Here’s an “advanced” point that came out of a client workshop last week: when asking for a testimonial, don’t use the word “testimonial,” as it places unnecessary pressure on your customer. Instead, ask for feedback, thoughts, reactions, opinions, etc.

“I’m wondering, how would you say you’ve improved since we’ve started working together? What, specifically, has become better?”

Same goes for referrals: don’t use the word, which actually decreases the odds of you getting one! Instead, ask for who else your customer knows: “Who do you know at your company, or at another firm, who’d get similar value from working with me?”

Ask for testimonials and referrals, and there’s strange, easily avoidable discomfort. Ask for people’s thoughts, and you’re likely to get them because people love to share what’s on their mind. 

Listen to My Client

Here’s a two-minute video of my client, Elite Creations, a terrific corporate incentives company, discussing the workshop we’d just completed. Prior to the workshop, I created a comprehensive revenue growth plan for them after interviewing staff and key customers. Their customer-facing teams will implement the actions I presented (requiring no more than 15 minutes per day). The workshop is the official launch of the plan, and I’ll help them execute it over the next year. I can’t wait to enjoy their aggressive growth with them!