How to Obtain a Quality Testimonial

Social proof is an effective way to move a potential client into a paying client.

How to provide social proof?

The easiest way is to ‘pepper’ your website and sales page with testimonials. However, not just any testimonial format is effective. Untrustworthy service professionals could just make up whatever they want and slap it on a website. You want your testimonials to be authentic.

Here are 5 ‘ingredients’ you want to obtain for an ideal testimonial:

1. Quote in clients own words.

Yes, it’s okay to provide an example of what you’d like to see. It’s often very useful for the clients if you do provide an example or ask questions to indicate what you’d like included. This makes it quick & easy for your client to write a few sentences about their experience working with you. . .which means you ask and receive versus having to feel like you are harassing someone for a testimonial. However, you want your client to re-write the testimonial, make additions/deletions, and ensure it’s their message in their own words.

2. Full name

Ask for permission to use their full name, only resort to first name or initials if your client requests.

3. City, State, and Website url (if applicable)

Another way to add credibility is to include a physical location. Adding the website address is a great way to thank your client for a testimonial. They will likely get a little traffic to their website if you include their url with the testimonial. It also gives potential clients a way to learn more about this ‘real individual’ who is recommending your services.

4. Profession

Including the profession shows others they type of people or industry you work with. For example, my target market is health professionals, so it’s beneficial to showcase the health professionals I’ve worked as a stronger form of social proof. That doesn’t mean eliminate testimonials you receive from clients who are outside your target market. Just sprinkle them among those from within your target market.

5. Picture

I shouldn’t be listing this last. It’s so important it should be near the top of this list. Request permission to use a picture with every testimonial!

If you want to take your testimonial to the next level you can have clients record an audio clip or video where they verbally/visually share their feedback.

Real example of a testimonial I obtained:

At the end of a training call with Dr. Kelly I asked if she’d be willing to provide a testimonial. She said yes, so I followed up with an email:

Thank you for being willing to provide a testimonial. I want this to be quick and easy for you. Here’s an idea of what you may include in a few sentences.

#1 – What you needed and why.
#2 – Your experience working with me – communication, time line, delivery, etc.
#3 – Satisfaction with end result.

For example:

I run a part time psychotherapy practice and I’ve been struggling to get my website up and running they way I envisioned. I’d been wanting an attractive site, easy to navigate, with the ability for clients to schedule and pay for appointments online. I was fortunate to have Lisa’s services referred to me. She was easy to communicate with, provided valid input on site set up, was readily available, quick to respond, and patient when there were pieces I need to think about before moving forward. I now have a functional website and best of all I know how to edit and add pages myself so I can make changes when I want. My experience working with Lisa was great and I recommend her for your website needs.

~ Dr. Shalonda Kelly, www.drshalondakelly.com, Highland Park, NJ (I’d include your photo unless you object.)

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Dr. Kelly took the example I provided and turned it into the following:

I now have a beautiful, functional website that has garnered much admiration.
I run a part time psychotherapy practice and I needed to get a website up. I had the content, but it didn’t stand out, and I didn’t really know how to add special features like having clients schedule and pay for appointments online. I was fortunate to have Lisa’s services referred to me. She was easy to communicate with, provided valid input on site set up, was readily available, quick to respond, and patient when there were pieces I need to think about before moving forward. In addition, she helped me to “brand” both the individual web pages and the documents posted on my site in an ingenious way, using catchy font, buttons that blended professionalism with a wow factor, and an inviting picture of my office as part of the header! I now have a beautiful and functional website that has garnered much admiration. Moreover, after it was complete, she showed me how to edit and add pages myself so I can make changes when I want. My experience working with Lisa was great and I recommend her for your website needs. But don’t just take my word for it – why not go to www.drshalondakelly.com and see for yourself?!”

Dr. Shalonda Kelly
www.drshalondakelly.com
Clinical Psychologist and Associate Professor
Highland Park, NJ

Don’t be afraid to ask.

If you want testimonials (and you need them to increase sales conversions!) you have to ask. Very seldom will you have a client volunteer a testimonial.

All the best,
Lisa Nelson

FYI – Testimonials that rave about how great you are, but do not give specific examples of before/after or problem/result will not be as effective.