How do you ask for referrals and testimonials from satisfied customers?

Referrals and testimonials are powerful tools to boost your sales performance and reputation. They can help you generate more leads, increase conversions, and build trust with your prospects. But how do you ask for referrals and testimonials from satisfied customers without sounding pushy or desperate? Here are some tips to help you master this skill.

1 Set expectations early

One of the best ways to ask for referrals and testimonials is to plant the seed early in the sales process. Let your customers know that you value their feedback and that you would appreciate their referrals and testimonials if they are happy with your service or product. This way, you can create a positive expectation and a sense of reciprocity. You can also use this opportunity to explain how referrals and testimonials can benefit them, such as getting discounts, rewards, or access to exclusive offers.

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Keith Rosen

Fanatical about Sales, Coaching & Leadership • Author of #1 Amazon Sales Management Coaching Book • I Help Sellers, Sales Teams & Leaders Coach More, Sell More & Have A Great Life • Named #1 Executive Sales Coach by Inc.
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Create a Referral Agreement "Mr./Mrs. Client, would you be interested in hearing what we're doing to increase revenue?” "Our objective is to increase your sales by at least (X%) & reduce management's workload by 10 hours a week by helping you refine your sales & management process for remote teams. I'd rather invest my time working with clients instead of looking for new business. That's why I can use your help. I’m not asking for a referral now. It would be inappropriate before we've met your expectations. Once we meet them-would you be comfortable sharing the results with others who might benefit from our services?” “Finally, what expectations do I need to meet that will make you comfortable enough to want to refer business to me?”

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2 Deliver value and satisfaction

Before you ask for referrals and testimonials, you need to make sure that you have delivered value and satisfaction to your customers. This means that you have met or exceeded their needs, solved their problems, and provided excellent customer service. You can also add some extra value by sending them useful resources, tips, or insights related to your product or service. By doing this, you can increase their loyalty, satisfaction, and willingness to recommend you to others.

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Lisa Magnuson

Top Line Sales is the go-to partner for senior sales leaders who need their teams to close their largest opportunities—whether from new prospects or key accounts.
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In my experience there are clear windows of opportunity to ask for a referral or introduction. The best window is right after your solution (product or service) has delivered the promised impact or result that your customer was seeking. Put your request on the agenda or give your customer a heads-up for your request. Then have a transition statement in mind to ease into the conversation. For example, we're always looking for one more great customer just like you. A friendly transition will lead to a productive referral conversation. The final key is to make it easy for your customer to refer you. One strategy is to provide a sample intro email that they can use.

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3 Ask at the right time

Timing is crucial when you ask for referrals and testimonials. You want to ask when your customers are most likely to feel positive, grateful, and impressed by your service or product. This could be right after they have made a purchase, received a benefit, or achieved a goal. You can also follow up with them after a few days or weeks to check on their satisfaction and remind them of your request. Avoid asking when they are busy, distracted, or unhappy.

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Alexander Low

Showing you the Activator way | LinkedIn & Sales Navigator Enablement | CRM Technologies & Key Client Strategy | Host of “The Death of Salesman Podcast
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This is a pretty obvious one. In my opinion, if like Ronseal, you have done exactly what it says on the tin, then you should have no qualms about asking for a recommendation or reference. However, always give them the option to not, when you ask. And if they are not comfortable, that should be a cause for concern!

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4 Make it easy and convenient

Another tip to ask for referrals and testimonials is to make it easy and convenient for your customers. You can use various tools and platforms to collect and share their feedback, such as online forms, surveys, reviews, social media, or email. You can also provide them with templates, examples, or guidelines to help them write or record their referrals and testimonials. You can also offer them multiple options to choose from, such as text, audio, video, or images.

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5 Show appreciation and recognition

Finally, you need to show appreciation and recognition to your customers who give you referrals and testimonials. You can thank them personally, publicly, or both, depending on their preferences and the nature of your relationship. You can also reward them with incentives, such as discounts, coupons, gifts, or referrals of your own. You can also showcase their referrals and testimonials on your website, social media, or marketing materials, with their permission. By doing this, you can strengthen your bond with them and encourage more referrals and testimonials in the future.

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6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Ron LaVine, MBA

Sales and Telesales trainer. Onsite or Remote. Live phone prospecting calls produce real time results.
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"If someone wanted to speak with someone who uses use our services/products and likes them, who would they speak with?" This is a real nice way to ask for a reference.

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How do you ask for referrals and testimonials from satisfied customers?

1

2

3

4

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1 Set expectations early

2 Deliver value and satisfaction

3 Ask at the right time

4 Make it easy and convenient

5 Show appreciation and recognition

6 Here’s what else to consider

Sales Coaching

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How do you ask for referrals and testimonials from satisfied customers?

1

2

3

4

5

6

1 Set expectations early

2 Deliver value and satisfaction

3 Ask at the right time

4 Make it easy and convenient

5 Show appreciation and recognition

6 Here’s what else to consider

Sales Coaching

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