Prospecting – Powerful Prospecting Should Include Testimonials

An agent works 24/7 to give the highest level of service to their client. The client recognizes and appreciates all the effort the agent has made and compliments the agent multiple times. The agent appreciates the compliments and moves on to the next project. When you give this kind of service there’s always a lot of “to-do’s” to finish. Like most successful professionals, the agent immediately focuses on satisfying the needs of other clients, never thinking to take the time to ask for a testimonial, which would be gladly given.

How often has this happened to you? How often have you been “too busy” to get referrals from your clients? They like and trust you and would be more than happy to help you grow your business. But, you’re “too busy” to ask for a testimonial. Does that make any sense???

One of the most powerful forms of advertising is third-party stories, or testimonials from people that have done business with you. How can testimonials be used?

1. Create a brochure with each testimonial emphasizing a different strength you have.
2. Mail individual testimonials separately.
3. Include testimonials as confirmation of key points during a presentation.
4. Add testimonials to every advertisement or promotional piece you send.
5. Add testimonials to your website to reinforce your brand.
6. Post testimonials on social media pages like Facebook, LinkedIn and Twitter.
7. Compile testimonials in a book and use it to secure listings and overcome objections.
8. Most importantly, you should be sending a testimonial flyer to everyone.

The next time you talk to anyone that appreciates the effort that you’ve made, ask them to write you a testimonial. If a buyer or seller asks you to write it and they’ll sign it, identify a key strength you’d like to discuss with your prospects, and ask your satisfied client how they feel about that key point. Then, write their response down and send a copy to them. It won’t take long to have dozens of testimonials. There’s no better way to grow your business. Testimonials are one of the first things that a prospect will notice.