When you ask for testimonials from your clients, what do you say?
I think a lot of consultants, advisors, and service providers struggle with this, so I want to make it easier on you today.
I’m going to give you, not just the specific question to ask, but this question will also get you better answers than asking for a generic testimonial.
Here it is:
“If you recommended my business to a friend, colleague, or peer, and they said, ‘But they’re too [expensive/small/focused/far away/etc.],’ what would you say to overcome that objection?”
Insert the most common objection you actually get (or believe you’re getting).
And what you’ll find is that your best client knows exactly how to overcome it.
Because they already did.
They know why you’re worth the money, or why the size of your business is actually ideal for their type of work, or why your focus is your advantage, or why your location is an asset.
Whatever it is that someone might find unideal about your business, your best clients know why it’s actually perfect.
So don’t guess, and don’t ask for something generic.
Give them a specific prompt, and you’ll get clear, focused, and specific value.
Kelford Inc. shows you the way to always knowing what to say.