A stack of testimonials from your clients can be very handy when you’re talking to new prospects and to put on your website and in any promotional literature you create. If you followed the process for getting referrals we just went through you’ll also notice the ideal opportunity to get testimonials.

As they’re telling you about their great results just say “Wow that’s so great. Hang on I’m just writing it down.” If they don’t give you specific numbers ask for them and write those down too.

Then either before or after asking for referrals also ask them if they’d mind you using what they said to you as a testimonial. If they say yes just ask them to read and sign the testimonial you’ve written out. That’s how you get powerful testimonials. There’s another advantage here.

If your client reads his testimonial before calling his friends to recommend you you’ve just given him the perfect thing to say to his friends. For example “Yeah this guy built me a website and I just made three sales totaling $5,500. All straight from the website he built for me.”

“Because you’re my friend he’s willing to give you a free online marketing critique to see if he can help make you some more money in the same way.” Listening to these recommendation calls is not only entertaining it’s also very educational for you.

You’ll find out how your clients talk about you and areas you might need to educate them more. You’ll also find out how much they appreciate the work you’ve done from them.

Finally there is a huge advantage to you of this whole process. You’re cementing in their mind the advantages of doing business with you and making them repeat it over and over to their business friends. That builds long term client loyalty.

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