Sales Presentations – Customize Your Testimonials
Testimonials can be one of the most powerful ways to prove to your clients that you are the best person to represent them. Instead of telling your clients how successful or efficient you are, make the same point with an objective, even more believable, third-party testimonial. When your goal is to get a key point across about your expertise or the quality of the service you provide, a third-party testimonial can be the best way to make the point.
While self-promotion is often frowned upon, testimonials are usually interesting and well-received by their readers. For example, if your seller’s primary goal is to achieve the highest sales price, sharing a testimonial from a seller you previously represented where a record price was achieved would be ideal. Because your clients will have different concerns, it’s important to have a variety of testimonials that address different issues.
Most agents struggle to secure testimonials. Use the following approach to secure great testimonials from every client.
Step #1 – Once value is received and recognized, and a closing occurs, immediately request a testimonial.
Step #2 – Be specific. Identify a positive comment made by your client that could be ideal to share with a future client. Planting the seed will make it much easier for your buyer or seller to write you a testimonial.
Step #3 – Be sure to ask for points that are different than ones made in testimonials you already have.
Step #4 – Send an email confirming the point and thanking your buyer or seller for the help in advance of them actually providing a written testimonial.
Once you have dozens of testimonials, include them in all of your marketing and advertising materials and in every one of your sales presentations.