Written By Jeffrey Gitomer

KING OF SALES, The author of seventeen best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His live coaching program, Sales Mastery, is available at gitomer.me.


The 4.5 ways to earn a testimonial:

  1. Do everything you said you would do on time or sooner. To have any prayer for a testimonial you must be known as a person who does and delivers what you promise. Without this fundamental element, don’t bother to read the rest.
  2. Be easy to do business with, and be friendly while you are doing it. Customers expect everything and they expect it when they need it. Not just when you can offer it. You have to be friendly when you are there and friendly when you are not there. This means easy telephone access and easy internet access.
  3. Be proactively remarkable. When you stand out from other vendors you will be talked about and earning a testimonial will be simple. Being remarkable means going the extra mile and making service the forefront of your business not an add on.
  4. Provide consistent help. If you get my weekly email magazine sales caffeine, you know it is all about sales help. Each week I provide my customers an ability to help them learn and grow and I do it for free. As a result they are loyal, they think of me often in a positive way, and will proactively send me testimonials on a regular basis.

4.5 Get business for them. While this is not always possible I can assure you it is the single most valuable thing you can do to secure loyal relationships and testimonials that will flow like Niagara Falls. Figure out a way to help your customer by providing them leads and networking opportunities, so that they have an opportunity to get new business, and I promise you the most incredible testimonials will come your way.