Let me paint a picture for you. New business. No reviews. Just a lot of passion to do the work and no one will give you a shot. Sound familiar?
So the question stands, “how do I get business when I have no proof I can do the job?”.
If you don’t have testimonials or reviews of any kind, I’m going to show you exactly what to do to get through this awkward stage and move toward a thriving business.
This is a hurdle for many new business owners. And I’m here to share what I’ve learned from personal experience and from countless times I’ve guided businesses like yourself through this.
I promise it’s not as difficult as you think. And I’ll prove it to you.
Understand the Real Objection
It’s common to hear potential customers ask for reviews or referrals. But understand that this request is often not about the reviews themselves. It’s about trust and assurance. When a prospect asks for reviews, they’re telling you they doubt the effectiveness of your services.
They’re looking for a guarantee that what you offer will work for them. That’s all!
My Experience
I learned this the hard way.
Once, when I worked at a real estate company, we canvased neighborhoods with letters letting homeowners know:
- How much over asking price we got our client
- how many offers we were flooded by
- How we did it at a lightning pace
Crickets. Actual crickets. No one responded.
We thought this success story would instantly convince home owners to hire us. To my surprise, even with proven results, they were hesitant.
This experience taught me that showcasing past success is not always enough to overcome skepticism.
If all you show is wins you’re not going to win over customers. You have to talk about the problem as well.
Focus on the Prospect’s Problems
The key to gaining clients without reviews is to deeply understand and articulate your prospect’s problems better than anyone else. That’s it! That’s the BIG SECRET.
When you can describe their challenges more clearly than they can, you establish yourself as an expert capable of giving them the best solution.
Remember, we get paid to solve problems. Your ability to understand and communicate these problems is what makes someone a customer.
Practical Advice: Don’t Work for Free
I want to get this out there. Most can’t afford to work for free. If you can, go for it. Work for Aunt Sally and let her write a great review for you. Work for every friend and family member you have in exchange for glowing reviews.
But for the rest of us…
Working for free to build your customer reviews isn’t possible. Instead, offer your services at a reduced price, maybe 50% off, in exchange for a testimonial. This strategy builds your reviews and adds value to your services.
Conclusion: Overcoming the ‘No Reviews’ Challenge
Don’t see not having reviews as a major obstacle. It’s all about how you present yourself and your understanding of the customer’s needs. And remember, a request for case studies is not a rejection; it’s an opportunity to demonstrate your knowledge and value.
If you read to this point, maybe you’re thinking, “this guy is pretty helpful. I like him”. If that’s you and you’d like to see how else I can help you, click on the link and send me a message. I’d be happy to help you get more customers you love to work for.
