Selling Boldly

18How to Get Testimonials from Your Happy Customers

This chapter lays out the process of gathering powerful feedback, insights, and testimonials from your happy customers. The foundation for this approach is detailed in my previous book, The Revenue Growth Habit, but you will find the details that follow to be a streamlined, updated version of that process. I've personally conducted and overseen thousands of additional customer interviews since writing that book, and the approaches detailed in this chapter take into account the many lessons learned from those sessions.

The Purpose of These Conversations

Always remember the purpose of these conversations: we want testimonials that detail what your customers love about working with you. I know you will be uncomfortable asking for this because we are not used to asking for positive feedback. In fact, it is much more comfortable for us to ask, “What can we do better?” rather than “What do you like best about working with us?”

If it's feedback for improvement, we know what to do. We can jump into action. We go fix the problem.

If it's feedback about what you're doing well, we don't know what to do.

A few thoughts about this.

First, you don't have to necessarily do anything. You simply have to understand and believe the positive feedback they are communicating to you.

Second, if you must do something, here are a few actions that can help grow your sales:

• Double down on the things your customers say they love about you. For example, ...