Ten Powerful
Ways to Use
Letters of
Recommendation
by Author and Sales Speaker
Dean Lindsay
www.deanlindsay.com
214-457-5656
Ten Powerful Ways to Use Letters of Recommendation by Dean Lindsay 1
www.deanlindsay.com 214-457-5656 Copyright 2009

Ten Powerful Ways to Use
Letters of Recommendation
by Author and Sales Speaker Dean Lindsay
www.deanlindsay.com
214-457-5656
Letters of recommendations or testimonial letters are powerful tool for business
development.
Here are ten ways to use them.
1. Frame them and put them in lobby, by the cash register or waiting room.
Even, if you office out of your home and no one ever visits you these can serve
to remind you of the good work you are doing for clients.
2. Copy them and include them with your presentation material. A major goal in
a presentation is to build trust. Glowing letters of recommendations do just that.
3. Get permission to utilize excerpts in brochures, advertising and printed
material. Clients saying how they benefited from your products and services is
more powerful than you listing how you benefit clients.
4. Get permission to sprinkle excerpts throughout website. Same thing. Having
a testimonial page is a good start. I encourage you to add them throughout the
site to help drive the point home that clients benefit from your services.
5. Ask the client that wrote the letter to send it to their top contacts that would be
likely to benefit from your service. The client adds a brief cover letter stating that
this is a letter they have written on your behalf and that the client felt it would
benefit the contact for them to check out your services.
6. Add a section called Letters of Recommendations to proposals. Trust. Trust.
Trust. Value over Price. Especially utilize letters of recommendations in your
proposals if you are not the lowest price.
These help build the case for your value and help you win the deal.
7. File by industry for use with prospects in related field. If you stay committed
to receiving letters of recommendation, pretty soon you will have so many that
you will want to file them by industry. Prospects will have even more confidence
in your products and services if they read that your products and services have
benefited organizations in their industry.
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8. Show to your mom. Nothing like your mom being proud of you.
I am only kind of joking. A big challenge is to get family members and neighbors
comfortable referring you to others. Sharing testimonal letters with them will help
them understand how you are serving others and how they can help.
9. Make a book of them and have in your waiting room or lobby.
Take the book whenever you have a trade show booth. People love to look
through stuff. A big three ring binder stuffed with testimonial letters is cool.
People will check it out. And as they check it out they will come to see you and
your services as first rate.
10. Blow up best one of two and display in your trade booth. Again, get
permission. This creates a cool inexpensive visual. See if you can add a
picture of the person who wrote the letter. As a classy touch, offer the
client to have their cards and brochures available at the booth. Helping
clients get more clients is always a winner.
Be Progress.
_______________________________________________________________________
Sign up for Dean’s FREE newsletter, The Progress Report, at: www.DeanLindsay.com
Author of The Progress Challenge: Working and Winning in a World of Change
Author of Cracking the Networking CODE: 4 Steps to Priceless Business Relationships
Spotlighted as an OUTSTANDING SPEAKER by the International Association of
Speakers Bureaus.
Recognized as a ‘Sales-and-Networking Guru’ by the Dallas Business Journal.
Dean Lindsay delivers killer keynotes, breakouts, general session presentations, and
interactive boot camps that Empower PROGRESS in Sales, Service and Workplace
Performance.
Dean serves as Guest Lecturer to UCLA and University of Dallas MBA programs as well
as the International Call Management Institute.
Dean Lindsay helps build Priceless Business Relationships.
Priceless Business Relationships are the key to:
Teamwork and Productivity Solid, Customer Care
Servant Leadership Retention and Morale
Organizational Success Quality Referral Generation
Recruiting Quality Professionals and MORE SALES!
www.DeanLindsay.com 214-457-5656
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www.deanlindsay.com 214-457-5656 Copyright 2009