Maybe you just closed a successful account, shipped a product, or completed a job. Your client has their positive experience with you and your company top of mind. Some might recommend you to their colleagues, friends or family members in conversation or when asked in the future for opinions about your products or services. A few others may even feel compelled to review your business on Google, Facebook or another online review profile, and will do a quick online search so that they can post a review. But oftentimes, your client won’t take that final step of publishing an online review. Why?
In most cases, the answer is simple: You didn’t ask them to.
91% of customers say they’d give referrals.
Only 11% of salespeople ask for referrals.
– Source: Dale Carnegie
Now, don’t get us wrong: Actual word-of-mouth referrals are great for business, whether they occurred in a casual conversation between colleagues at work or between family members over the phone. But word-of-mouth has changed. More than 88% of consumers trust online reviews as much as personal recommendations. Yes, that means even if your client enthusiastically recommends your roofing company to his brother, that brother may decide for himself after he looks at your company’s online reviews.
Can you blame him? Think of how often you look at reviews. Say you’re considering trying a brand new restaurant for the first time. Your coworker recommended it, but you’re probably still doing an online search to see what other diners have said and scope out food pictures. It’s just become second nature to us in the age of mobile phones and instant information.
As consumers, we want to make our own decisions–and we’re increasingly basing those on what we’re reading online. As a sales professional or business owner, if your company doesn’t have any reviews, your business likely won’t end up at the top of a consumer’s list. But guess who will? Yes, your competitors–the ones who have already been requesting reviews.
Are you reading this right now while simultaneously checking your company’s Google listing or Facebook page for reviews? That’s good – you need to know what’s out there. Whether your account has no reviews, has a handful, or hasn’t had new reviews within the last 30 days, it’s time to put a focus on getting more online reviews for your business.
If you’re not sure where to start, consider these ideas:
Always remember this:
To get more reviews for your business online, you have to ask.
