Get Customers to Talk for You
By Barbara Eldridge

When was the last time you asked a customer/client for a referral? So many times I hear that as a business owner it is uncomfortable asking for a referral. Yet last week I listened to three rookie insurance/financial advisors talk about how they began their businesses and what were the important keys that have made them successful. Asking for a referral was right up on top. Your current customers can be your best influences on prospective clients. So what can you do to break through the "discomfort" of asking for the name of someone they know that could use your product or service?

If you had to guess, what percentage of people are visually oriented: that is, they need to see something before buying it - you know they need to drive a car, feel the material of a suit/dress or preview a house before purchasing it? More then 95% of people are visual consumers. So how do you a service provider create this opportunity?

Why not start with a testimonial from a client who has had a very positive experience working with you? How many times have you heard, "I don't know how to thank you"? That is the perfect time to ask them to put their gratitude in writing. Testimonials can become part of your powerful arsenal for opening the door to new prospects. Something magical happens when you read those testimonials, a special relationship develops with that customer opening the door to relaxing the "discomfort" of taking the next step and asking for referrals.

Testimonials should be used in all of your promotional materials, they can be developed into case studies that you can verbally convey when someone asks, "how do you do that?". Testimonials are one of the most effective and powerful strategies, they create an air of credibility for your business and gives you confidence when approaching new prospects.

The Challenge:Review your marketing strategy and begin asking for testimonials! Let us know if you have any concerns.

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