- Hey there, Dan Martell here.
A serial entrepreneur investor in creative SaaS Academy.
In this episode I'm gonna share with you
how to collect more product reviews
without being that annoying asker
so that you can get more distribution,
more people aware of your product
and essentially get more customers.
Be sure to stay in the air where gonna share with you
this exclusive resource
called the Review Collector Maximizer,
to help you get the list of all the top sites to publish to
and the strategies when and where to ask.
Let's get into it.
(bright upbeat music)
So one of the key beliefs I have in life is show don't tell.
I believe it's better for your customers to tell the market
how great you are, not you to tell them.
So let the customers show how amazing your product is.
Don't be the person always screaming
and saying we're the best, we're the best, we're the best.
To do that, we wanna collect the reviews.
There has been this insurgence
in review sites that are incredible for SEO,
so I get why they built them.
But it's just allowing customers to make decisions faster.
Compare different products, different solutions
against each other in regards to feature sets and costs
and kind of like a different types of companies
that we use different solutions.
So there's these review sites.
We've always had reviews, Yelp, Google reviews, et cetera.
But now they're coming into the business category.
And as a coach I've seen many of my clients
using reviews to drive, especially some of these new sites
like G2 Crowd, et cetera, to really drive demand and volume
for their signups trials and demos.
So I wanna share with you how they've been doing that
to collect the most reviews and be really strategic about it
and just give you some thoughts
on how you can leverage those reviews
to get even more value out of it.
I've always done this in my company's Clarity,
my previous company.
We essentially asked for review post-call on every call
and we use that to actually drive SEO as well.
Reviews and Q&A are great SEO drivers.
That's why these sites have sprung up,
but there are some very specific best practises
that you need to use to make sure you get
the most out of customer views.
Number one, we need to capture the feedback.
We need to capture the review.
Now the key is, is we don't want angry people,
frustrated people leaving reviews on these sites.
What we wanna do is we wanna kinda
cue it up the right way.
So the way we do that is in different interactions,
after they've been a customer for a few weeks,
maybe after they've emailed support
and they had a good experience,
maybe we just send it to everybody
that attended in our customer conference, whatever it is.
Anytime we have the opportunity
to ask the customer for feedback,
typically through a customer satisfaction survey
or a net promoter score.
So there's a bunch of online tools
that I'm gonna tell you how to be aware of in a second,
that allow you to automate this whole process.
But the cool part is,
is step one, you can filter only the positive reviews
and then guide those answers
or those people that left those reviews
to drive to a different review sites.
so you can load balance.
If you feel like you've got a tonne of reviews on this site,
you wanna kind of move people over there
or maybe certain reviews make more sense
depending on a feature they're using within your product
and you can guide them.
But number one, is we need to capture them
post support calls in email, asking on support calls,
NPS surveys, et cetera, capture the feedback.
Number two, is we need to craft our profile.
As I mentioned, I'm gonna give you a list
of the top 12 review sites for B2B SaaS,
but each one of them has a profile page.
Here's the key.
We need to make sure that the images are good.
So hire or hire a designer.
Hopefully you have a designer
and tell him like really craft, really great images,
the copy on those pages,
the description of your solution and who you solve it for.
All of those things should not be taken for granted
because if you do it right,
you will get hundreds of views on your profile page.
Every month we wanna make sure
that it speaks directly to your core customer.
It quickly connects with them on what value you provide,
what problems you solve in the market, your solution
and gets them to clearly take the next action item
that you want, typically, trial, demo
or maybe a sales conversation for proof of concept.
Regardless, we wanna make sure we craft our profiles
to the world-class.
Number three, we need to grease the flow.
So what happens is often many of these review sites
have category or subcategory pages
that end up in search results
or allow you to kind of like drill down.
So you might have like a CRM solution,
but one of those components
could be automated email campaigns.
So you have a sub category for that page.
So you actually need to create a separate landing pages.
