In the competitive world of digital marketing and web-based sales, customer reviews are a powerful tool. They’re easy to solicit, low or no cost to acquire, and they do the selling for you! What’s more is that reviews offer a genuine perspective that no direct to consumer marketing can provide. 

Seeing a friend review a product online is a powerful form of personal recommendation. These reviews help consumers find new products and help businesses find qualified leads. 

A few benefits to consider: 

• They can serve multiple purposes -- positive reviews get visitors to your website, help you attract potential new leads, and can be used to market to your existing customers. 

• Reviews can be embedded on your website or used on print materials to up the exposure of your brand.

• They’re especially helpful for new businesses who are looking to establish credibility in the marketplace.  

Many customers are willing to provide a review, but you have to make the process easy and be sure to ask your customers at the right time. You’ll want to watch out for signs that your customer is happy with their experience so far. A few tip offs that might write a good review? They’ve referred someone else to you, they’ve repurchased a product, they’ve tagged you on social media, or they’ve spent a lot of time browsing on your website.

To make sure you get it right, here’s four ideas to help you gather more online reviews: 

1.     Leverage social media. Social capital is a powerful tool – if your friends or acquaintances are using a product you’re more likely to give it a try. In addition to the built in referral network social media provides, most platforms provide a great channel for soliciting and sharing reviews. Don’t just ask for new reviews, be sure to share the positive ones you’ve already received! In addition to providing free promotion, they’ll also help give your customers ideas on what to post in their own reviews.

People who have purchased or repurchased products are the perfect target for reviews. Tailor an email or social media campaign directly to these customers so you can don’t miss out on the chance to collect high-quality reviews.  

 2.     Ask more than once. Asking for a review once isn’t always enough – you don’t want to bug people, but you do want to give them ample opportunity to share their thoughts. Different people will want to share their reviews on different platforms and at different times, so be equipped to ask for reviews in a number of ways. Train your team to solicit reviews, add a link into your email campaigns, and incorporate review options into your website pop-ups and landing pages.

3.     Make a direct appeal. If you work as an account manager, are a B2B sales rep, or have a one-on-one relationship, ask your customers directly for a review. Keep it conversational, but inquire how they’re enjoying their experience with your product or service so far. If the response is positive, see if they wouldn’t mind sharing their feedback online. If they have a negative response, see what you can do to fix the problem before inquiring about them giving public feedback. 

 4.     Create Incentives. Offer a future discount, add a bonus product to their order or enter them in a drawing in exchange for their feedback. Be careful you don’t compromise the integrity of the review – you shouldn’t force people to leave a positive review, rather an honest review. 

A few additional tips:

• Accept reviews on multiple platforms like Yelp, Facebook, Google Business, Zillow and more. Everyone has a favorite method of reviewing, so don’t loose out on a good review by limiting people’s platform options. But keep in mind that people tend to trust Facebook reviews more because they’re connected to individual profiles that people can verify the legitimacy of. 

Further Reading: Want to learn more about how to handle a bad review? We’ve got a separate post that goes in-depth on the topic. Check it out here.

• Be sure to respond to all reviews – especially the negative ones! Respond thoughtfully (without getting defensive). In addition to improving the relationship with that individual customer, you’ll also be demonstrating good customer service that shows potential buyers you care and are willing to listen. 

• Make it easy! Cut out additional steps wherever possible and it will up the chances that your customers will take the time to leave a review. Include a direct link so they can head straight to the product page, make login seamless, and provide them with sample writing prompts. 

Have a tip that we should have included? Drop us a comment below – we’d love to learn more about what’s worked for you in the past (and what hasn’t). 

---

Hue & Tone Creative: Social Media + Graphic Design

Need someone to take the headaches out of your automated emailing and social media planning? We’re here to help. Whether you’re looking to increase your views or simply need a break from handling your account, Hue & Tone Creative has you covered for all things social. 

