Testimonials, aka reviews, are a valuable tool for attracting new clients.
Your existing clients love you, but once they leave their appointment, they’re right back to their lives, busy and distracted.
So how do you actually get clients to write testimonials? Which clients do you ask, when and how? And where’s the best place for them to post a review?
(For the sake of simplicity in this article, consider the words testimonial and review to be interchangeable.)
The Best Way to Get Client Testimonials
The best way to get a client testimonial is to ask. That might seem simplistic, but it’s true.
Putting a link to Yelp on your website and silently hoping someone will click on it is not enough. You must take the first step to nudge clients into action. The best way to get what you want is to simply ask.
Who to Ask for a Testimonial
When considering who to ask for reviews, choose your long-term clients and other top clients who are getting the best results from your work together. Clients who fit these descriptions are your low hanging fruit. If you have past clients who love you dearly, you might reach out to them as well.
If you’re unsure if a client will give you a positive or negative review, pass on asking that person. You don’t want to risk them leaving a questionable review on a site like Yelp or LinkedIn, where you then have to engage in damage control. If that should happen, read my post on How to Respond to a Negative Yelp Review.
When to Ask for a Testimonial
So when’s the best time to ask a client for a testimonial? There are multiple occasions that are ideal to ask a client for a review:
After consistently seeing positive results.
Taking the time to follow up with clients helps build trust and shows you care. When a client is seeing positive results, and their health is consistently improving, that is a perfect time to ask.
Send them an email, text, or private message the day following their session to ask how they’re doing. Then ask if they’d consider sharing their experience by providing a testimonial.
Be sure to recommend where you’d like them to leave the review. Or simply ask them to reply to your email with a short paragraph that includes their testimony (which you can then put on your website).
When a series is finished.
If you work with clients on achieving specific health goals, it’s likely they’ve invested in a series of sessions or a specific time frame to work with you.
Once the series (or period of time) is completed, review progress with the client and reflect on what they’ve achieved. If they’re happy with the results, now is a good time to request a testimonial of your services.
After they’ve experienced a breakthrough.
Do you check in with clients after intense healing sessions? Not every session is epic, but those that are are memorable for both you and for the client.
Sometimes breakthroughs can scare clients away (not everyone is ready to change), so taking a moment to check in with your client can work in your favor and lets them know that you care.
Clients who return after a breakthrough session are demonstrating a commitment to their healing process, and a willingness to continue investing in you as their guide.
After breakthroughs happen, talk about them with your clients. Once the dust settles, gently ask if they’d be willing to write a testimonial of how working with you has benefited their health, and their life.
How to Ask for a Testimonial
So you’re ready to ask. How do you ask for testimonials and what do you actually say?
Request client reviews by simply sending them an email, text, or private message. Here’s a sample email script:
I value you as a client and am pleased to see the forward progress you’ve made over the past few months. Would you be willing to provide me with a testimonial of the benefits you’ve received and your experience of working together? If so, I would be grateful.
You may simply reply to this email with your review, or submit it on my Facebook/ Yelp/ LinkedIn page [be sure you provide hyperlinks to these pages to make it easy for the client. And be sure to edit out this text].
Thanks in advance for your consideration,
If this sounds too formal, edit in your writing style and make it your own.
If you’re asking the client to leave feedback on a specific site like LinkedIn, it may be helpful to include a link like this in your email in case they don’t know how to write up a review. It may seem obvious to you, but not knowing how to write something holds many people up.
What if you’re not technology fluent?
If you – or your client – are not technology fluent, you may prefer to ask for testimonials in person. Before or after their session, while the client is still physically in your office, have a paper form ready with question prompts they can easily fill out.
Keep the form simple, with 5-8 questions. The fewer questions you ask, the more likely they are to complete it. Here are some ideas of questions to include on your form.
Where Clients Should Post Testimonials
There are numerous places online where clients can leave you testimonials or reviews. These include Google, Facebook, LinkedIn, Yelp, other reputation sites such as healthgrades.com and more. Testimonials on these third party sites are seen as highly credible, because you can’t edit them once they’re posted.
If your clients email you their testimonials (or submit them on paper), you can easily add those to your website. Or, if clients have left reviews on the third party sites mentioned above, simply copy your most favorable reviews then add them to your website. I’ve seen some practitioners also note where the review was originally posted, i.e., “– M.S., review from Yelp.”
Testimonials, aka reviews, are a valuable mechanism for attracting new clients. If you want more reviews, the best way to get them is to ask. Consider inviting long-term clients and those who have seen the best results from working with you to share their testimonies.
The best time to ask is after the client finishes a series, has a breakthrough session, or if they are continually seeing improvements in their health as a result of working together.
There are simple email (or message) scripts you can use to ask a client for a testimonial. If you or your client are not technology fluent, have them fill out a simple questionnaire in person to collect their feedback.
Once received, testimonials can be posted on your website. If your clients post them on third party sites such as Yelp or LinkedIn, copy the positive ones to add to your website as well.
Each time I launch a website or complete a client project, I talk to the client about what worked well for them in our process together. Then I ask if they’d be willing to provide a review of my services. They inevitably say yes, as you can see on this page.
As you build your inventory of positive reviews, you can leverage them as a valuable tool to help you attract more clients to your practice.
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