Most of us ask for testimonials. And if we follow up and pester our customers enough, we receive testimonials.
There’s only one problem. These testimonials have no power.
Testimonials are stories. And stories potentially have power and grace, flow and rhythm. Look around you and you’ll see none of that in most testimonials.
Limp testimonials are a fact of life because clients don’t always know how to give testimonials and we often don’t have a clue about how to ask for testimonials.
We’re going to fix that today by examining six key questions you can use when asking for testimonials.
Ask these 6 questions to get a powerful testimonial
What was the obstacle that would have prevented you from buying this product?
What did you find as a result of buying this product?
What specific feature did you like most about this product?
What are three other benefits of this product?
Would you recommend this product? If so, why?
Is there anything you’d like to add?
Some folks may use slightly different terms for Question 1, like “What was your main concern about buying this product?”
You can tailor this question for your specific product or service, but don’t stray too much away from asking about objections and obstacles; it’s critical to learn about objections and the reasons why this customer (and others) may have been hesitating to buy.
Why these 6 smart questions work
Let’s discuss each of these six questions.
1. What was the obstacle that would have prevented you from buying this product?
We ask this question because