Use testimonials.

Third-party endorsements work. They can be a valuable tool in helping you build credibility and value in the marketplace.

It’s amazing how powerful third-party endorsements really are. Of course that’s what referral selling is all about. Having it in writing is an important tool. When you say something great about yourself, it may come across as confidence, or it may sound like bragging. When someone else says it, it becomes the truth.

How do you get testimonials? Ask for them! Pull together a list of who you believe to be your most satisfied customers. Create a request letter asking your customer to help you. Offer a guideline, but never suggest what they should say.

Your guideline could include: The nature of the problem or challenge your referrer faced before you came along. Your professional and effective presentation of options. How happy the referrer is to be your customer. How easy and pleasant it is to work with you. Your ongoing concern for and attention to your customers needs. Any plans for further or ongoing use of your service or products.

Expect about a 30 to 40% return. Remember, most of your happy customer may have good intentions and want to help, but we’re all pretty busy. So don’t look upon a partial response as negative. Revel in the golden nuggets you’ve collected.