There is a reason why testimonials are used in TV commercials, newspaper ads and more. People trust what other consumers have to say.
One commercial comes to mind that reflects this concept – a group of women are sitting around at a baby shower. All the women have purchased the same brand diaper cream for the mom-to-be, because you know why? All the “pretend” female customers are raving fans of the product.
Now, we’re not talking about pretend client testimonials for your lawyer marketing plan. You need to have real, and powerful, testimonials from your actual clients.
Saying you are great is one thing, but hearing it from someone else is quite another. Your prospects will put more weight on the opinion of one of your clients, than what you have to say about your law firm. However, despite the effectiveness of client testimonials, there will always be those lawyers who put up resistance. They have every excuse imaginable to not ask their clients for testimonials.
Here are some of the common objections regarding testimonials:
- I will be imposing. Not true. Your clients might even be flattered that you asked them for this favor.
- I don’t know if I deserve a testimonial. Your clients will be better judges on this one. Even if the case didn’t produce the results they wanted, the level of service you provided might still have impressed them.
- I will do it later. Don’t procrastinate. There isn’t going to be a better time than now to ask for those testimonials.
You can read more about client testimonials in our article, What’s the Most Valuable Lawyer Marketing Tool That Won’t Cost You a Dime?
For additional marketing tips, sign up for our national 2-day legal marketing conference scheduled for April 2011!