How to Get Customer Testimonials

This week on ‘Ask the Experts,’ an HVAC Contractor in Idaho asked:

“I want to know how to get customer testimonials, and what to do if I do not have any good ones?”

Contractor University faculty member Drew Cameron began by asking why a company wouldn’t have any customer testimonials. “I mean, at some point you’ve probably had someone tell you something complimentary,” said Cameron. “Why haven’t they memorialized it as a letter or online review? Probably because you haven’t asked.”

Cameron suggested business owners consult their staff about the lack of testimonials. Since they are likely more customer-facing than a business owner, they will have heard more feedback, positive or negative, and their insights can help you create a strategy to get more testimonials.

“I would caution you against paying for reviews and testimonials,” added Cameron. “Maybe give out an unsolicited gift card, but I do not pay for reviews at all.”

Cameron explained that your people be a good source of information on your business’s customer experience. Your company’s goal for customer experience should be that it is so good that customers have to tell someone else about it. “Underpromise and overdeliver,” he said.

Our faculty members have also answered questions on other topics related to system sales, including How to Get Customer Testimonials and How to Close Sales When Competing Against Better Offers.

Hear more from our “Ask The Experts” faculty members on “Cracking The Code,” our weekly web series.

Contractor University members can click here to log in to their member dashboard and submit a question through the Ask the Expert portal.