For many, many years, it never occurred to me to ask for testimonials from satisfied clients. When I finally DID start asking, I wondered what it is we are looking for in our clients' responses. Sugary phrases that mean nothing but 'blah blah blah' and 'same as everyone else we have ever dealt with'? People don't know what they are supposed to say, so they say everything nice they can think of in sweet, flowery phrases.
After reading an article by Sean d'Souza quite some time ago about directing the responses from your clients so that you get a more in-depth insight from them, I made a list. My routine is to EMAIL them after the inspection and prior to the closing. That is generally when they love you the most. I have three questions that I ask them to answer which will (hopefully) be used as a testimonial.
Not only will you get more intense responses, but it will help to focus you on what you are doing right AND wrong in your business, and help to make you better in the future.
Between inspection and closing is usually the home stretch, they are excited about their move, and no matter what has transpired, you are often the hero who not only helped them to find exactly what they were looking for, but you may have leaped tall buildings to overcome hurdles that otherwise seemed insurmountable. Strike while the iron is hot.
Over the past six months, four clients and referring Realtors have told me that they selected me over others that they had found on the internet because of my testimonials! They all indicated, in some form or another, that if other people could say such nice things about me, then I must genuinely have my clients' best interest at heart.
Many of my Realtor friends ask for a testimonial at the closing table, but I have never liked that idea because it detracts from what they are most excited about at that moment, getting their new home. While they are ever-changing, here are the three questions that I am currently emailing prior to closing:
- What were your perceptions of the role of Realtors and the real estate process prior to our working together?
- Do you feel that things were better, worse, or different than what you presumed prior to our association?
- Now that you have worked with us, would you recommend us to the people that you know who might be in need of the professional services that we provide?
If you still have a relationship with your past clients and did not get a testimonial from them, do not hesitate to send them a similar email now. The goal is to remember to work testimonials into your routine in your future dealings.
If you have other ideas, suggestions, or questions that you have found helpful when asking for testimonials, please include them in the Comment section below. And if you have not already done so, please think about hitting the SUBSCRIBE button (green house) on your way by. :)
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