he or she would be willing to share thoughts on the sales process. If so, send along a list of questions your customers can answer to make writing testimonials easier for them.
Ask in person
While sending out a note via postal or email might take some of the pressure off a salesperson, asking your customers when you’re together is an extremely effective way to capture their thoughts. Allow them to talk about why they like working with you, and be prepared with a pen and pencil to jot down quotes. Make sure read your notes back to your customers so you can assure they are comfortable with how your quoting them.
Unsure how to ask for testimonials? Timing is everything:
Would you ask for a written testimonial from someone who just signed up for a free trial of your product? Of course not. The best testimonials are from enthusiastic clients who know your product or services well.
If you’re just learning how to ask for testimonials, you might want to consider the timing of your approach. While it’s appropriate to ask for endorsements after you’ve closed a deal, there are ideal times to reach out. For example, have you ever worked with a client to solve a tough problem? That is a perfect opportunity to receive an enthusiastic testimonial.
You could also ask for a testimonial if you’ve noticed your client achieves great success by using your product.
Do your clients ever follow-up with a thank you note or email to express how happy they’ve been with your work? Use that as an opportunity to ask for their recommendation.
Learn how to ask for testimonials by using these questions as starting points
- How specifically did you benefit from working with me?
- If someone you know was unsure about whether or not to purchase from me, what would you say to them?
- What exactly did my company do to contribute to your successful outcome?
- What value have you found in the product or services?
- What problem did you need to solve before working with me? How specifically was able to help?
- Why did you choose to work with me instead of one of my competitors?
- How has my product or services changed how you do business?
- What was the number one perk of working with me?
Do you know how to ask for testimonials? If you have any additional tips, please share them with us in the comments!
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Did you know that you can use our CRM software to ask for testimonials automatically after a designated period of time? Make asking for testimonials part of your sales process, and save time with our system. Sign up with Blitz today for a 30-day free trial.
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