In his bestselling book, Building A Story Brand, Donald Miller explains the tremendous power of true stories from our clients – and how those stories can quickly set us apart from others in our field.
All of us know that ratings, reviews, and testimonials have become “live or die” factors in an increasingly online marketplace (when was the last time you bought something off of Amazon with 0-5 reviews when the next product had 1,000+ 4.5 stars?).
The trouble is that most of us don’t know how to ask for testimonials that will elicit powerful stories. Even our raving fan clients tend to focus on how great we are as professionals. This is nice, but it doesn’t cut through the clutter with those short examples of struggle and victory that place the client – and other prospects who relate to their desires and obstacles – in the role of hero, with us as the skillful guide who helped them accomplish their dreams.
Here’s an excerpted list of questions from the thorough article based on Building A Story Brand principles that help you get more effective client stories.
Customize these to suit your brand:
- What was your absolute biggest challenge prior to purchasing/joining/attending?
- How did that challenge make you feel?
- What changed after purchasing/joining/attending?
- What specific results can you share?
- What would you say to somebody on the fence about purchasing/joining/attending?
- Anything else to add?
- Do you grant permission for us to feature you and this testimonial in our marketing materials?
I know we’re wrapping up an intensely busy year. We don’t know exactly what lies ahead for 2022, but I think it’s safe to say that we could use a little time for retooling our systems, asking for great reviews (and referrals), and making sure that those who need our services in the coming year understand exactly what we have to offer – and why they need us to guide them.
Shall we schedule time to think ahead and plan how we can work together best in the coming year? I know that a little bit of focus on nurturing our “raving fans” can yield big results!
Please drop me an email or call if you have any questions – or someone you know is in need of expert advice. I love to help those you care about. If you have a referral please click the button down below. Your referrals are the heart and lifeblood of my business.
Mission San Jose Mortgage
2111 W. March Lane, Suite B100
Stockton, CA 95207