Get my Free Sales Jumpstart Kit<\/a><\/div>\n<\/div>\n\n\n\nStep 4: Offer an incentive for their time.<\/h2>\n\n\n\n
The fourth step to take when it comes to getting more reviews or testimonials is to offer an incentive in exchange for their time. It’s really important to note here that you are not paying for positive reviews, but for an honest review, and for them to simply take the time out of their day to leave a review.<\/p>\n\n\n\n
So there’s different ways you can incentivize this. For example, if you’re a local sushi shop, you might offer the customer 20% off their next order if they leave a Google review, or if you prefer not to tie it to your own service, you might offer a gift card for them taking 10 minutes out of their day to write a review of for you.<\/p>\n\n\n\n
You’ll see these sorts of triggers all over the place on restaurant review sites like Yelp, in which the restaurant will put some sort of offer like a free appetizer when you leave a review or when you’d first do an order through delivery, as opposed to something else. It’s because it works.<\/p>\n\n\n\n
And so in this situation, when you’re asking for something from your customer, it can be helpful to throw in something from your end to incentivize them to take the time out of their busy days. In fact, in a recent growth effort at work, I was able to get 50 new customer reviews for our G2 profile by offering people $20 of Amazon gift cards for their time.<\/p>\n\n\n\n
And it was from this push that we were able to move up to the top five in our respective category for our product, something that we were at below the fold of before we had all those reviews and also be included in a ton of the G2 reports for top performers of our space.<\/p>\n\n\n\n
Step 5: Send a follow up message to non-respondents.<\/h2>\n\n\n\n
The fifth step, when it comes to asking for more reviews or testimonials is to always send a follow up message. If you’ve watched the other videos on my channel around sales or email marketing, you know the importance of the follow up.<\/p>\n\n\n\n
Oftentimes, the most opportunities are actually generated in your follow up as opposed to your initial message. So, an easy way that you could do this is by sending a message a few days after your initial request, along the lines of this script, “Hey name, I know things get busy, wanted to follow up to see if you’d be so kind as to share your thoughts on business for review site. Your experience means the world to us and helps others make decisions as to whether or not we’re the right company for them in solving problem.”<\/p>\n\n\n\n
When it comes to this step, I often incorporate some element of scarcity or importance to my message. So I might say something like, I’ve blocked away an Amazon gift card for them in my list, or that I’ve heard more and more about the impact of other customer stories with new customers and them making a decision in purchasing our particular product.<\/p>\n\n\n\n
By doing this, you help your customers who haven’t yet taken action get a clear understanding as to why this is so important to you or to them. Now that we’ve covered the five steps, I wanted to throw in a bonus step, which is to make sure that you are systemizing your ask for testimonials or reviews. The truth is a lot of times companies don’t do a good job of training their customers to leave reviews or testimonials for them. In other words, they don’t help their customers champion their company. So as a result, because you never make the ask, your customers never actually have the opportunity or a low friction way to give you some good feedback.<\/p>\n\n\n\n
The easiest way to improve this is to build some sort of system for tagging the customers that are happy with you that you think would make for prime candidates for your next review, push or campaign. Then you want to figure out exactly what your conversion rate is when you make these particular asks.<\/p>\n\n\n\n
For example, if you know that you have to ask a hundred of your customers in order to get 15 more Google reviews, then you also know what it’s going to take for you to get the next 15, 30, 45 or 60 reviews. Once you get it down to a science, you can start to systemize everything. For example, if you use Intercom for your customer communications, you might create a new series in which you will naturally feed people into the campaign to make this ask of your customers when they achieve a particular milestone that is important to them in realizing the value proposition of your business. Or if you’re a more local service or business, you might incorporate this ask after your customers had their first big ‘aha’ moment with you.<\/p>\n\n\n\n
Whatever the case may be, make sure that you are training and giving your customers multiple opportunities to be spreading the word, or be leaving some sort of review or testimonial about your business.<\/p>\n\n\n\n
Big takeaways<\/h2>\n\n\n\n
There are two things that I want you to remember when it comes to asking for reviews or testimonials.<\/p>\n\n\n\n
- The first one is to make things low friction for your customers. It should be super easy for them to leave a review or a testimonial for your business.<\/li>
- The second big takeaway is to make sure that you are riding the highs when it comes to when you actually make your ask. As opposed to just spreading a message to every single one of your customers, when they might actually be unhappy with you, you want to target the moments in which you are delivering clear value to your customers and that they are really happy with your service.<\/li><\/ol>\n\n\n\n
If you liked this article, be sure to check out my YouTube channel<\/a> to get new videos every single week. I’ll help take you from zero to self-starter as you grow your business, get more customers, and hone your business acumen. Also, feel free to share this with anybody that you think might benefit from learning the steps how to ask for customer reviews or testimonials.<\/p>\n\n\n\n