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So that'll be different for you depending on if you're working with entrepreneurs or if you're working with brides or you're working with people who are looking to build a website, whatever your services, it depends. What were things like before and why did they decide to hire you?

It's also really great information for you to know what really resonates in your sales messaging.

2. What was it like working with me? And then you just tell them to say, “Working with Jamie was ________________, and then fill in the blank or what it was.

Sometimes there's things that don't fit within those first four questions that they really want to share. That's really powerful. And this gives them an opportunity to do that. Is this similar to what you ask Michelle?

I think our last question is exactly the same, but I am guilty of not giving them something to start with.

Just genius. It makes it easy because then if you're using videos, for example, you actually get each of these videos as a separate little section, and then you can merge them together using a script, which is a super easy software.

There's lots of options out there these days. I like to use the “if you're thinking about it, but you weren't sure ones” on say the pricing page or when they're making some really key buying decisions and show those videos. If you're doing a one-on-one consultation with them, that might be a great thing to pull up and show them right then and there, when they're thinking about it and looking through things.

It just makes it so they don't have to hear all of it in order to see what's relevant to them. So then once you've got these, obviously you need to use them.

And so that's really where I was going with it. This is what you want, there's two places you want to put them.

1. you want to put them anywhere that somebody is making a decision. So I definitely would want them to be on the homepage to see, cause they're trying to decide. Should I dig more into working with this person.

If you've got a website with a homepage or a landing page of some sort, you definitely want them there. You want to have them anywhere. There's a call to action. Hey, click here to book a call, click here to learn more, any of those safe places where they have to decide, am I going to click or am I not?

Am I going to book a call? Am I not? Any of these places are key places to put these features or these testimonials, you can use a little clip or you can use the whole thing. You can grab a quote from it. Whatever it is. Also you can use these on social media. So these would make great reels or real snippets.

If you want to piece a couple of them together, because people may be going to your Instagram to check out your work. And anytime you can not only show them your work, but also like what it's like to work with you.

You want to have those mixed in with information about what you do so that they can pick up on this. You know, like when you go to Amazon to buy something, you read the reviews to make sure it's not junk. They want to see some of these features. They want to see stories. The people with the best experiences and the best stories tend to win the clients.

Put them anywhere that you need, people are making a decision and then second, you definitely also want to put them in a database. I recommend air table. It's free to use. It allows you to have them all in one place. And it might not seem like a very big deal right now, but when you have a client that you're speaking to, who needs to hear one of these, like a specific one, if you can't pull it up easily and find it quickly, it's really frustrating.

This allows you to save them. You can categorize them by the type of client that they are. Maybe you're a DJ and you work weddings, but you also work bar mitzvahs or other things.

So you can actually have them categorized by the different types of clients. I like to also categorize them by the hesitation or objection that they overcome. So if somebody talks about how I was nervous about making that investment, like for my mastermind, my mastermind is a five figure mastermind.

If people join that and they get a great experience and they give me a testimonial about how they made their money back several times over that's really valuable for me. And it's going to overcome somebody else's objections. Somebody who's thinking, I don't know if it's really worth the money.

They could be thinking… What exactly is a mastermind? What am I going to get? It's a different thing. Having that handy and easily accessible and categorized by the type of client, as well as the objection is really powerful and you can also add links to where it is.

Or if you want the little pieces of video right then and there on air table, it can all be right there for you. Don't skip this step because if you have it and you lose it, you're missing out on so much power. These are so powerful.

The final thing that I have, the big thing. We talked about creating the magical experience. We talked about asking to feature people and what to do with them instead of just asking for the review.

The final point that I'd love to share is don't be afraid to ask for the referral directly from the clients, especially. If they've given you a feature, if they've given you a great review. Awesome people know other awesome people. And I just straight up say that to people. In my mastermind, it has grown the most from word of mouth referrals.

And basically when somebody sends someone my way, they joined pretty much right away, which is huge, especially considering it's a five figure investment. They do this because they have so much trust from their friend who said, hey, this would be perfect for you. I'm in it. I love it. I've renewed. You should join us.

That's way more powerful than any lead magnet. They can find that any Instagram post from somebody they've never met, the trust that comes from that is massive. And so, what I like to do to make this not spammy.

People know other awesome people. And you were one of those clients that I just really loved working with. And so if you know somebody who needs a ______________ and then put whatever your label is. So if you're doing wedding photography, say if you know somebody who needs a wedding photographer, and then if you want to put filters on it, you can, you can say if you know, somebody who needs a wedding photographer, who's having an outdoor barn wedding.

I would love to work with them and then tell them what to do. Say, send them directly to my website or give them my email address and tell them to let me know that you sent them so I can treat them with extra special love, because you are an awesome client.

