I recently read some jarring news from  Jeffrey Fox's "How to Become a Rainmaker." Here is one of my Favorite Foxy Tips: How to handle a client who wants to sign, but is hesitating (and you don't know why). Ask them one of these questions: Have I asked about every single detail that's important to you? OR What question should I be asking that I'm not asking? This is the most confident, most professional question you could ask. I had not thought about this simple question ; maybe you might be missing this in your interactions too. This question shows your extreme care and concern about your future client. And it allows you to dig up the real reason they are  on the fence - a reason that's really important to them ( and you justs haven’t uncovered it yet). They may be too afraid or too embarrassed to bring it up. This is your chance to show...

1. How professional you are, and-
2. How much you care.

And don't stop there - keep asking. Try it! It works! P.S. Did you know your clients had a Secret Language of Desire? And when you use it, it can change your business forever? Stay tuned, Patrice Barber President Taylor Made Small Biz

When you want to attract the most perfect clients, consider who you have already worked with and how to highlight your favorites, the ones who are on time, pay promptly, are actively engaged. The best way to show others what you are looking for in a perfect client is with the testimonial of your perfect clients.  Like attracts like. Did you know that most people only read 10% of the text on your website or a landing page? That means that every bit of copy should be essential and high impact. It’s even more important of testimonials as well. Without specific guidance, your clients will usually write a testimonial that praises you highly but does a poor job describing the measurable results of working with you. Help your clients craft a brief but power packed prospect-winning testimonial. Example of a low impact, high praise testimonial: I hired Patrice Barber because I needed help growing my coaching business and to help me get beyond my self-imposed limits. I had no idea she would be instrumental in helping me get such clarity about what I really wanted. Because of her commitment in me, I am now living the life I always dreamed.. She really listens, asks some hard questions, and built a vision of my business I had no idea I could accomplish. She showed me how to use my skills to make a difference with my own clients, which is what is fulfilling to me. She has a gift seeing what you are capable of and getting you there. Every time a session ends, I hang up the phone amazed at what has transpired in me in less than an hour. She is honest, caring and generous.  I couldn’t have found a more valuable coach. This is what we call a little sugary .  It’s flattering to receive a testimonial like this one, but it isn’t useable for three reasons:

1. It’s not likely to be read because it’s too long.
2. The language is flowery and soft with too many prepositional phrases and low impact language.
3. It doesn’t contain any measurable value of the experience as an investment.

  Example of a High Impact Testimonial In just four months of mentoring with Patrice, my marketing business shifted from challenging and unprofitable to a business I was delighted with. I’ve doubled my income and now attract exactly the kind of client I want to work with, clients who stay longer. She showed me how to set up a sales funnel that builds trust with ideal prospects. Now I spend less time up front with new clients and get hired every time! – Mary Smith Why is this better?

• It’s a quick read at 57 words.
• Every phrase is word-smithed for impact.
• It clearly shows three concrete benefits that will encourage prospects to invest.

 

Six steps to attracting perfect clients

Make testimonial gathering a part of your standard business process. Start this about midway through the time you will spend with your client.  Be sure to finalize it by the end of your time with a client.  Keep it easy for your client to give you a high impact testimonial.

1. Listen for the words from your clients that are the gold nuggets of their joy.  When you hear them, ask if you can use it in your marketing copy.  Write out the copy,  send it to the client and get their approval.

 

1. Match up the goals you set with your clients to the results they are getting. Track your successes with your clients and ask them what they feel are the biggest accomplishment each week or at each meeting.
2. If you haven’t heard any gold nuggets, ask your client if they’d be willing to recommend you to others and why.  This is vitally important to ask every client because there may be issues they are not telling you that would be best resolved before your complete your time with your client or their project.
3. When you do hear those gold nuggets, immediately follow up your request with an email including your bullet points about their successes. Also include your draft of their testimonial inviting them to either accept it as is, tweak it, or write their own from scratch using the points you’ve provided. You’ll be surprised how often your clients will say: “I think you really hit the high points”

 

1. Be sure to request their picture and when at all possible meet with them to get a video. Video is even higher impact.  Ask how they want their name and company name listed as well as their web address so they benefit from having their site linked to yours.

 

1. When you receive their testimonial, thank them personally.

  Guidelines for ace testimonials:

• Three to five short sentences, 75 words or less.
• Use “I” language.
• Vary sentence structure. Read aloud to check for proper syntax. Proof it!
• Include at least 3 specific measurable achievements or breakthroughs.
• Audio versions of a testimonial can be very powerful in addition to the written version. Use a service like audio acrobat