By Steve Bruce | I ran another successful ‘Linkedin for Business’ workshops in Hong Kong where I live last week. One of the things that came out during the workshop was that many attendees didn’t know how to source powerful testimonials from happy clients, bosses and co-workers.
In the workshop, I explained that two of the most powerful sales tools you can make use of are public speaking and testimonials from happy clients.
Public Speaking presents you as an expert in your field. If you are up there on stage giving a talk, it is automatically assumed that you know your subject well. There is plenty of research that proves most people’s number one fear, ahead of even death, is public speaking. In fact, according to www.statisticbrain.com, 74% of people suffer from speech anxiety or Glossophobia. The thing is, being a good public speaker is very good for your career.
Additionally, whenever you deliver a good presentation, you will always have a bunch of potential new clients wanting to speak with you afterwards.
Testimonials, or ‘recommendations’ as Linkedin likes to call them, are social proof that you are an industry expert. There are few things better than a happy client singing your praises publicly. This one thing alone can help you to create new business opportunities as the testimonial reassures other potential clients or those you wish to impress, that you are the go-to person in your industry.
When someone publicly recommends you, they are putting their reputation on the line for you as their own, personal brand and credibility will be damaged if you don’t live up to your brand promise. This is what makes testimonials so powerful; as a recommendation will normally come from someone just like them who is unbiased and impartial in their opinion.
You can also use these testimonials in other places. You can repost them on your Linkedin profile from time to time to remind your target audience about your quality work. You can also put them on your website or other social media channels like your company facebook page for example or include them in your email marketing to demonstrate your professionalism and highlight your skills to your target audience.
Here are my 4 tips for sourcing powerful recommendations using Linkedin:
Tip Number 1: Get two recommendations for every job you’ve ever had
1. One from your boss to show what a great employee you are, or were
2. One from a co-worker or subordinate to show what a great colleague or boss you are, or were
Tip Number 2: Source as many testimonials as you can get from happy clients. Remember, there’s nothing better for your business than a happy client
Tip Number 3: Write the recommendation yourself. Sounds crazy, right? Let me explain. Your client, boss or colleague is way too busy to write the recommendation themselves. Also, they probably have no clue what to write anyway. You know best what you want them to focus the testimonial on, like that time you helped them out of a tight spot, how awesome you are at going the extra mile as standard, or how impressed they are with your great working attitude. Even if they do actually ever get around to writing the testimonial for you (they won’t); they may not focus on exactly what you want them to.
On Linkedin, you can ask the sender to re-edit their recommendation before you add it to your profile, but as I said, they are busy, so good luck with that. In fact, you could even come across as needy and grabby; completely the opposite of what you are trying to achieve here.
Tip Number 4: Use text from an existing email that your client has already written praising you. I do this a lot as my clients often write to me to thank me for helping them to upgrade their Linkedin profiles. Simply recycling and lightly editing what they have already written, works really well as they are much more likely to approve it. Also it is coming straight from the horse’s mouth, so to speak and won’t look like you wrote it yourself. Trust me, it’s hard to write unique sounding testimonials every time, so you’ll need to practice.
To help you, I am sharing the script that I use to get powerful testimonials from my own clients.
“I hope you are WELL. I’m doing some work on my Linkedin profile and was hoping you would be willing to write a recommendation for me about our (INSERT WHAT PROJECT YOU WANT CLIENT/BOSS/COLLEAGUE TO FOCUS ON HERE) that I can add to my profile.
To help you, I have written something for you to review and edit as needed.
(INSERT YOUR RECOMMENDATION HERE. MAKE SURE YOU FOCUS ON THE SPECIFIC PROBLEM YOU SOLVED FOR YOUR BOSS/CLIENT/COLLEAGUE OR YOU WILL GET LOADS OF RECOMMENDATIONS SAYING ‘HOW NICE YOU ARE’ WHICH DOESN’T REALLY HELP YOU MUCH)
To add the recommendation, please:
- Highlight & copy it
- Click on the ‘GIVE RECOMMENDATION’ box that appears on the bottom of this message
- Paste the recommendation I sent you in
- Send back to me.
It sounds more complicated than it is, but it will actually take you less than a minute to do.
You will need to adapt this script for yourself, but it has worked really well for me and so far has gotten me almost 80 recommendations.
I hope you find this script useful. Please like, comment and share & leave your feedback in the comments section below.
Also, please feel free to share this article with any of your business contacts who might find it useful.
About The Author
Steve Bruce is a Hong Kong-based Linkedin Coach, Trainer & Marketing Consultant who runs SB Consulting. www.sbconsulting.com firstname.lastname@example.org Tel:+852 9170 5575