Do you have the right client testimonials?

Great client testimonials do one of two things:

1/ Communicate that you deliver a desired outcome.

2/ Diffuse a common sales objection.

Here's how to tell if you have the right ones.

Make two lists:

List One: Outcomes your ideal-fit clients want

List Two: 5-7 sales objections you hear often

Then, review your existing testimonials and ensure you have coverage on both lists.

If you don't, go get the ones you're missing.

Have a great day!

CQ

Frequently Asked Questions

What are the two things a great testimonial should actually do?

Communicate that the agency delivers a desired outcome, or diffuse a common sales objection. Testimonials that do neither are likely too generic to serve either purpose well.

How do I create the first list to check testimonial coverage?

List out the specific outcomes ideal-fit clients actually want. This becomes the benchmark for checking whether existing testimonials speak directly to those desired results.

How do I create the second list for this check?

List 5-7 sales objections heard often during the sales process. These become the benchmark for checking whether testimonials exist that directly counter each common objection.

What should happen after both lists are created?

Reviewing existing testimonials against both lists to see where coverage exists and where it's missing, revealing specific gaps rather than a general sense that more testimonials might be needed.

What's the next step if gaps show up in either list?

Going out and getting the specific testimonials that are missing, targeting real client stories that speak directly to the uncovered outcomes or unaddressed objections rather than collecting testimonials at random.