Few things are more powerful in sales than the real testimonial of a satisfied client, yet many realtors are nervous about asking for them. Here are a few common questions and answers about client testimonials, and tips on asking for them!
WHY SHOULD I ASK FOR A CLIENT TESTIMONIAL?
As with Yelp, Amazon and Google reviews, clients are used to reading un-biased, third-party reviews of services and products. Real estate is no different. There’s power in an authentic, honest client review is multi-faceted: it demonstrates your experience, and it shows that you care enough about your brand and presence to promote clients giving testimonials. Best of all, they’re free! Other than a direct client referral, client reviews are perhaps the easiest and most effective way for you to grow and promote your business.
HOW SHOULD I ASK FOR A CLIENT TESTIMONIAL?
There’s no reason to be shy about asking a client to give you a testimonial. Many times, satisfied clients will look for ways to share how much they loved your service.
When asking a client for a testimonial, first tell the client how important testimonials are to your business. Second, let them know that it’s totally optional to write a testimonial for you, but, if they decide to do so, you want them to be honest and transparent about what they thought of your services. Finally, encourage them to write a testimonial within a defined period of time, like the next two weeks. Many times, REALTORS® find that clients will commit to writing a testimonial but, if given no particular time deadline, won’t ever get around to doing it.
WHAT IF I DON’T LIKE THE TESTIMONIAL?
If you plan to use the testimonial on your own website, you can decide not to publish the testimonial. On websites like Zillow and Google, you might be out of luck.
However, even less-than-stellar testimonials are not necessarily bad for your business. For one, it gives you an opportunity to grow and address any shortcomings either directly with that client or going forward. Most third-party websites let you respond to client testimonials. Even a negative review can often be saved and used as a positive by you if your response is kind, empathetic, and reasonable. Remember that you can always try your hardest to please your clients, but you can’t always ensure that your clients are totally pleased!
Moreover, a review or two that is not head-over-heels about your services shows that the other (hopefully) glowing reviews about you are authentic and written by real clients!
Don’t be shy about asking for client testimonials; they are a powerful tool for growing your business!