Reviews are a great marketing strategy to increase conversion rates. Have you been using your reviews well? In this episode, let’s talk about reviews as a way to increase conversion rates.
Brian J. Greenberg, aka The Salesman Who Doesn’t Sell, has founded businesses in the e-commerce, marketing, and financial services. He has generated over 50 million in revenue from his businesses and collected over 10,000 reviews and testimonials from customers. Brian is the founder and president of True Blue Life Insurance, and Insurist, whose mission is to be transparent, honest, and helpful to their customers without ever bugging or pushing them. Brian also runs e-commerce websites at Touchfree Concepts and Wholesale Janitorial Supply and is the chief marketing officer for Love Fitness and You.
Customers lookup companies on the internet and read reviews and complaints before they make them ever make a buying decision. Building a good online reputation is imperative and reviews are the best way to do that. Another method is to list as much information as possible – names of people, their cities, the items they bought, and snippets of their testimonials. If you’re giving this information to people for free, a reciprocity effect takes place.
The key to getting positive reviews is to ask customers for a review when they are happy. Satisfied customers are more inclined to say good things about the company and the product. They are also more willing to go to the process of sending you their reviews.
Leverage your reviews and share them with other channels. Include local business listings, use Yelp, Google listings, and others to increase the likelihood of your reviews getting seen by many people. Collect reviews that are genuine and authentic. Happy people want to write reviews that will help others share the joy. The aim is to provide high-quality service in order to keep the customers happy and satisfied.
Bad reviews happen but you can change it if you proceed well. Call and ask for the why and change their perception by making it right. Once they’re satisfied ask them permission to take the review down.
Check out Brian Greenberg on LinkedIn and download his audiobook and book on pdf for free.
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Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.