The power of testimonials

I've been reading "The Sales Advantage: How to Get It, Keep It, and Sell More Than Ever," from Dale Carnegie & Associates. I was reminded, while reading, how important it is to ask your clients for testimonials and referrals.

It can be a little nerve-wracking to go back to customers and ask for a favor when they've already bought from you. One of my favorite ways to do this is to conduct an annual or semi-annual customer satisfaction interview or survey. This will give you a chance to talk with your client about how things have been working and will give you a chance to fix any problems if there are any.

A best case scenario will have you getting good feedback and then asking: "Would you mind writing a testimonial about us? We'd like to use it to reinforce to our clients and employees that the satisfaction of our clients is important."

While you're at it, why not ask them if they know of anyone else who could use your services? An example, "John, I'm glad that we've been able to help you automate your payroll functions. Do you know of any other companies who might benefit from our help?" If not, just let them know that you're there to help when needed. If so, make sure to ask if you can use their name when calling on the new prospect.

That's all for now...