We received a beautiful testimonial from a client today telling saying how thrilled they were with our work and how heartily they recommend us.
And here’s the secret for receiving great testimonials
Ask. Yep, just ask your happy clients for a testimonial. They will be, I’m sure, happy to oblige.
Then you do this
1. Frame the letter (ask them to type out the testimonials and not to fold the paper)
2. Bang a nail in your office wall
3. Hang the testimonial with all your others where clients can see it when they come into your office
4. Let the client know what you’ve done
5. And say “Thanks” for the testimonial
We’ve just done all that. Frame cost me $5. So for $5 this has happened.
1. The client received a positive and nice contact from us.
2. The client reminded themselves what a great job we did.
3. The client was acknowledged by us as being an important part of our business.
4. The client was made aware that we treat our testimonial letters with respect by framing and hanging them. That makes our client feel great.
5. The client was thanked – another positive contact.
6. Our credibility is raised in the eyes of prospects as they walk into the office (Our “Brag Wall” is located smack bang in front of the sofa in the reception area).
7. We’ll now use that testimonial in our newsletters and on our web site.
It’s not just a testimonial letter. It can be a whole lot more. Use your resources to their fullest extent.
Brendon
I went to see a client make a speech yesterday to a business group in a place called Brisbane. Brisbane is a lovely city about 100 kilometres from where I live.
The lunch was lovely, the speech went over well and I had a chat to a few people.
From that one little lunch I have 2 good leads for business. I’m not surprised. It’s how it often works.
People do business with people they like
People will do business with people they like. And they can’t like you if they don’t know you.
If you only want to do one marketing startegy for the week, then do this: Get out of the office and start going to lunches, golf days, whatever. Whatever gets you in front of businesspeople/your clients in a relaxed social setting.
Because only then can you make the contacts you need.
I’ve never been a big fan of the ‘networking’ functions. If they’re called a networking function, what they inevitably are is a function where everyone is there trying to sell themselves. If it’s a relaxed social situation then you can develop the relationship the way you want.
Have a good day.
Brendon
We’ve just won a job for a web site with one of our exisiting clients. We’ve already completed one web site for them, now they need a new web site for a different part of the business.
The clients, a delightful and funny couple, mentioned that the last web site development went a little long because we got their opinion too much.
“You guys are the experts. Tell us what we should do rather than ask us what we want.”
Web development does need to be a consultative thing. But the client is really paying for your expertise. So we need, as web developers, to provide solutions and recommendations based on our experience and expertise. That’s what we are there for.
The client hit the nail on the head. We had spoken about it in the office when we were reviewing how we could have provided a better experience for the client last time.
And to then have our client mention it really brought it home.
The client wants an expert. Be that expert.
Regards
Brendon
Hello. This is also on the Tailored.com.au site but I thought I’d add it here because it’s an issue for Web Developers as well.
My thinking with this has always been that the clients pays for the site so we should assign them the copyright of the site we develop. Seems simple enough.
I then had a slight change of mind in an effort to provide better security for our client’s web site and to be better able to grow my business – read my thoughts on that here.
And I’ve just come across this Information Sheet: Websites: Creating and publishing on the Internet (it’s a pdf file).
Copyright ownership of websites is an important issue. Are you comfortable with the ownership of your site?
Regards
Brendon
One client can make a big, big difference. Here’s a very simple example that Anthony and I were discussing today.
A few weeks back we picked up a client for a $80 job. We installed a statistics package onto his web site. And that was it.
What’s happened from there has been this:
* We’ve since completed $1,200 work on his site
* We’ll be completing another $1,000 work in a week or 2
* He’s referred us a client (a friend of his) who is having $3,500 worth of work done
* Both clients have signed up for ongoing web management – $300 per month
That’s well over $9,000 worth of work from a simple $80 job.
If you’re struggling along trying to get 1 client, don’t lose heart.
That 1 client may be all you need to kickstart your business.
Recognise the value that a client can provide and treat them like the very important person they are. Good luck.
Brendon
Here’s my top 5 ways on being perceived as an expert within the web industry (a critical and effective marketing strategy):
1. Write a book
2. Make a speech to an industry body
3. Write industry specific articles
4. Hold a seminar
5. Have a strong media profile
It’s all in perception. Education works in demonstrating to people your expertise and generating a positive perception. So start educating!
Cheers
Brendon
Free stuff on web sites work. And works well.
My wife’s site that I mentioned below has something like 18,000 subscribers in the database. These people receive free reports and free newsletters on a very regular basis.
My wife provides quality information and the numbers continue to grow. And that database is a central part of her strategy.
Giving free stuff away works to attract the sort of people who might be your customers. The best thing to give away is something of high perceived value and low cost (like a ‘Special Report’).
What can you give away to attract customers?
Have a good day.
Brendon
Howdy. Hope your day is going well.
This entry is one I’ve transferred over from the Tailored.com.au site from Feb 2004.
I’ve just posted off 120 Valentine Day cards and I’m certain I won’t get one date. Not a single one. I’ve sent them to young and old, male and female, gorgeous and not so gorgeous. But I know I still won’t get a date.
You see, I sent the cards to our clients and suppliers. The essential message inside was:
===============================
Happy Valentine’s Day!
Roses are red
Violets are blue
You’re a wonderful client/person/whatever
And we want to thank you!
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The card was signed from the whole team here, with dashes of humour here and there to personalise each card.
* As marketing people, we need to show that we know how to stand out.
* As businesspeople, we need to keep in contact with our clients.
* And as nice people, we need to say “Thank You” to our clients.
I’m sure many people will read this and go “Yeh, nice idea.”
But almost no-one will do it. And it’s this simple stuff that makes a difference.
All of these people will be receiving our offline newsletter in the next few weeks. And they all received christmas cards 6 weeks or so ago.
Keeping in contact can be the easiest thing to do. And the best. Like the ad says – Just do it!
Brendon
It’s not a cliché. It’s a fact.
Let’s imagine you are a Web Designer.
You’re a great at what you do. Amazing.
Then there’s Bob. Bob is a mediocre web designer. He’s not very good at all.
Bob attends 2 networking type events a week. You don’t.
Bob attends 2 sporting events with friends on the weekend. You don’t.
Bob attends his local Lions Charity Club one night a week. You don’t.
Bob enters his mediocre work for awards. You don’t.
Bob attends industry nights. You don’t.
Bob tells everyone what a great web designer he is. You don’t.
Bob has a thriving business. You don’t.
That’s the reality. Make yourself know. Tell people what you do. Get out there and get some business.
Brendon
The audio goes for 5 minutes.
Regards
Brendon