How to get More (and Better) Client Testimonials
Having client testimonials for your business is a must, but they're so hard to get and you always feel weird asking and end up with reviews that aren't very helpful. In this episode, copywriter Christine Blubaugh is explaining why we have such a hard time getting reviews, how you can get more of them, and how to get the testimonials that really sell what you do.
HOW DID SHE GET HERE?
Christine has a background in health and wellness and started out blogging about food before discovering the world of health coaching, which immediately had her hooked about online marketing and the idea of making money online. She started her own wellness business and loved it for a while, but after struggling with her own health and becoming overwhelmed with it all, she started to lose her passion for the industry.
She moved back to her hometown and shut down the wellness business, but ended up finding her talents when helping a friend write some pitches to be featured. Her friend loved her work and immediately hired her and that sparked her to start working with other people on their copywriting. Now she helps business owners write high-converting copy for their business and acts as a mentor to those who want to learn to write their own copy.
WHY IS IT SO HARD TO GET TESTIMONIALS? ARE WE DOING SOMETHING WRONG?
The underlying thing that makes it a struggle is that a lot of times we feel uncomfortable asking. We feel like we’re bothering someone by asking for a review. it also comes down to systems. If you don’t have a great system in place for asking, then you’ll feel even more awkward trying to ask your clients for testimonials.
One of the huge mistakes that happens often is that the testimonials will say really nice things about the business owner, like “Jane was amazing to work with and she’s incredible." As lovely as that is, it doesn’t mention what the client actually achieved when working with you, and that’s what helps your copy really sell. The mistake is that you’re just asking the client to write a testimonial, and not giving them any sort guide to what to write.
The testimonials you really want to be getting are the ones that show the before and after of what your client went through.
WHAT KIND OF SYSTEM SHOULD WE HAVE IN PLACE FOR GETTING THOSE “BEFORE AND AFTER” STYLE TESTIMONIALS?
The first thing is to be consistent with every client. This will vary depending on what type of business you have, but try to mention the testimonial prior to the completion of you working together. Build that into your client delivery process. Instead of just asking for a review, send them a form to fill out. Ask them specific questions and then put their answers together into a paragraph. This way you’re guiding what they’re saying and giving them direction.
This is the most important piece for getting better testimonials. Ask them what they were struggling with before working with you, what there experience was and what they achieved from working with you, and what’s different about their struggle now. Give them some reminders to help with their writing. If you know of something they achieved from working with you, remind them of that so that they’re more likely to mention it in their answers.
IF WE KNOW A CLIENT LOVED WORKING WITH US, BUT HASN’T LEFT THE REVIEW, WHAT’S THE POLICY ON FOLLOWING UP?
If they already agreed to write it, definitely follow up. After about a week, just reach out and give them a gentle reminder. Most people tend to forget. If they still don’t do it, check in another week later with a paragraph you put together of things they’ve said to you about your services or about working with you. Let them know that you knew they were busy and you value their time, so you put this testimonial together for them. Just ask them to edit it how they’d like and then let you share that. More often than not, they’ll appreciate how much you valued their time, and tell you to use that as your testimonial.
BONUS! GRAB CHRISTINE’S FREE TESTIMONIAL TEMPLATE!
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