You've seen them, right? Those gorgeous testimonial pages from known coaches, healers or other creatives entrepreneurs. They're full of headshots, and screen after screen of glowing praise from people all over the world.
Meanwhile, you're putting together your website or working on building an offer, and you don't have many, or even sometimes any.
What are you going to do?!
First of all, don't worry. Everyone starts somewhere. And when you're starting out, of course you're not going to have a folder full of sparkling testimonials.
You're starting out. Accept that's where you are right now and that that's OK.
What Testimonials Can’t Do
Also I want you to know that it's very unlikely that, at this earlier stage of business development, that someone would land on your website and, without also having had other touchpoints with you, would read a slew of testimonials and decide to hire you on the spot. It could happen, but it's not very likely.
Most people need to interact with your business on different levels first.
They need to know who you are and if what you're doing in this world resonates with them. They need to read or listen or see you and what you think and decide if what you're sharing is something they want to hear more about. They need to decide if they like your way of being in the world. They need to see what it is that you offer, and if it will help them with something they're struggling with. Then, they need to trust that you're someone who can help them with that.
Testimonials alone can't accomplish all those things.
What They Can Do
They can, however, provide supporting evidence.
For example, if a testimonial mentions having a specific problem they're dealing with in detail, that might make a potential client take a closer look at the offer. For example this sample testimonial "I had been dealing with insomnia for three months straight. I felt like a zombie walking through my life. I'd tried everything, changed my diet, my room configuration, my technology consumption, but nothing worked. Once I started working with Susan and uncovering the root of what was causing my issues, I was able to tackle them one by one. I'm sleeping better than I ever have!" might resonate because it mentions all the things she'd tried but hadn't worked.
Or if a testimonial mentions something about your style, it might appeal to a potential client, especially if they're worried about it. For example, this line "Janice was gentle and kind and always made me feel like I was loved and cared for" might speak to someone who had a negative experience with getting help before for her problem.
In short, testimonials offer substantiation or additional comfort or to someone who's already considering hiring you. They're looking for a little more assurance that what they're reading and feeling as they consider your offer will help them get what they're looking for. And testimonial can provide that.
So what, practically, can you do if you don't have many, or any, testimonials?
Here are three easy ideas.
Where To Get Testimonials From
Offer an Exchange
Did you go through your training program with others you've stayed connected with? It doesn't matter how long ago that was, you can always reach out and see if they'd be interested in sampling your service for free in return for providing a heart-felt testimonial.
Also, if this person is at a similar point in their business development you can offer to do the same for them because likely they're in a similar spot. Be sure to offer this only if you have a genuine interest in their service. Or at least are open to. If you aren't, it will be difficult for you to write a good testimonial.
Give it Up
You can go out to your family, friends or wider social circle and offer a free sample of your service in exchange for them being willing to write you a testimonial. It's best to choose someone who you think might have an interest in your service or who is somewhat aligned with your ideal client in this case. Let them know why you're doing this and how it will help you build your business.
If you want to make it as easy as possible for them, something important for many people as you reach out to your personal contacts, you can offer alternative ways to get a good testimonial. For example, you interviewing them, them creating a quick video, a voice memo. Whatever way they feel is easiest will be most likely to get a good recommendation.
Search Your Past
Many coaches, healers and creatives are coming to their businesses from a different career path. Just because you were, say, in the corporate world, don't discount connections you made there as sources for potential testimonials. You can either offer them to sample your service (see above) or, if that doesn't feel right, you can ask them to write a testimonial based on how you interacted with them before. Just ask them to focus on your qualities and how you made people feel versus your technical knowledge.
If you're just working on developing your business, you don't have to be overly concerned if you don't have reams of rave reviews. Those will come in time. To start out, find someone else who's building their business and would be willing to exchange services and testimonials. You can also go to your personal network and offer something similar or reach out to others professional contacts you've built good relationships with. With a little effort and a bit of vulnerability in asking, you'll get several good ones to start with.
Before long, you'll be able to update your collateral with all the new ones coming in.