It'd be a great way to say thank you. I'm sure I would love working with them if there's somebody that you would recommend. Oftentimes if you give people a trigger, if you tell them, like when they should think of you. So somebody who's going to have a barn wedding, or, you know, whatever it is, a ballroom wedding at a hotel, or, you know, somebody who's looking to create a new website or whatever it is.

When you give them that trigger to think of you, it's like an association like, oh, I was just talking to this person who does this and then tell them what to do next. Here's her website and email, email her, contact her and tell her I sent her. Like you just told them what to do. So you make it easy for them.

They don't have to think about what to do. They already know and it makes it so easy. And then if they do send someone your way and make sure to surprise them with a little something, whether it's a handwritten, thank you note, and a little gift card.

Maybe you make it a little bit more formal, but you don't even have to, a lot of times people will do it. And if they get a surprise little gift in the mail or something after it blows their mind and makes them more willing to refer again in the future.

I find that just asking for a single referral, just like if you know someone who does, this is way easier and less pushy and less spammy than, hey, would you post about this on your Instagram?

If you did a feature or would you send people to the feature? Like if you want to send your friends to it, here's a link to the feature. Here's where I put you in front of my people. It doesn't have to be spammy and people love being seen.

And they are happy to refer you if they had a great experience with you. So don't be afraid to ask because so much potential comes from past clients. If they have that great experience, which is why we start there, they will be thrilled to send more people your way.

That takes away the spammy part immediately because they they've been over served you've ever delivered. So they're happy to.

I used to do a little bridal magazine years ago. I printed this 16 page bridal magazine that was like tips for your wedding day and how to pick a good, you know, different vendors.

And then it had my recommended vendors in there, some case studies and features from my current clients. When they would contact me through my website, I would say, hey, can I send you my free wedding planning magazine? And so if they clicked, yes, they gave me their address and I would always hand write a card and I'd throw some candy in there and then I'd send them a magazine in the mail.

It wasn't hard, it took some effort, but it was like the easiest, simplest thing to do ever. So there's your hot tip? Handwritten note with candy.

Back to VideoAsk, where do you like to ask for feedback with it?

So for people who aren't familiar with VideoAsk, what happens is you go, you click a link and you immediately see a video of you. So if you clicked one of my videos, links, you'd see me.

I explain what I'm looking for. And then on the overlay text, right on the video ask, I put the prompts that they should say. So I don't actually put the whole question there. I just put the, remember I said those sentences that I wanted them to start the prompt with. That's what I put there. And then below is a video button.

So they have to actually listen to the video or read the closed captioning to get the information, and then they click the button and do it.

It's a really fun way to start a conversation and get from somebody where they're hoping to go with you and working with you or get their vision or why they just immediately chose to work with you.

I have had multiple dozens of video asks. I do like to put them on, thank you pages for people who are buying things. A question would be, why did you decide to buy today? Because that's a testimony.

And it gives you insight as to what your most effective messaging was on your sales page, which is hugely valuable. If you see a bunch of people come through, who said I decided to buy, because you have experience with this, then you know that as you're promoting this in the future, you want to talk more about that experience because that's really powerful.

I do it for my mastermind. I give the link to people after they've been there for a couple of meetings and they see the value, I like to do it early on so that they can answer it. And then I like to do it again later if they've had some bigger, more meaningful results.

And when they have grown a lot deeper, you can capture those milestones with it. So getting people who just joined and are one month in and can say, gosh, this was worth it. I wasn't sure. They still remember what it was like before, because it's so free, recent, because we normalize our progress so quickly in our minds.

If you can do it quick, that's helpful,like when the excitement is high, when they're the most excited about something, definitely send it then either via email or however you communicate with them, I've also just posted it in my group said, Hey, if you got time, I would love it. If you do this, this would be great.

Or, I've asked people, can I send you a link? Would you be willing to do this? And then anywhere and everwhere. I also have embedded it into my products and freebies and things. In some of my stuff I'll ask for feedback and I'll put it in there. So it might not be like a testimonial at that point, but it might be a here's what I'm thinking about or here's the value I got.

It might be at each point, along the way, a place for them to say, here's the takeaways I got from this, because even a takeaway is like a testimonial, if it's a piece of content.

It's something interactive you can do with your PDFs and a way to just let them see who you are beyond a piece of paper or a printable.

Most people aren't feeling different. And so that way, the other thing is that I get to welcome them right away, which is different. So I can reply to somebody who fills out a form on a video. You get their information right there and you get a notification on your phone. And so you can grab your phone and send a personalized video, right there.

So when people download my opt-ins or buy something. I'll respond to them as quickly as I can if they fill it out.

