Customer testimonials are a powerful tool for salespeople. Not only do they get the prospect's attention, they also help reassure her that she's making a wise choice by buying from you. And it creates the bandwagon effect, giving the impression that "everyone else" is buying your product. Such testimonials can be integrated into your marketing tools, such as brochures and websites, or simply handed to a prospect during a sales appointment.
Sometimes you'll be lucky enough to receive spontaneous testimonials from your customers. But even a happy customer usually won't think to share his story with you unless you ask. Here's a sample letter you can use to request a testimonial from a satisfied customer.
Dear [Customer Name],
When someone takes the time to talk about a positive experience, it speaks volumes. And so I would like to request a small favor from you -- a customer testimonial that will give others a sense of the experience and service I offer.
Whether it's a recommendation for a restaurant, a vacation spot or a doctor, I have always felt that the testimonial is a powerful indicator of excellence. I strive to provide such excellence with each and every transaction, and I sincerely hope that this describes your experiences with me.
Your testimonial can be as short or as long as you like. It is valuable to my future business and, just as importantly, allows me to keep on improving the level of service I provide. Feel free to either e-mail your testimonial to me at [email address] or use the enclosed self-addressed, stamped envelope to share your thoughts on your experiences with my company.
I sincerely appreciate your help and look forward to serving your needs for years to come.