This goes far beyond the benefit of being able to say, “97% of our clients recommend us” — good as that is. Here’s what’s going on.
When someone agrees they would recommend your services, they are compelled psychologically to ‘defend’ their recommendation. If they aren’t willing to do that, they probably won’t recommend you in the first place.
So, a client is willing to recommend you? Congratulations! Now, ask them, ‘Why?”
That requires them to justify their position. It also commits them to uphold their decision to recommend your services. This means that, when someone asks, they’ll feel compelled to vigorously defend their recommendation. That’s very powerful. And, very good. For you.
Getting a recommendation is great news. Asking a client “WHY?” is even better!