I recently read a few interesting statistics (The Neilsen Company)
- 92% of people trust a recommendation from a peer
- 70% trust someone they don’t know
- 40% of consumers don’t trust paid advertising
Customers often head straight to the testimonial section of a company website to devour third party testimony for reassurance of the value you provide.
So, why do few agents use client testimonials? I would suggest that it’s likely because they don’t know how to ask, let me help you with this.
Marnie Campbell
How do you ask for a testimonial?
Long-term coaching member Marnie Campbell has shared her secret to receiving 100% response rate from her clients. Marnie has a system that works:
- After a sale is complete, she sends a testimonial request by mail and a self-addressed stamped envelope.
- In the envelope she adds a $25 gift card as a means of thanks.
- Marnie uses the law of reciprocity; she is providing a gift before anything is asked for in return.
How to effectively use testimonials?
Several RRi coaching clients are using testimonials with astonishing success:
- Jeremy Amyotte shares several testimonials and features different aspects of his skills as a Realtor.
- John Jennings has over 50 testimonials, also outlining and highlighting various skills.
- I love Leslie Benczik’s use of pictures with clients. A picture is worth a thousand words and enhances the social proof of a testimonial.
Testimonials are not just a powerful influencer when prospects are making decisions, but a cost effective one for you too.
It’s a beautiful life, make it count!
Rich