As you build your business, your best clients will not only become
sources of steady, on-going revenue, but will also make up an extended
sales force that will help you attract more clients just like them. One
of the best ways that your existing clients can help you is by
providing you with strong, specific, results-oriented testimonials that
show others the real value of your services.

The following 3 tips can help you understand how to get great
testimonials from satisfied clients so you can build an IT business on
a solid foundation.

1. Testimonials Capture the Satisfaction of Your Clients.
When done right, a testimonial speaks meaningfully about the specific,
tangible benefits you've provided to your best clients through your IT
business solutions. Testimonials capture a moment in which your clients
were overwhelmingly satisfied and communicates that moment to other
potential clients. Testimonials have much more power when giving
specific, tangible examples of how you've helped clients save money,
generate new sources of revenue or improve productivity.

2. Know Your Prospective IT Business Client.
When you approach a prospective client, you have no relationship on
which to fall back. The average prospect will be pretty skeptical and
wonder if your firm is really capable of doing the job they need
done... and if you are really worth the high hourly billing rate you
are charging. Testimonials are a great way to show prospects why they'd
be crazy to consider anyone else besides your IT business. When your
service agreement clients provide testimonials, you also demonstrate
the value proposition of long-term relationships. Obviously, you want
every customer to sign a service agreement with you because you know
your benefits are worth their weight in gold to your clients, and
because service agreements give you stable, on-going revenue for your
company … but you are not the one signing the document or the check
every month. A handful of testimonials from satisfied clients can help
persuade new customers that your firm is dependable and trustworthy,
and that you really understand how to solve their specific IT business
problems.

3. If You Want Testimonials, Just Ask. Negative
feedback spreads faster than positive. But how do you actively get your
clients to spread the positive word about your services to other
prospects through testimonials? Just ask! Your happy clients will often
be more than willing to provide you with written or even video
testimonials if you just ask. Many IT business owners now will even
keep a small handheld digital camcorder in their briefcase for just the
occasion. Many clients may even be willing to allow your serious
prospects to give them a call to chat for a minute or two about your
firm’s services. Don’t be shy about asking for testimonials. When you
can to turn your best clients into an extended sales force,
testimonials become worth their weight in gold.