If I asked your best client why I should hire you, they’d probably say some nice things.
But if I asked them why I should hire you despite some specific objection (like your price is too high or too low, or your focus area is too broad or too narrow, or your team size is too large or too small), then they’d say something really valuable.
Because, frankly, when people ask us why we bought something, we give them something bland and shallow.
“I just liked it,” or “They’re easy to work with.”
But when they ask us why we bought something despite some tradeoff, we give them our rationale.
“It works in the specific way I prefer,” or, “They responded so much more thoroughly than everyone else.”
And that rationale is what your next client needs to hear to explain to themselves why they want to buy.
So the next time you ask for a testimonial, ask this:
“If someone was going to work with us, but then said, ‘I can’t because of [your specific, commonly heard objection],’ what would you say?”
Kelford Inc. is the marketing team that’s never at a loss for words. If you’re struggling with what to say and where to say it to attract ideal clients, we’ll show you the way.