Why your best clients give blah testimonials

Your client loved you. Luurrrved you! Workingthey used your product or service. And, ask
with you, the results they got. Oh happy day.about how they felt as well as concrete results.
Then why is it so darn hard to get a testimonialDig for the concrete results. I was interviewing a
from them? And, if you do get a testimonial, it'sclient who said she had 'done better' after one of
of the blah-blah 'John Smith is great. Recommendmy classes. Hmmm... 'done better, what does that
him highly.' variety.mean?' After a few more questions on my part,
Great testimonials can make a huge differenceshe soon told me that her income had gone up
for someone considering your offer. Blah'fifty percent.'
testimonials, on the other hand, can drain the'Fifty percent' sounds a whole lot better than
heart right out of it.'done better.' When your client says something
If they love you, why won't they give you avague, ask until you get the concrete numbers or
great testimonial?results.
There are the obvious reasons: too busy,� Practice silence.
forgetful, etc.When you ask a question, your client will probably
But, that's not why they won't give you one.answer immediately. And then you ask another
There is another reason, lurking underneath that,question. And then they answer immediately.
for most of your clients.But, you're missing the good stuff. Many times,
Testimonials are like public speaking.that immediate answer was just off the top of
The last time someone asked you to stand up bytheir head. If you wait a few moments after their
yourself in front of a bunch of strangers, how didinitial answer, sometimes they'll continue and say
you feel? Excited? Gung ho? Or ready to crawlsomething else.
into a closet?In my experience, that 'something else' is really
Your clients, no matter how much they lurve you,juicy.
may not be willing to write a speech, and thenThe silence is also a good time for you to
stand up all by their lonesome. But, that doesn'tbreathe. It's not easy to hear someone gushing
mean you have to give up on testimonials.about you. If you are silent and allow yourself to
Stand up with them.receive with gratitude what they are saying, you
To get great testimonials, you need to stand withmay notice that it actually feels really good to
your clients. That means get on the phone andyour heart.
interview them.� Start with skepticism.
That's right. If you're spending 30 minutes cajoling,When someone is considering purchasing from
pleading, emailing and calling them, begging themyou, they probably have some skepticism. If you
to finally get that testimonial written, then whycan ask your gushing client of any doubts or
not spend 15 minutes interviewing them instead?fears they had before they purchased, it will
Ask them questions about their experience. Writemake the testimonial much stronger.
down what they say, or record the conversation,The skepticism brings reality in, and helps to build
and you'll end up with much stronger testimonials.trust. If all your testimonial does is gush good
But I'm not Barbara Walters.things, then the person considering purchasing
Even if you've never interviewed anyone before,won't be able to relate to the gushing. But, they
you can do it successfully. But, there are a fewcan relate to the skepticism.
things you should know going in that will helpSo have both.
make it easier for you. Keep reading...Pick a few of your best clients and customers,
Keys to Five-Star Testimonial Interviewsand ask to interview them for a testimonial. Not
� Emotions and results before, during and after.only is it great for your business, but it's a great
You want to ask specific questions about whatpick-me-up on a cloudy day.
was going on for them before, during, and after