Here are ten effective strategies for utilizing references and testimonials to boost your sales:
Prep Your References:- Provide your references with some guidance on potential questions and suitable responses when a potential client gets in touch.
- Regularly update your reference list and monitor for any changes that might affect your rapport.
- Armed with your reference list, you can confidently approach sales negotiations. If asked for references, reply: “Certainly, here’s my list. Provided the references meet your satisfaction, when can we get started?”
- When your references depict your business authentically, you’re more likely to win in the long run.
- View customer compliments as opportunities for gathering testimonials. Follow up immediately with a request for a testimonial letter or email. When a customer is considering renewing your contract, this is another ideal moment to request a testimonial, directing their focus on your service’s value.
- Save your busy customers some time by offering to draft the testimonial based on their telephonic feedback. If they concur with your drafted version, ask them to reproduce it on their letterhead. If they have reservations, offer to make adjustments until they are content.
- The magnitude of their landscaping or lawn care issue before you were hired.
- Your ability to accurately diagnose various problems.
- Their perception of your professional expertise.
- How they feel about the ongoing follow-up service that you provide.
- Avoid monotony in your testimonials. Encourage different customers to highlight diverse facets of your service, such as quality, reliability, promptness, and value.
- Request satisfied customers to include any initial reservations they had about your service in their testimonial. This can serve as a powerful tool to address potential customers’ concerns upfront.
- When a customer complaint has been addressed, reach out promptly. If the customer is satisfied, request them to write a brief comment on how you responded to and rectified the issue.
Be Well, Do Good Work, and Keep In Touch.
Fred Haskett
To Learn More Contact Fred at TrueWinds Consulting