Have you been so confused thinking about your ideal client, it felt almost blinding? It can get so bad, it stops us seeing what is right in front of us. The truth is laid out perfectly right in front of you, in the exact words that will resonate with their future ideal clients. I am talking about testimonials.

There is an art to giving a testimonial, but most of the time, people get it slightly wrong. They tend to talk about their emotional connection with you, and sometimes forget to mention the actual factual result they achieved with your help. So keep this in mind when asking or analyzing the testimonials from your past clients.

My advice is to prepare a template and get your past and present clients either fill it or if they do a video testimonial, follow it’s structure. Those testimonials are a gold mine, as they clearly define the struggles and frustrations and then the results, in the exact words you should be using on your sales pages and pitches.

Create a special note if you are using Evernote or a document that you can access anywhere, and start recording those words and expressions that your clients used in their testimonials.

How did they describe their situation before they met you?
Pick out the keywords and phrases.
How did they describe the results they achieved?
What particular results did they rave about?

Note that as this is the area with the biggest gap in their business, that only you could fill for them, with your area of genius.

If you do not have the reviews like that, here is a trick. Invite your past clients (those you loved working with and got most results of course) to do an interview style case study with you. Record it on Zoom. This helps to get testimonials from people who always put off writing you one. Inviting them on a broadcast could be a great move and you get proof of your awesomeness.

Use the questions in the testimonial template to lead your interview.
After the interview, listen back to the recording. Note all those words and expressions they used when they speak about working with you. These are the most powerful words to include in all your marketing messages!

How simple is that? I have a free template you can use to send to your clients. Click here to download it now.

No testimonials at all? Check out Amazon.com (or any other online book seller’s website that has reader reviews) for any books on the topic that fits what you do. Read through the reviews. Pick the phrases that describe the “before” and “after” states. There are some amazing ideas hiding in those reviews you can implement to get your ideal clients resonate with your content.

Need help? Book a Clarity Breakthrough session with me today: https://juliettestapleton.com/breakthroughsession/


  • Juliette Stapleton

    Visibility That Sells Strategist

    Juliette Stapleton is a Visibility Strategist for coaches and service providers, host of the Show Up! Stand Out! podcast, and an expert on organic marketing. She teaches how to get more & better clients online spending less time on marketing. Her clients and students from over 30 countries have been using her simple signature strategies around live-streaming, content and positioning to create incredible results in their businesses. Juliette has been featured in Forbes and several major business and marketing podcasts, like 365Driven, Rising Tide, iHeart Radio, and Confident Live. She is an active contributor to world leading online publications, such as Entrepreneur.com Influencive, Addicted2Success, Thrive Global, Good Men Project and many more. She lives in Tallinn, Estonia with her husband and daughter.