Episode 15 - The Lost Art of the Testimonial: Why They Still Matter Without the Points

In this episode of the BNI UK Podcast, Ed Nell and UK National Director Mike Holman dig into testimonials - what they are, why they were created, and how to give one that actually makes a difference now that they no longer count toward traffic light points.

Mike shares the origin story behind testimonials in BNI, breaks down a simple structure for writing one that genuinely builds credibility, and explains why removing the points incentive may have made testimonials more meaningful, not less.

Key Takeaways

Testimonials are about credibility, not just gratitude.

While members can speak well of themselves, hearing someone else genuinely endorse your work shifts your credibility to a different level entirely.

The tradition started by accident.

A chiropractor in a US chapter offered free treatments that nobody took up, until one member tried it, loved it and insisted on telling the room - creating the format that became the testimonial.

A good testimonial follows problem, solution, result.

State who you are and your business first, then explain the problem you had, how the person solved it, and the specific benefit it created.

Delivery matters as much as content.

Printed, written testimonials read aloud to the room - rather than directly at the person - carry more weight and signal genuine effort.

Removing the points has improved the quality.

Without traffic light incentives attached, testimonials are now given for the right reasons rather than to hit a target, giving them more genuine value.

Key Moments

"Testimonials massively help people with their credibility - thank you for the impact it's made on me, wow, credibility now goes to a different level very, very quickly."

"Just saying they were good doesn't give them any competitive advantage of other people out in the marketplace."

"Giving them something physical in the meeting makes them feel more valued and it has greater impact."

"Now it's got purpose - and probably that's the best way it should be."

"Nobody buys anything unless they've checked out the reviews. They call them reviews, but they're testimonials to the services."

About the Host

Mike Holman is the UK National Director for BNI, the world's largest business networking organisation. He works with thousands of members across the UK to help them build strong relationships, generate consistent referrals, and grow their businesses through structured networking.

BNI is built on the philosophy of "Givers Gain" - supporting others to succeed in order to achieve your own success. With a strong focus on commitment, accountability, and personal development, BNI provides a proven framework for long-term business growth.

How to Get Involved

Website: https://www.bni.co.uk

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The BNI UK Podcast is produced by The Media Insiders

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