When I'm on vacation a couple of days or over a weekend or whatever, I'll say, Hey, I saw you downloaded this a couple of days ago. Just wanted to check in and see if you had a chance to look at it yet. It's just so easy. And people are like, oh my goodness, you actually messaged me.

Everything is win-win about it. Yup. And for me, I'm not looking for large numbers. I don't know. I don't need thousands of clients in the current business model that I'm doing. I mean, if I have a hundred clients, that's a million dollar business, so I don't need a lot.

And so for me having that personal interaction that can really build that trust in a deep way, right off the bat is really key. And there's some kind of key moments where you can stand apart from your competition by using. I mean, if I was still doing wedding photography, I would only do things via video ask and I would get some information up front from people so that my reply could be really specific to what they're looking for.

And it can really go beyond just an email that's going to get lost and you can even have a booking link, like a Calendly booking link, right in the video. So as soon as they answer the questions, they can book a time to meet with you. If you’re providing a service, I can't recommend video ask enough.

It's really amazing. It gives you a really good and complete experience with your client when you have started it out with a video ask, because you really do get what their vision is and you just really are standing out while other people aren't using it.

And they want to know that they can trust you. They don't have to send a video if they don't want, they can reply via video if they want to. They can also reply via text or audio only. And it's just such a beautiful platform and people.

I mean, I can't tell you how many times I've had people say, oh my gosh, I can't believe you just sent me a video. That is so cool.

We're giant cheerleaders for video ask. Here's the thing about it. It's full featured for free up until I think once you get to a certain amount of minutes that are, that people reply back or that you use, or it's some kind of minutes that are used, that it becomes paid, but up until then, it's totally free.

So you can try it out. And I mean, there's nothing to it. Now you can build quizzes in it. You can do it, they've got all sorts of stuff. If you want to get geeky with it, but more than anything, it's just a really great way to add real personalization to your business. And that's so key if you're doing anything that requires trust.

If you're in the wedding industry, people are spending a ton of money on their wedding and they really want to know they can trust their vendors and the people they're working with.

It’s great for any kind of service provider. Going back to the house painter example, I mean, can you imagine if you could actually not just call a random number and hope they respond instead of having to chase them down, you could just be like, oh my gosh, they responded to me and they sent a video and they talked directly to who is going to be in your home.

I don't even worry about what I look like when I send videos. I've done it while working out where I'm like, all sweaty and like, whatever. And I'm like, hey, I'm on a run. And I just saw that you responded. I just want to say hi and welcome. And dah, dah, dah, and just, you know, I'd love to hear a little more about you and I find that I get really response when it’s authentic like that.

People are more likely to respond with video if you're not polished. I like to work for my bathtub, I have podcasted from the bathroom, not today for your sake, but my private podcast, I totally record in the bathtub sometimes.

And I just, I just tell people and people get a kick out of it. It’s fantastic. You know, it's a lot of weight to always feel like they have to be polished. So if you can model that for your clients and be like, yeah, I'm sweaty and I would love to hear from you, you know, don't worry about how you look or where you're at.

It's just, for me, we're not going to publish this anywhere, but I'd love to hear for you. If you have a moment it's super easy.

All my opt-ins are video asks. I have a brighter together challenge, which is brighter togetherchallenge.com. It's an email based challenge that you opt into. It will walk you through how to make the most of the relationships you have. Like today, we talked about how to get more clients from past clients by getting featured, getting reviews and really using them strategically and then asking for referrals.

This challenge is going to walk you through what are the other opportunities that you have to grow your business through the relationships you've already got without it being spammy, without it being cold DM-ing people in ways that are going to make it uncomfortable, and doing it in a way that actually strengthens your relationship and doesn't hurt it because a lot of people are afraid to ask for favors or for help or whatever else, because they're afraid they're going to use a favor up that maybe they want to use in the future or something else.

It doesn't have to be that way at all. You're not annoying people. You can go there and you'll see my video ask all about it and you can opt in there.

And I do reply to every single video ask at this point of recording. Not always immediately, but as soon as I'm able and I would love to show them.

The challenge starts the moment they sign up, it's going to be binge-worthy.

I get excited when I can go all in and I binge and I just do everything. If not, I kind of forget about it and don't come back to it. I don't want that for people. I want them to be able to do it however they want to do it.

Remember we’re breaking down these points and they’ll be in our free magazine style guide at www.letsgetreviews.com

You will find even more of Jamie's genius in there. You're going to love it. And there's a video ask in there too, so you can see it in action.

Jamie do you have an affiliate link to VideoAsk? I do it's getsvideoask.com. It is an affiliate link, but I know Michelle also has one in her guide.

So take your pick.

You just pick from all the goodness. Jamie. Thank you. This was a blast.