Testimonials accomplish two important things in real estate sales.
First, testimonials tell prospects and colleagues that you have a reputation for building long lasting, solid relationships with clients.
Second, testimonials make all your marketing communications (including all your drip marketing campaigns) and presentations more believable. Let’s face it. Clients expect you to be at least a little bit biased when talking about yourself. But they’ll trust their fellow home buyers and sellers to tell it like it is.
However, many Agents find it difficult to ask for a testimonial. “I don’t want to make my client feel uncomfortable”, many say.
So how do you ask for a testimonial without putting your client “on the spot”?
One of the most effective techniques is called: Listen and ask.
Here’s how it works:
Throughout your work with clients, keep your ears open for those moments when they say something positive about your services.
Here’s an example:
A client e-mails to you: “Thanks for helping us navigate through the whole process of selling our home. It’s the first time we’ve done this and we really appreciate your help.”
Your reply e-mail: “John, it was my pleasure. I’ll drop by before moving day to see if there’s anything more I can do to help. By the way, would you mind if I use your kind comments as a testimonial?”
This is a great technique because it captures testimonials that come naturally from the great service you provide a client. There’s nothing forced or artificial about them. You’re not pressuring a client to give you a testimonial – they already have! All you’re doing is asking for permission to use it.
When a client agrees to a testimonial, always send a confirmation of the exact quote you intend to use, and follow that up with a Thank You card. And of course, record the client’s testimonial in your IXACT Contact database.
Takeaway point: You get client testimonials every week. All you have to do is listen… and ask.