Testimonials can help create more trust whilst networking and get you more referrals. If you’re not getting the referrals you want from your network, think about how you use your testimonials.
The apathy and trust problem
When was the last time you bought something big? Somewhere in that process so do you find a step in the process where you paused before buying? Diving under the ice in the arctic circle. I needed some testimonials that my kit would work, before I went. I stopped and asked my diving network (even then I needed to take a leap of faith)
Think about the last time you wanted to give a referral to a member of your network, did you pause for a second and wonder if they would really do the job well? Before giving that referral you need to trust them to do a fantastic job, or apathy sets in and your never quite get round to it.
If you pause, how often do you keep going? Many people, no matter how much they intend to make the referral, pause during the process. Often they don’t restart after that pause, meaning the referral is lost – possibly forever but certainly for today.
Testimonials help to get over that apathy and trust problem.
What happens in the painful pause?
What happens to you when you stop and think about referring somebody? Do you stop and wonder:
- Will they really be able to do the job?
- Is this the type of referral they really want?
- Can I trust this person to do as good a job as me?
- Will I be embarrassed to introduce them?
- Are they too expensive?
This is where good testimonials really help. Your network needs confirmation that they’re doing the right thing in referring you. If you can help them quickly through this painful pause, by having relevant testimonials, you are far more likely to get the referral.
Make more of your testimonials.
How many relevant testimonials have you shared with your networking group recently? Relevant recommendations answer the query that your network worry about.
That implies you need one or two answering each of the typical queries that your network ask themselves – have you got them? Do you know what the typical queries are? If not, ask some of them, maybe that would be a good use for a one to one meeting.
Download our free guide to getting more from your networking group, it's free and waiting for you right now in our JoinedUp Networking toolkit. This toolkit is a resource library stuffed with goodies to help you get better results from your networking (email address required). Click here to download it.
Why is LinkedIn powerful for testimonials?
LinkedIn recommendations can really help. Only the recommender can write your LinkedIn recommendation, so it’s more readily trusted. If you can focus the recommender to write one that answers your network’s queries, even better. What’s more your profile is a good place to get your network go, after you’ve told them about the testimonial. Download our free guide to getting more from LinkedIn, it's free and waiting for you right now in our JoinedUp Networking toolkit. This toolkit is a resource library stuffed with goodies to help you get better results from your networking (email address required). Click here to download it.
How do you make testimonials work for your business networking?