Negative social media reviews can feel like a nuisance – but if they’re mishandled they can turn into a much bigger problem. But, handle them properly and you can even turn a doubter into a return customer. With the right response, you’ll have the opportunity to turn a bad situation into an opportunity – and you’ll be able to keep negative reviews from harming both your reputation and bottom line.  

It can be easy to get emotional when your business is being slammed online, but these days it is just part of doing business. Ghosting negative reviews or retaliating with something less-than-business-like just won’t do, and here’s why:

• 97% of customers read reviews before buying

• 89% see them as an essential pre-purchase resource

• 85% of all consumers actively look for negative reviews

• And 91% of consumers 18 to 29-year-olds look for negative reviews 

1. Take the emotion out of it

The bad review isn’t a personal attack on you and thinking that it is will only rile you up further.  So, put on your business cap and get in a good frame of mind before you start typing. 

We suggest thinking of online interactions just like you would in-person customer service interactions. Just because you’re not face-to-face with a customer, doesn’t mean you should treat it as any less important of interaction. In fact, your digital comments have much more potential to amplify than your in-person discussions, making it that much more important to treat them carefully. It’s not just the customer who sees your response, it’s their friends, your friends, and people who like your page. 

2. Act promptly

Want to take your good reviews one step further? Here’s how to create a killer case study.

We get everyone is busy, but it’s crucial that you make time to respond to your negative reviews -- and the sooner the better. This is important for a couple of reasons: 

1. It gives the customer less time to stew on their complaint and get even more worked up

2. Fewer people will come onto your page and see just their side of the story

3. It shows that you’re responsive and invested in their thoughts 

Don’t replace quality with speed of response though: It’s better to take 10 minutes to put together a well-thought-out message then it is to publish the first thing you think of. 

3. Restate the complaint

One of the first things the reviewer wants to know is they’ve been heard, so be sure to rephrase their complaint in your response. For example, if their review was something along the lines of “I was really unhappy with how long it took for my package to arrive.”

You could start yours with “Hi [name], We’re sorry to hear you weren’t happy with the delivery time for your package…”

4. Don’t play the blame game

It’s natural for your first instinct to be to give a reason behind why. Avoid responses like this:  

• “We were short-staffed because John was feeling poorly.”

• “One of our vans broke down so we were playing catch-up.” 

• “It was an unexpectedly busy period for us.” 

The reality is people don’t usually care why it happened and if you go down this road, they might think you’re just making up excuses. Instead, counter with something like: “This isn’t the standard of service we’re known for and we’d like to do everything we can to make up for it.”

5. Weave in some positives

It’ll give onlookers a reason to still choose you. Sticking with the delivery issue, this could be something like “We pride ourselves on timeline delivery – in fact, we delivered over 100,000,000 packages on time last year. We’re sorry to hear you didn’t receive the same punctual service we’re known for and we hope it won’t stop you from trying out our service again.” 

6. Offer a solution 

Tip: So that people don’t think you’ve gone silent, reply in the thread saying “We’ve heard your complaint and are going to send you a private message so that we can collaborate on a solution for this issue.”

Take the discussion offline to work out a resolution -- you don’t want to air it in public and for everyone to think that your answer is standard. And, if you say you’re going to do something, do it, otherwise, you’ll just end up with another angry review.

7. Ask them to edit it

If you’ve worked the situation out with your customer, it may be worth the risk of asking them to edit or update their review. We don’t suggest asking them to remove it completely, because you run into the risk of them broadcasting that you tried to keep them quiet. 

Also, remember to make this kind of request in private too, it’s not necessarily the type of thing you want either existing or prospective customers to see.

---

Hue & Tone Creative: Partners in social, design, and marketing

Need some social support? Just can’t handle one more bad review? You can count on us. From planning out your content to boosting your online presence, we’ll get your social media pages back on track. Get in touch at (336) 365-8559 or hannah@hueandtonecreative.com to figure out how we can partner together.