Testimonials accomplish two important things in Referral & Repeat Marketing.
First, testimonials tell prospects and colleagues that you have a reputation for building long lasting, solid relationships with clients.
Second, testimonials make all your marketing communications and presentations more believable. Let's face it. Clients expect you to be at least a little bit biased when talking about yourself. But they'll trust their fellow home buyers and sellers to tell it like it is.
However, many REALTORS® find it difficult to ask for a testimonial. "I don't want to make my client feel uncomfortable", many say.
So how do you ask for a testimonial without putting your client "on the spot"?
One of the most effective techniques is called: Listen and ask.
Here's how it works:
Throughout your work with clients, keep your ears open for those moments when they say something positive about your services.
Here's an example:
A client e-mails to you: "Thanks for helping us navigate through the whole process of selling our home. It's the first time we've done this and we really appreciate your help."
Your reply e-mail: "John, it was my pleasure. I'll drop by before moving day to see if there's anything more I can do to help. By the way, would you mind if I use your kind comments as a testimonial?"
This is a great technique because it captures testimonials that come naturally from the great service you provide a client. There's nothing forced or artificial about them. You're not pressuring a client to give you a testimonial - they already have! All you're doing is asking for permission to use it.
When a client agrees to a testimonial, always send a confirmation of the exact quote you intend to use, and follow that up with a Thank You card. And of course, record the client's testimonial in your IXACT Contact database.
Takeaway point: You get client testimonials every week. All you have to do is listen... and ask.
Rich Gaasenbeek, IXACT Contact, The Easy Way To Manage Your Contacts
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