These days, having great testimonials is essential when you want to enroll new clients. If you’ve decided to work with a Coach or Holistic Practitioner (or even shopped on Amazon), you’ve probably relied on testimonials yourself. Without them, you’re risking your time and money — and no one wants to risk those.
Back in 2007, when we were planning for our wedding, we checked out an endless list of photographers, videographers, florists, caterers and every other type of vendor associated with “The Big Day.”
What really helped me (Sharla) make decisions and would often take some vendors out of the running were the testimonials. If a vendor didn’t have them, they were crossed off the list.
This was such an important event, and I didn’t want to take the risk of using a photographer or florist who couldn’t show me samples of her work or testimonials from happy clients.
The same is true for your business. Potential clients don’t want to just “take your word for it.” They want to know other people have benefitted from working with you — so they might gain something, too.
The best thing about testimonials is they can do the selling for you.
Depending on your license, there may be legal constraints in place preventing you from making bold claims like, “I can cure your allergies” or, “I’ll eliminate your back pain in just 10 visits,” (always be sure to check with your state board about legal limitations).
For example, an acupuncturist can’t claim to cure pain. But one of your clients can say “After my first visit, my pain was reduced by 50 percent. After 10 sessions, I’m completely pain-free.”
So you can see why testimonials are an essential part of your promotional materials (especially if you feel shy about tooting your own horn). Yet, most coaches and holistic practitioners don’t know how to get great testimonials to make selling their programs and enrolling clients a breeze.
Which is why we’re so excited to share our secrets to getting top testimonials (and more clients) in the year ahead.
Simple, right? When your clients sing your praises after a session or during a program, ask them for permission to use their comments as a testimonial.
This can be as easy as, “I’m working on some new marketing materials about the work we’ve been doing together. Would you be willing to share your experience to help others who are thinking about working with me discover the benefits?”
2. Make testimonials easy
This is a good rule to follow any time you’re asking for a favor. You want to make giving a testimonial as easy as possible, so your busy client can effortlessly get you the info you need.
When I was revamping our program brochure, I used the first tip and asked our clients for fresh testimonials (we like to call them “Success Stories”). But instead of just asking, I simplified by creating a sample they could edit.
Here’s one of the testimonials I wrote for Penelope Jane Smith, a member of our esteemed $10,000 Month Club (where clients join only after they’ve had their first $10,000 month):
“I had dreamed of being a [speaker] for five years, but I had no idea how to do it as a business successfully. Then I met Jesse and Sharla and a new door opened for me. In just six months I have created a successful training company AND repaid my investment in the Six Figure Speaker program … earning $52,000 in just one weekend seminar. And more importantly, I am showing up for my students and creating more miracles in their lives.” — Penelope Jane Smith
Because I know Penelope well, I crafted the testimonial using language I thought would fit her and then invited her to edit the review to fit her voice.
She sent the testimonial back to me within hours, which I then added to the new brochure. Had I asked Penelope to write the review herself, she may have taken weeks to send something back.
You can also send your clients a “template” to make it easy for them.
3. Highlight multiple levels of success
If you only feature testimonials from your best clients, potential clients may be a little skeptical. But if they also hear from someone who got good results that seem more on the average side, your testimonials will seem more believable.
For example, we’ve received testimonials from attendees of our Client Attraction Summit whose income quickly surged to six figures AND we’ve gotten testimonials from clients who were thrilled to make more than $1,000 in one hour.
See how featuring both levels of success make the results much more believable?
4. Use “Before and After”
Diet products have been using this strategy forever. Before and after testimonials make potential clients believe, “This Stuff Really Works!”
Here’s a basic template you can adapt to fit your needs:
Before I worked with (YOUR NAME), I had ____ and ____ for years. After ____ sessions/treatments/weeks I no longer have ____ and I feel ____ (great/fabulous/better than ever).
5. Tell a great story
Everyone loves a great story! Hearing them is why we go to the movies, read books and participate in the drama of our own lives.
The best testimonials tell a story. They create connection and are easy for potential clients to relate to.
What can your clients do differently now, since they began working with you? Spend more time with their families? Make more money? Enjoy more free time?
Let this emotional connection in your testimonials do the selling for you. Plus, sharing stories is fun.
6. Make it believable
If you look at the comments under many Facebook Ads, you’ll see how truly skeptical
people are. So it’s important that you include as much information about your client as
possible. A picture or a website will do wonders for the credibility of your testimonials.
Lastly, always make sure to get explicit permission from your client before posting their testimonial. We also recommend acknowledging them with a thank-you card for taking the time to share their story so others may benefit from your work, just as they have.
Be creative and have fun with this! Make 2019 YOUR year.
Love and Gratitude,
Jesse & Sharla