How does a client know if you are the best person to solve his problem?
What information will prospective clients use to make a decision on hiring you?
How will a prospective client know if you and he will be a good fit?
Testimonials are the most important form of proof you can provide to a client.
Last week I met a guy who was delivering bottled water on Tuesday and the on Thursday announced he was a “life coach.”
48 hours. Same guy. Same experience, skills, knowledge, and training. If you met him on Friday you would only know him as the life coach.
Everyone has to start somewhere and I’m an advocate of improving your situation by taking action but there is no comparison between someone who has dedicated a twenty-year career to consulting at the highest level and someone who entered the field yesterday.
This is the reason testimonials are so important.
True testimonials written or recorded on your behalf by actual people with whom you have worked or to whom you have provided service, will provide proof of your capability.
Here are three rules of the road when using testimonials:
Rule one: They Must Be True
Faking a testimonial is like faking success. You only hurt yourself. Plus it’s illegal. You will damage your credibility and you could also have an issue with the Federal Trade Commission.
Here is a link to the FTC paper on endorsements: https://goo.gl/sVxk97
Rule two: There Are Never Too Many
You can never post too many testimonials on your website or send someone too many letters of recommendation. When it comes to credibility, people are looking for overwhelming evidence. A good rule of thumb is to collect one new testimonial each week.
Rule three: Address an Objection
One of the great things about a testimonial is that it can sell you better than you can sell yourself. That’s the main reason you should use testimonials to address objections to hiring you.
Have your client tell your prospective client how to overcome the mental barrier preventing them from hiring you.
Testimonials are the most important form of proof you can provide. Make sure you use them liberally.
Here are three other things you can read to help boost your sales:
Use your time wisely. This article shows you how.
This audio program will help you stay “Top of Mind” with your clients and referral sources.
First stop depressing me.