Do you routinely use customer testimonials to enhance your sales presentations and strengthen your marketing material? When it comes to effective marketing and business development, a glowing endorsement from a client is the gold standard. Using testimonials is a great way to build credibility and develop rapport. In addition, customer endorsements are an effective sales tool when responding to a prospect’s objections. Nothing promotes credibility faster in the mind of a skeptical prospect than a heartfelt and sincerely written testimonial from a trusted third party source.
There are many ways to request a testimonial from a customer, but as with most things, timing is everything. For example, don’t ask for a testimonial from a customer that you’re meeting for the first time, because you may appear overly aggressive. The most effective testimonials are derived from three primary sources; positive comments received from verbal feedback, customer surveys and thank you notes. If you take the time to nurture your key customer relationships and go the extra mile when rendering service, most of your customers will be happy to give you a strong testimonial endorsement if you ask them for it.