In my last couple of videos, I talked about LinkedIn Recommendations and testimonials – why you need them and how to ask for them.
But what makes for a good client recommendation or testimonial? Watch the video below and/or read on to find out!
The purpose of a testimonial is to help overcome client objections and to help your ideal clients to recognize themselves and see that you are a good choice for them.
You’ve probably heard testimonials on television commercials for lawyers that say something like, “I was injured in a truck accident. The insurance company only offered me $7500 to settle my case, but my attorneys got me $1 million.”
That kind of testimonial tells you what the lawyer does – plaintiff’s personal injury, but I don’t think it quite goes far enough, and it’s a little one-dimensional, focusing only on outcome.
But clients care about a lot more than outcome when they are working with an attorney. They care about what it is like to work with you, how easy you made it for them to navigate the process, whether they felt like you really cared about them and their problems, and more.
You may have also seen testimonials on lawyer websites that said something like, “Allison was great to work with on my estate plan. I highly recommend her.”
This tells you what the lawyer does and says something about the client experience, but it still doesn’t go quite far enough.
The best client testimonials tell a story about the experience – and it’s that story that the potential client reading your website will relate to. Even better would be if the testimonial demonstrates a before and after – what objections or concerns did the client have before retaining you? How did you address those concerns or objections? How does the client feel now?
You’ll want to include a number of different testimonials on your website and recommendations on LinkedIn that talk about various aspects of your service or that address the most common objections that clients have when hiring a lawyer in your practice area.
For example, look at the difference between the following two testimonials:
- “Mary was wonderful! She was so responsive, and we really felt that she had our best interests at heart.”
- “Mary was invaluable in helping us through a difficult time. I was a bit skeptical at first that mediation would be able to help us resolve all of our divorce and custody issues, but Mary took the time to listen not just to what we were saying, but to dig deeper to find out what was really important to each of us and to develop a financial and custody plan that would work for our family. Mary walked us through the process and was patient, even when we got emotional during our mediation sessions. She answered our questions, no matter how trivial and found a compromise that is fair to everyone and enabled us to move on with our lives.”
A good recommendation tells a story and gives potential clients a good picture of what it is like to work with you.
As always, don’t forget to check the rules of professional responsibility in your jurisdiction to ensure that a recommendation or testimonial complies with the rules before posting it; if it doesn’t comply, you may need to ask the client for a quick revision.
For more video tips see below:
- How Much Should Lawyers Charge?
- Are You Distracted at Work? Close Those Open Loops!
- Choosing the Right Time for Focused Work
- Are You the Source of Your Interruptions? [video]
- Sticking to Your Communications Policies [video]
- Stop Co-Worker Interruptions [video]
- Avoiding Unplanned Phone Calls [video]
- Handling Client Interruptions [video]
- Eliminate Interruptions: The Interruptions Log [video]
- How Training Benefits Your Firm [video]