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How to Use Client Testimonials to Gain New Customers

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When building a client base, there are a variety of ways to advertise your services to potential customers.  You’ve likely employed many mainstream marketing strategies, like social media, email campaigns, and referrals from other providers in your network.  Having a solid presence online can help boost your familiarity among leads and increase the number of touchpoints you have with potential customers.  

However, all of these strategies require customers to trust what you say about your own services.  This is an integral part of marketing your service and building your brand, but some customers may require more convincing to feel secure in signing on to work with you. In this case, it’s crucial to have client testimonials to help relieve any hesitation towards taking the next step. Whether you’d like a client to book a call, make an appointment, or purchase a service, client testimonials can make the difference between navigating away and taking action.  

What is a client testimonial?

Client testimonials are positive reviews and recommendations from current and past clients.  They affirm the value and credibility of your services to potential customers perusing your social media or website pages. Client testimonials allow interested customers to read firsthand accounts of working with you, from those who were once in the same position.  Having testimonials available to potential customers offers the opportunity to build their trust in you and your services.  If they are able to see that someone similar to them was satisfied with the outcome, they are more likely to feel they will be satisfied too.  Research has shown that 92% of customers say they read testimonials when considering a purchase. 

As mentioned earlier, digital marketing strategies can come across as very formal and sales-like.  Customer testimonials offer a sense of familiarity for leads when marketing; it’s as if they are talking to a friend about your services, rather than seeing an ad online.  It also creates a real air of credibility regarding you and your services.  Your business is being supported not only by you and your marketing team but also by real, live customers who have actually experienced what it is like to work with you.  Testimonials leverage emotions to draw interested customers in and allow them to trust you; 72% of customers felt client testimonials and reviews helped them trust a business more.  

How to Get Client Testimonials 

✨ Gathering Positive Testimonials

The first step in creating a strategy for sharing testimonials is to create a bank of usable customer testimonials. This will allow you to have a constant flow of reviews available as you implement your marketing strategy.  Naturally, some customers will reach out to you unprompted to share their praises for your services.  These testimonials are likely very genuine and honest, as your client took time out of their day to tell you how valuable your services were.  Just be sure to ask permission before using them, as they were shared privately with you and customers may not want their words put on the internet.  

For other clients, first, consider reaching out after working together for a significant amount of time, or after finishing your time together. This ensures clients have had the full experience of your services and are likely satisfied with their improved health outcomes. You can then gather these testimonials by manually reaching out to clients, or by sending an automated email or message campaign at the end of their program.  Next, to increase your chances of getting a response, offer an incentive; it could be a gift card, a free session with you, or company merch. Clients will be more likely to give you a few minutes of their time if they can get something in return. 

Be strategic and specific with the questions you ask in your request. Asking questions that are too open-ended can lead to generic and impactless answers.  Questions should be targeted towards aspects of their customer journey when working with you: what drove them to sign up, why they chose you, why they stuck with you, and what the end result was.  This will allow you to create meaningful testimonials from their answers. 

✨ Ask for a Referral

Requesting a testimonial from a past customer presents an opportunity to ask for referrals.  You should only ask for referrals from clients who are your promoters: those who sing your praises and are likely to recommend you to others who could benefit from your services.  As a provider, you should have a strong relationship with these clients, and be comfortable asking them if they have any friends, colleagues, or families who may be interested in working with you as a healthcare provider.  

You can include a request for a referral within your request for a testimonial, or as a follow-up once the testimonial has been given.  Try to use the template below:

Hello [Customer name], Thank you for submitting a testimonial! I’m so glad to hear you’ve had such a positive experience working with me, and that you’ve achieved your goals during our time together. Since you’re so happy with your outcome, I was wondering if you had any friends or family who may benefit from my services.  Making healthy changes can be difficult, so I would be grateful to have the opportunity to support them along their journey. Thanks, [Your Name]

✨ Placing them Strategically

Client testimonials can be presented in a few different ways across your digital marketing.  Some professionals choose to dedicate an entire page on their website to testimonials.  This is a great strategy, as it makes them accessible for leads who are looking for them, and consolidates them in one place for easy reading.  Another strategy is to place them throughout your website, on various pages.  As clients scroll through your homepage, they can find testimonials scattered throughout.  This gives potential clients a good first impression, as positive words about your services are constantly top of mind. 

Some providers develop testimonials into case studies.  Case studies are more detailed accounts of a client-provider relationship, including how they came to work together, the progress made, and the ultimate end result. For a provider, case studies offer the opportunity to share more details of their services and give a real-life example of client success.  Quotes from clients can be integrated into the case study to increase its credibility and validity for prospective clients.  

Another great way to leverage client testimonials is to incorporate them into your social media strategy.  Research has shown that 54% of social media users read testimonials on social media platforms before making a purchase.  Putting testimonials on your Instagram or Facebook page allows each touch-point a client has with your brand to build their trust in you and your services along their journey. 

Using Healthie to Share Client Testimonials

Healthie has other client engagement features that can allow you to gather testimonials from your current clients.  

  • Chat: Send message blasts to clients, asking if they are interested in providing a testimonial or can provide a referral. Easily include the testimonial link.
  • Form Builder: Create an exit form for clients to fill out after their last appointment. Clients can rate their experience, offer a quote, and provide a referral if they choose. For members, Healthie offers both a free Client Exit Survey and a Client Testimonial form. Electronically share these forms with your clients, to automatically collect & securely store information. 
  • Email Templates & Automations: Create an email automation asking clients for testimonials and referrals that can be triggered after completing a program via Healthie’s Programs feature. 

In a forthcoming update, Healthie will offer a new feature support for obtaining client testimonials and positive reviews. Keep track of Healthie’s Roadmap items here

For current members, you can locate free forms in your Forms Library. You can also request a form to be shared to your account by emailing hello@gethealthie.com

Streamline your business operations and client management. Get started with Healthie, the all-in-one practice management solution for wellness professionals. 

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