What if you could increase your sales by up to 270% – without changing anything in your sales process, your sales presentation, or the number of leads you’re getting? The key is in how you use your testimonials and reviews.
I’ve been doing this for over 10 years, and it has completely transformed my sales. Here’s how I do it:
Let’s get started with effective reviews and testimonials. The mindset a prospective customer comes to you with makes a HUGE difference: between facing objections, or meeting a pre-sold prospect who’s ready to buy.
Online Reviews Matter
If you’re online, this is a no-brainer. But even if you mostly operate offline, online reviews absolutely matter. Here are some compelling statistics:
- 93% of consumers say online reviews impact their purchasing decisions.
- Products with five reviews are 270% more likely to be purchased than those with zero reviews.
- Customers are willing to spend 31% more on a business with excellent reviews.
- 72% of consumers say positive reviews make them trust a local business more.
- A one-star increase in Yelp ratings can lead to a 5 to 9% increase in business revenue.
- 94% of consumers say a negative review has convinced them to avoid a business.
- Businesses with nine or more current reviews earn 52% more revenue than average.
These statistics highlight why I focus heavily on getting reviews, publishing them, and keeping them current.
Platforms for Collecting Reviews
There are several popular platforms for collecting reviews (depending on your industry, you might have specific industry review sites such as medical or legal): Google, Facebook, Yelp, etc. Sites like Glassdoor provide insights from employees, which can also influence customer perceptions.
Strategies for Collecting Online Reviews
Most customers conduct research online before making a purchase. To effectively collect reviews, consider the following:
1. Timing Your Requests
When requesting reviews, timing is key. You want to ask your customers for reviews at the right moment, ideally at turning points in their customer experience timeline. This could be when they transition from a prospect to a new customer or right after they’ve received a product or service.
2. Make the Review Process Easy
Don’t just wait for customers to leave reviews; actively prompt them at various points on their experience timeline. If you wait passively, you’ll receive way fewer reviews. Instead, encourage them to share their experiences actively.
3. Respond to Existing Reviews
It’s also a ‘must’ to respond to existing reviews. If you have positive reviews, frame them nicely and use them in your marketing. Highlighting these reviews can reinforce potential customers’ decisions to choose your service or product.
Handling Negative Feedback
Negative feedback is inevitable, but how you respond can make all the difference. Addressing negative reviews promptly shows potential customers that you care (and the benefits are actually backed by research). If someone leaves a one-star review, respond thoughtfully – and quickly – to demonstrate your commitment to customer service. This can improve your overall perception and show that you are attentive to customer concerns.
Leveraging Reviews in Marketing
Leverage reviews in marketing. For example, post reviews on your social media, incorporate them into your marketing collateral, and place them on sales pages where customers are taking action. Utilizing the right reviews at the right time can significantly increase conversions.
My Review Flow
In my e-commerce business, I capitalize on the excitement of customers who have just made a purchase. On the thank-you page, I ask for a review before they even receive the product. This works because their excitement is at its peak right after the purchase.
To maximize reviews across platforms, I rotate links to different review sites like Google and Facebook on the “thank you” page. This strategy ensures I gather reviews from various platforms without overwhelming any single site.
Understanding Testimonials
Testimonials are similar to reviews but allow for more direction. They are often used in case studies or presentations and should be crafted to overcome objections that potential customers may have. The purpose of a testimonial is to address concerns that arise during the sales process.
Collecting Testimonials
When collecting testimonials, consider the following:
- Identify the main concerns customers had before buying from you.
- Ask about their experience during the delivery of your service or product.
- Gather feedback on how your communication style made them feel.
- Inquire who else would benefit from your product or service.
- Capture their thoughts on whether they would choose to work with you again.
Creating Trust with Testimonials
Having no testimonials is not an option. They create trust and establish credibility. Ensure that testimonials are grouped by relevant aspects of your business, making it easy for potential customers to see themselves in the success stories of others.
What To Do Next
Implementing an effective strategy for gathering and utilizing testimonials and reviews can drastically improve your sales process. Start today by asking for reviews, responding to feedback, and showcasing testimonials. You’ll be amazed at how these simple changes can lead to a significant increase in your sales.
For more insights on using the scientific method to scale your business, check out [CEO Workbench](https://link.rajjha.com/YT-free) and other resources linked below.