English
Arabic
Français
Español
Português
Deutsch
Türkçe
Dutch
Italiano
Russian
Romaian
Portuguese (Brazil)
When bidding on audio visual jobs and contracts, it is important to build trust and credibility with potential clients from the very beginning. The proposal is often a client's first impression of your company, so it needs to convey competence, experience and professionalism. Two very effective ways to demonstrate these qualities are through the use of testimonials from past clients and by providing professional references. This blog post will discuss how audio visual companies can leverage testimonials and references in their proposals to gain an edge over competitors and increase their chances of winning new business.
The Power of Testimonials
Testimonials are social proof that your company delivers on its promises. Seeing what satisfied past clients have to say about your work is highly persuasive and helps mitigate risks for potential clients. When included in proposals, testimonials accomplish a few important things:
They show your company has successfully completed similar projects before. This reassures clients you understand their needs and can follow through.
The verified feedback proves your company delivers quality service and positive outcomes. Direct quotes from real clients are more compelling than just making claims yourself.
Testimonials humanize your brand and make potential clients more comfortable working with you. Seeing how you treated others builds trust in your character and customer service.
They establish your company as an industry leader with a proven track record. Clients want to work with vendors that have experience solving problems and satisfying demanding clients.
For these reasons, include 2-3 glowing testimonials from prominent past clients in your audio visual proposals. Be sure to get permission and include the client's name, company and position. This provides third party proof that you consistently deliver for others in the same industry.
The Right Way to Request and Use References
While testimonials communicate past success, references allow potential clients to directly contact previous customers for a first-hand account. Include 2-3 professional references in your audio visual proposals too. Here are some tips on acquiring and utilizing references properly:
Only ask clients you have an excellent relationship with and who will provide an enthusiastic recommendation. Do not list just any past client.
Get permission from your references beforehand and notify them a potential client may call. Provide context on the project and opportunity.
Include each reference's name, company, role/title, phone number and email so clients have ready access.
Tell future clients the type of work each reference engaged your company for so they know relevance.
Thank your references for supporting your proposal and let them know if you win the work. Maintaining these relationships is key.
Providing legitimate references your past satisfied clients are willing to discuss demonstrates you have repeat business from others in similar industries. This offers further reassurance of competence and trustworthiness.
Additional Tips for Leveraging These Strategies
There are a few additional tips that can boost the effectiveness of testimonials and references in audio visual proposals:
Highlight quotes and feedback related specifically to the type of work or client you are pitching. Focus on relevance.
Include company logos for recognizable brands. Seeing logos of familiar names reinforces credibility.
Feature testimonials and references prominently near the beginning of proposals where they will have impact.
Prominently display star ratings, metrics or other social proof along with feedback if applicable.
Thank testimonial providers and references in your proposal. It shows gratitude for their endorsement publicly.
Use testimonials paired with before/after photos if appropriate for projects. Visuals reinforce assertions.
Include links, contact info or credentials for references. It shows transparency and accountability.
Leveraging these endorsement strategies thoughtfully and authentically will greatly elevate trust and perceived capabilities with potential clients. Done right, testimonials and references are very powerful tools for winning audio visual business.
Conclusion
In competitive proposal environments, differentiating factors are what separate winners from losers. By authentically showcasing verified social proof from past satisfied clients, audio visual companies reinforce their competence, service quality and ability to deliver positive outcomes. Testimonials and references build trust, minimize perceived risks for clients, and imbue proposals with greater credibility right from the start. When leveraged strategically, these endorsement strategies are highly persuasive for influencing decision makers searching for a qualified, experienced partner. Prioritizing client endorsements in proposals gives audio visual businesses a competitive advantage to win more new business.
