Testimonials vs. Referrals
Testimonials are endorsements that address ‘obstacles’ that can keep a prospective client from taking a ‘Next Step’ with you. That’s why you collect and use testimonials –– to address obstacles to taking action by a prospect for your services.
Referrals are endorsements that position you as a PREFERRED PROVIDER of your services relative to other firms or providers in your field or marketing area. The referror’s endorsement of you makes selling your services much, much easier than if you meet prospects through other means.
Remark-ability is THE key to Refer-ability
In The Referral Machine™ — a program I offer, we contend that to be refer-able you must also be remark-able. Meaning? People won’t refer TO you if they don’t think much OF you.
A Remark-able Experience is an Aligned Experience
When the experience you offer aligns with the expectations (or, exceeds them) of your Ideal Client, you have a competitive edge, marketing-wise. So how do you learn what makes you remark-able? ASK your clients. Your best clients. The ones who’ve already voted for you with their money.
In the next posts, I’ll show you precisely how to learn the basis of your remarkability (and, referability) by asking a few select questions of your best clients. Stay tuned!