Customer Reviews Can Boost Credibility
Customer reviews are valuable to salespeople in a variety of ways to drive sales, especially when it comes to establishing trust. Despite this, salespeople still don’t ask for reviews, let alone use any testimonials that come their way. “Reviews are a form of social proof that increase brand credibility and strengthen customer relationships based on trust,” writes Chris Christoff for Business 2 Community. Reviews show that not only are people buying what you’re selling, but they are also satisfied with it and the experience of working with you.
Customer review opportunities
One way salespeople can easily show off reviews is via their social media. Christoff reports that 74% of consumers rely on social platforms to finalize their purchasing decisions. If you aren’t already on social media, you need to be, and once on it, post those customer reviews. Not only will you be boosting your credibility, but also creating an opportunity to engage. If someone interacts with your post, don’t be afraid to strike up a conversation. Also, keep an eye on timing to unleash new reviews. If you’re a landscaper, make sure to ask for and tout testimonials before the busy spring season.
There are other ways to showcase customer reviews, including your own webpage and even email signatures. Here are some things to consider:
- Keep reviews varied. Don’t post multiple reviews from just one source; try to mix them up to show variety.
- Consider visuals. When asking for and showing customer reviews, think outside the usual text. Video messages, or even a picture of the source, can add another dynamic and personalize the review.
- Be specific. “If your clients can name specific ways your brand helped them succeed or made them happy, that adds value to your review,” Christoff notes. Try to get reviews that highlight certain aspects of what you’re selling or specifically how the customer was helped by you.
By leveraging customer reviews, you accomplish a lot. You establish credibility, generate interest and create opportunities to engage. Make sure that you are doing something with those glowing testimonials you receive (and don’t be afraid to ask!). “Over time, your business will accumulate both positive and negative customer feedback,” he explains. “What matters is how you use that feedback to drive sales, help customers, and grow your business.”