What Are Your Clients Saying About You?

Last month I shared how a great testimonial will motivate a prospect to hire you. To complete this topic, here are five easy steps to guarantee that you receive great testimonials from your clients.

Step 1: ASK - do you lack testimonials because you don't ask each and every client if they will provide one? As I discussed in my article last month, people WANT to share their experiences, and you deserve testimonials for the great work you do!

Step 2: KEEP a written record of the results your clients are achieving because of your products and services. For instance, I end each coaching session, class, or retreat by asking participants, "What insight or value became apparent for you today? What's the greatest benefit you received from today's session?"

Such inquiries encourage clients to reflect on the value they are receiving as well as create a written record of specific and tangible benefits. It's a snap then to retrieve this information when it's time to request a testimonial!

Step 3: SEND an e-mail (my preferred method) to your clients requesting a testimonial and include the specific benefits you tracked in Step 2 above. They'll really appreciate not being faced with a blank piece of paper when it comes time to write a testimonial, and your response rates will greatly increase!

Request approval to edit only for grammatical clarity, such as tense and punctuation. And always send the author a copy of the final version you intend to use in your marketing. They should give their final approval before the testimonial appears on your website or brochure!

Here's the actual template I use to request testimonials. Tweak the words to reflect your holistic product or service and the specific benefits your clients receive.

Step 4: THANK your client personally for taking the time to write a testimonial for you, and let them know when and where the testimonial will appear.

Step 5: CONTINUE asking for testimonials, particularly for new products, skills, and services you offer. Periodically update your website's Testimonial page to highlight your newest offerings.

Specific, tangible benefits are the key!

Imagine that you are a prospective client reading the following testimonials. Decide which is more likely to move you to action (one of the side effects of a great testimonial).

"Anne is a great listener and creates a wonderful sacred space where I can raise my level of self-awareness. She helped me immeasurably when I went through tremendous career and family challenges. I love the accountability of coaching, as Anne tracks my progress and celebrates with me as I reach each new goal. At the end of each session, I am able to more clearly see my own value and my own capability. In short, I think Anne is a GREAT coach."

versus

"My goal in hiring Anne was to attract more clients and find a method of marketing that didn't make me queasy. I used Anne's templates, particularly the Marketing Funnel and the Ideal Client Worksheet, to write a plan of exactly what products and services will bring me maximum clients. I've added eight new clients within the last month, while spending less time and money than before, and now I look forward to marketing my business with methods I find authentic and fun!"

I refer to the first testimonial as a "Yearbook" quote, wonderful words you might expect to see written in one's high school yearbook. While heartfelt and authentic, these sentiments speak about my attributes, not about the results my products and services will deliver.

The second testimonial identifies tangible benefits the client received and the effect it had on her business. Which testimonial do you think will inspire potential clients to action? The second one will, with its details of specific and tangible benefits.

How does a newbie accumulate testimonials?

I heard from several of you over the last month saying that you're relatively new in business and don't yet have many testimonials from paying clients. Here's what I suggest for those of you just starting out.

Using the five-step process I outlined above, ask for testimonials from individuals who have experienced your services for free or at discounted rates while you were starting up. Use these as you continue to build your business and add to your collection of testimonials.

It's a cyclical process!

By the time a prospect becomes a client, you've already invested a lot of time and energy attracting them to your holistic practice. If you are business savvy, you'll ensure a steady stream of customers by asking for great testimonials that will help you attract new clients, who will, in turn, sing your praises to your future customers.

Join me next month when I'll share:

From part time to full time business!

Until then,
Blessings & Light

Visualize your business featured in the special 2-year anniversary edition of this e-zine!

To celebrate two years of publication, I invite you to tell me how a tip or suggestion you read in my archive of articles enhanced your holistic practice.

I'd love to hear what topics inspired you to grow and improve your business. My April 2008 e-zine will feature the success story, website, and photo for selected entries.

I'm already accepting submissions so send yours to ANewLeafCoaching@earthlink.net and join in the celebration!

I'll be taking live calls and questions during my upcoming radio interview!

TOPIC: Your Spirit Guides Called! They said, "Get a Business Plan!"

Sunday, February 24, 2008, 7 - 8 pm, ET

I invite you to call in during this live, radio interview and ask questions related to your holistic business.

The toll free number is (866) 854-9275.

Topics may include:

• Making the metaphysical, physical
• Maintaining a positive mind set as a new entrepreneur
• Are you under pricing your holistic services?
• Free local resources every entrepreneur should know about

The coupon below gives you extra value when you register by December 20th!

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Where will your business be in 6 weeks? In 6 months?

What are the consequences if you either take no action, or continue exactly as you have?

If you are serious about taking your holistic business to the next level, this teleclass is for you.

Teleclass meets:
January 24, 31, February 7, 14, 21, 28, 2008
Thursday evenings, 7:30 pm - 9 pm ET

All sessions conducted by telephone.
For current and future Holistic Entrepreneurs.