Prospecting – Testimonials, “The Big Miss!”
An agent works 24/7 to give the highest level of service to their client. The client recognizes and appreciates the effort the agent has made and compliments the agent. The agent appreciates the compliment and moves on to the next project. Like most successful professionals, the agent immediately focuses on satisfying the needs of other clients, never thinking to ask for testimonials, 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 you. They trust you. And, they 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?
- An agent can create a testimonial brochure with each testimonial emphasizing a different strength the agent has.
- Individual testimonials can be mailed separately.
- Testimonials can be included as a confirmation of key points an agent makes in a presentation.
- Testimonials can be added to every advertisement or promotional piece and agent sends.
- They should be added to web pages to reinforce an agent’s brand.
- They can even be posted on social media pages like Facebook, LinkedIn and Twitter.
7. They can be compiled in a testimonial book and be used to secure listings and overcome objections during appointments.
7. Most importantly, you should be sending a testimonial flyer to everyone.
The next time you talk to anyone that appreciates the effort you’ve made, ask them to write a testimonial. If your client asks you to write it for them, 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 collect dozens of testimonials. There’s no better way to grow your business.