What do you ask when you ask your clients for testimonials?
Most consultants, I’ve found, ask something open ended, like, “What did you enjoy about our work together?” or “How would you recommend us to a colleague or friend?”
But what I’ve found is clients tend to stick to what sounds complete, or comprehensive, which ends up being extremely broad.
They’ll reply with, “We enjoyed the team’s work, their diligent communication, and their passion for high-quality outputs,” or something vague and generic like that.
Because that could apply to just about anyone, and doesn’t really do what the testimonial is meant to do.
Which is give a prospect the comfort they need to buy.
But if you ask a question like, “What surprised you most about our approach to our work?” you get something totally different.
You get something specific. And something specifically focused on your key tradeoffs.
That specificity sells, because it tells a prospect reading your testimonial that you’re different, that you’re unique, and you might be uniquely suited to their needs.
The more specific the testimonial, the more power it has to influence others.
So ask specific questions.
Kelford Inc. are content marketers for expert advisors. If you’re struggling with what to say and where to say it to attract your ideal clients, we’ll show you the way.