Are you getting the testimonials you
deserve?
One of the greatest hurdles in real
estate or any sales business is to gain the trust of your prospects. Your
word about how much they will benefit only carries so much weight.
Testimonials from past happy clients will go a long way to
achieving that for you.
The time to start thinking about
testimonials, is right from the word go, when you sit down with a
potential client. As you educate your client on the process of
buying and selling real estate, introduce the concept of testimonials by
mentioning that previous clients have been happy to provide you with
written testimonials regarding your service. Then show your
prospective client two or three examples. You can also let your
prospective clients know that "my business likes to work from
referrals, and repeats, because I have built a relationship with my
clients. I like to continue that relationship because we've got to know
each other, and it is enjoyable and productive for both of us."
One of the most effective ways to get
powerful testimonials is to use what your client says! The next time your client
says something great about what you did or the service you provided, write it
down and ask if you can use it as a testimonial.
Sometimes it is appropriate to ask right
away "Thanks, that is so nice to hear -- may I use this as a
testimonial?". Sometimes it’s better to wait - write it down as
soon as possible (never rely on your memory) and call the next day. Say
something like: "Yesterday, you said that you loved the way that
my negotiating skills got the result you wanted.
How did my services help you the most?"
That will give your client an opportunity to
expand. Listen carefully and take notes. Detailed testimonials are much
more effective than general superlative statements such as: "She did a great
job helping us sell our home" which sounds nice yet is rather meaningless.
Whenever you can, capture a sentence with a concrete benefit that other prospects will
relate to and want for themself.
After he or she has finished, say: "Thank
you for your thoughts, I really appreciate what you are saying.
Naturally, I'd like to use
your comments with your name, as a testimonial in my marketing materials?
That would be okay, wouldn't it?" The
answer will most likely be: "Of course!"
Always ask people for
permission to use their name, rather than just their initials. Testimonials signed by "D.K.
Brisbane" are simply not credible.
SPECIAL
LOSS ALERT!!
Are
You Losing $100,000's
of
Your Commissions
because
of one little mistake?
If
you're not sure, email
onemistake@saleschampions.com.au
WARNING
THIS
MISTAKE MAY BE COSTING YOU
MORE
THAN YOU THINK!!
A problem with asking your Client to
write a testimonial for you, is that they often have no time - packing,
organising, chasing up removalists etcetera. Clients can be so busy with their own lives
that the last thing on their mind is to write a testimonial for you.
Even
if they remember that they promised to send you one, they usually keep
putting it off.
Keep in mind that most people are not good writers,
yet we all want to appear intelligent, particularly if we know that our
words will be used in print with our name attached.
People also have a tendency to procrastinate forever. They may even
change their statement so much that it will be less powerful than what
they actually said.
So, to make it as easy for your clients as
possible, offer to write it for them. Put their words on the paper. Do it
very carefully - no exaggerations and don’t change the meaning of what
they said. Then send what you have written, with a note asking for their approval,
and give a self-addressed, stamped
envelope. All they need to do is to review it, sign it and post it back.
If they are on the Internet, even easier -- send them an e-mail asking
"Would you mind approving this, so that I get it right?"
You should also solicit testimonials
after every closed transaction by sending your clients a thank you letter
with a feedback or survey form.
Remember: Don't wait. Take the
initiative. Make it easy for your clients to write testimonials and you
will be amazed at how many testimonials you will receive.
And use your
Testimonials - after word of mouth referrals, they are the most powerful
sales tool you have!
Do
you need more success in your life and your business?
Email
bookmycompsession@saleschampions.com.au
for
a Complimentary
Sales Success Session (valued at $295),
where we’ll
analyse your business and show you how to achieve more success in less
time!
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