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How do you collect and manage your referrals and testimonials effectively?

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Referrals and testimonials are powerful tools to boost your sales and reputation. They can help you attract new customers, increase your credibility, and create loyal fans. But how do you collect and manage them effectively? Here are some tips to help you leverage referrals and testimonials for upselling.

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1 Ask for referrals and testimonials at the right time

Timing is everything when it comes to asking for referrals and testimonials. You want to catch your customers when they are happy, satisfied, and impressed with your product or service. The best time to ask is right after you have delivered value, solved a problem, or exceeded expectations. For example, you can ask for a referral or testimonial after a successful project completion, a positive feedback, or a repeat purchase.

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Oliver Childerhouse

Head of Sales for National Business Rescue
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As the statement suggests, it's essential to ask for a testimonial or referral at the right time. Wait for your customer to see the value of your product and service, and request said testimonial upon hearing their positive feedback, as part of the same conversation. Avoid seeming needy, or pushy, but instead adopt a flippant attitude, suggesting you receive testimonials regularly, and therefore reinforcing the value of your work.

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2 Make it easy and convenient for your customers

Your customers are busy and have other priorities. If you want them to give you referrals and testimonials, you need to make it easy and convenient for them. You can use online tools, such as surveys, forms, or platforms, to collect and manage your referrals and testimonials. You can also provide incentives, such as discounts, rewards, or gifts, to motivate and thank your customers. And don't forget to follow up with a reminder, a thank you note, or a testimonial request.

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3 Showcase your referrals and testimonials strategically

Once you have collected your referrals and testimonials, you need to showcase them strategically to maximize their impact. You can use different channels, such as your website, social media, email, or blog, to display your referrals and testimonials. You can also use different formats, such as text, video, audio, or images, to convey your referrals and testimonials. And you can use different types, such as quotes, stories, case studies, or reviews, to illustrate your referrals and testimonials.

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4 Segment and target your referrals and testimonials

Not all referrals and testimonials are created equal. Some are more relevant, specific, and persuasive than others. You need to segment and target your referrals and testimonials according to your audience, goals, and offers. You can use criteria, such as industry, location, problem, solution, or benefit, to segment and target your referrals and testimonials. You can also use data, such as feedback, analytics, or metrics, to measure and optimize your referrals and testimonials.

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5 Encourage referrals and testimonials to become advocates

Referrals and testimonials are not just one-time events. They are opportunities to build long-term relationships with your customers and turn them into advocates. You can encourage your referrals and testimonials to become advocates by providing value, support, and recognition. You can also create a referral program, a loyalty program, or a community to engage and reward your referrals and testimonials. And you can ask your referrals and testimonials to share, recommend, or promote your product or service to their network.

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Parule Amin

SAAS Revenue Retention Leader | Customer Success VP | ESG & Sustainability Advisor | Data & Analytics | Relationship Builder
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In addition advocates will be willing to speak to prospects independently to provide references. I've used this method successfully where there is a strong relationship with a client and a prospect that is very likely to close.

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6 Upsell to your referrals and testimonials

Referrals and testimonials are not just sources of new customers. They are also potential upsell opportunities. You can upsell to your referrals and testimonials by offering more value, solutions, or benefits. You can also use your referrals and testimonials as social proof, authority, or trust to persuade your prospects to buy more from you. And you can use your referrals and testimonials as feedback, insights, or suggestions to improve your product or service and create more upsell offers.

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How do you collect and manage your referrals and testimonials effectively?

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1 Ask for referrals and testimonials at the right time

2 Make it easy and convenient for your customers

3 Showcase your referrals and testimonials strategically

4 Segment and target your referrals and testimonials

5 Encourage referrals and testimonials to become advocates

6 Upsell to your referrals and testimonials

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