Your Secret Sales Force

By Colleen Francis

Finding the Right Sales Person

“Buyers believe buyers first, the seller second and the business third.” This is a direct quote from a technology entrepreneur I coach and he is right. Testimonials have amazing persuasive powers. They touch on both the facts and emotions that drive people to make decisions. They reaffirm that your claims are credible and that your services are the real deal. They validate the value you deliver to the prospect. And they do so with a message that is unmistakably authentic and sincere.

When a client says great things about you, about your work or the products you sell, give them the opportunity to turn that praise into a testimonial. Simply ask: “I’d really love to share your success with others. Would that be okay?” People generally like to be helpful to other people, but they’ll rarely think to give you that all-powerful testimonial unless you ask.

Here are the some great ways to acquire testimonials:

  1. Contact your passionate newer customers. Get on the phone and call your newest customers. No matter which industry you serve, the most passionate praise you’ll find for your work and the service tends to come from customers with whom you have only recently started doing business. Follow the lead of Audi. Less than 30 days after a new car purchase an Audi representative calls to confirm that the customer is happy with the purchase and to ask for feedback on the dealership. If that feedback is positive the surveyor asks if that information can be shared.
  2. Contact your wise and insightful repeat customers. Your repeat customers, while perhaps not as excited because they are used to the great service you give them, provide prospects with important insight about what makes your product or service worth buying. Make a point of calling up people you’ve been doing business with for a long time and ask them why it is that they call on you. The answers you get will often include a great sentence or two that can be added to your testimonial collection. Again, all you have to do is ask.
  3. Make it easy for people. One of the most common comments you’ll hear from clients when asking for testimonials is “Well I’m really not much of a writer, so it’s hard for me to put it in words.” The real power of testimonials comes from the fact that they’re not polished, that they’re authentic and from the heart. A business owner I know recently told me that he interviews all clients starting with  “Finish this sentence in twenty-five words or less: I really like (product/service/person) because . . .” This approach works because it gets right to the point about the feelings people have for you, and how what you do.
  4. Do unto others. Write testimonials for others in your client community and those whose services have impressed you. This creates reciprocity, and sends an important message to everyone about the high standards you have not only as a supplier, but as a buyer, too. Social networking sites such as LinkedIn are handy tools for doing this. (Please note that I am not suggesting you use the LinkedIn “endorsement” function. That I find useless and annoying. Instead, use the functionality that lets you actually write a testimonial for the client, supplier, or partner.) You will find that they will return the favor with glowing references for you too.
  5. Thank your customers regularly. When you ask for a testimonial, you are battling with numerous other competing customer priorities. By thanking them (sincerely!) for taking the time to act on your request, your customers will treat your request with higher priority. And when you receive the testimonial, be old-fashioned; send a handwritten thank-you note!

Testimonials are the most influencing way to convince prospects to do business with you, allowing you to state “Don’t just take my word for it, have a look at what my customers say . . .” When you do so, you deepen prospect confidence and dramatically reduce barriers to closing the sales.

Liked this article? Connect with me on Connect with Colleen on LinkedIn!LinkedIn!

Get Cutting Edge Sales Strategies Delivered Right to You

Sign-up for my sales strategy videos delivered weekly direct to you!


Nonstop Sales Boom by Colleen Francis Make sure you check out Colleen's latest book, Nonstop Sales Boom for powerful strategies to drive consistent sales growth quarter after quarter, year after year.

Colleen Francis, Sales Expert, is Founder and President of Engage Selling Solutions (www.EngageSelling.com). Armed with skills developed from years of experience, Colleen helps clients realize immediate results, achieve lasting success and permanently raise their bottom line.

You have permission to use the above article in your newsletter, publication or email system as long as you do not edit the content and you leave the links and resource box intact.


©2001-2017 Engage Selling Solutions. All rights reserved: All trademarks used or referred to on this site are the property of their respective owners. No materials on this site may be reproduced, altered, or further distributed without Engage's prior written permission.

Maximize your sales team's potential:
Contact Us Now
Remember: Sales Strategy, Sales Coaching and Sales Training with +Colleen Francis of Engage Selling delivers Sales Results!
©2001-2017 Engage Selling Solutions. All rights reserved. Engage Selling Solutions will never distribute or sell your address to anyone. Period. Promise.

Cutting Edge Strategies Delivered Directly to You

If you are looking to ignite your sales - in any economy - then you've come to the right place. Every week I deliver proven strategies for an immediate and lasting impact to your results.