Your customers are a second sales force 

You have customers who love you, who rave about your services. If you ask them, they will give you powerful testimonial statements.  But you need to be proactive and ask.   

Take statements in the office, over the phone, at Rotary Club meetings, on the street---wherever you can get them.  Write them down.  Ask for permission to use them.  Most often, you will need to polish them (not doctor, just put them into simple and clear language), and them run them by your customer for final approval. 

Attributed and unattributed testimonials 

It’s called an attributed testimonial when you have permission to sign it with a name (and perhaps, title and town name).  Unattributed testimonials are those that (1) are signed like this: Long-time resident of Anytown, MA; or (2) are unsigned; or (3) are signed: Typical comment from homeowner’s insurance clients. 

You should have backup support, proof, for all types of testimonials.  While it is unlikely you will be challenged (unless the testimonial claim seems blatantly false or is over-blown by a mile), you should have backup. 

Spread testimonials everywhere 

Testimonials help tangibilize your consulting capabilities and the insurance coverage promise.   

Use them in print and TV ads.  Use them in agency sales brochures.  Use them on your Website---sprinkle them over several product information pages and on your, home page.   

We know several agents who print one or two brief testimonial lines on the back of their business cards.