Testimonials - a passport to new business



Having talked with so many business owners over the last 40+ years I hear the same views about testimonials and that is how important they are. Strangely enough outside of those using e-commerce where reviews and testimonials are triggered automatically by a purchase very few people seek testimonials from their clients.

When asked why they do not, I get the following answers;

We are too busy

We feel uncomfortable asking

We don’t want to upset a customer/client

It is not worth the trouble

I would suggest that if your customer/client is happy they will usually have no problem so the next challenge is to get them to say something of value. Often they will ask you what to say and our modesty tends to hold us back here. So here is a simple structure that works and helps the customer think in a logical way about you. It will also impress potential customers.

From the customer/client perspective.

  1. What problem were we having? 

  2. What emotion was it causing us to feel? 

  3. What was different about your product or service. 

  4. How did we feel when it started working for us? 

  5. What is life like know.

Let me give you an example as it may apply to my clients.

Before I met Alec I was getting contradictory advice around Strategic Planning. It was causing me to feel confused and frustrated. Alec’s 5 Step Plan to Destination SUCCESS was clear and easy to understand. I saw results almost immediately and now I have an easy to follow Strategic Plan with clear actions and goals for the next 12 months.


Try this structure and I would be delighted to hear how you get on.