So I have a client and they are driving 30, 40%
of their demand every month through review sites.
And the reason why is they have seven distinct categories
that they're listed in these different review sites
'cause their products is pretty broad depth of features.
And they have a custom landing page
for each one of those subcategory pages to link to,
to capture the lead.
So if you don't know, check out those subcategory pages,
make sure that the capture form,
the lead collect landing page from those subcategory pages
is going to a custom landing page
so that you can speak specifically to that customer's pain,
how your product solves it and get them into your trial
or your demos.
Number four, leverage reviews.
Here is the fun part.
And you've maybe been to a restaurant,
you see like awards on a wall
and you're just like, "Man, look at all these awards.
"This place is gonna be amazing."
So the way I think about is the same principles apply.
So the more reviews we show, the more reviews we'll get.
So it's kinda like speaking,
the more I speak, the more speaking engagements I get, okay.
So reviews are the same thing.
So peppered them all over your website.
Use them in your content marketing.
If you're writing a blog post,
use your customer views in there.
On your features page specifically,
if you can have a review that speaks to a specific feature
that they use to get a result,
attach it to the feature on the feature page,
sales team, making sure that you arm your sales team
with specific use cases and reviews,
using the reviews to create case studies,
so you can create more in depth case studies
of the customer's outcome.
And just really sharing it with the team for wins.
I think there's so much opportunity to leverage reviews
to get way more value that a lot of companies
don't even know these things are going on.
They're getting reviews hopefully every day, every week,
but they don't even share it with the team at a minimum.
To me that's a huge opportunity to celebrate
and they don't look at it
to a way to kind of cross pollinate different,
marketing or sales artefacts that you're generating
so that you can help those sales motions
move more efficiently.
Number five, maintain momentum.
So you've got reviews,
you understand how to capture you're segmenting,
you're prompting, you've got all that in the flow.
But for some reason you change providers,
you stopped doing it and here's what happens.
Or you forget to update sites.
If I go to a review page and last review is from last year,
that tells me that maybe people in your customer base
have moved on to a better product
and I'm just not aware of it.
So I'm gonna go and do more deeper research.
So when I say maintain momentum,
I mean asking yourself, does this page look fresh?
If I go to this review site, are there enough reviews?
Is there only two of my competitor has 100.
And then that way you can just strategically
continue to prompt and load balance
where the reviews are being left.
So that you can ensure that you're maintaining that momentum
in regards to having your customers tell your story.
To me it's again, show don't tell, have them communicate.
Make sure those pages are fresh with updated reviews
so that you can keep that momentum and lead gen going.
So quick recap.
Five ways to get more product reviews
without being annoying.
Number one, we wanna capture feedback overall
and then prompt to leave reviews.
Two, craft our profiles and make them beautiful.
Three, grease the flow.
Make sure our landing pages match our message.
Four leverage reviews all over the place.
Sprinkle it, pepper them across your sales marketing.
And five, maintain momentum so your pages look fresh.
As I mentioned in the beginning of this episode,
I wanna share with you an exclusive resource
called the Review Collector Maximizer.
On there, I have a whole list of prompts
where to ask for feedback AKA reviews,
also the key tools that you should be using
to capture those reviews,
there's a bunch of different software out there,
and then also the top 12 sites
that you need to be publishing your reviews on,
depending on the category of your product,
but click the link below to download your review collector.
Maximise a worksheet to help you
kind of make that more efficient.
Actually build a strategy map as well that's part of it.
And just get the key sites that you need to focus on
to drive awareness and demand for your product.
If you found this video useful,
be sure to smash that like button.
Subscribe to my channel.
If there's anybody you think this video could serve,
feel free to share it with them directly.
And as per usual, I wanna challenge you
to live a bigger life and a bigger business.
And I'll see you next Monday, cheers.
♪ It is the season to be jolly ♪
♪ Fa la la la la, la la la la ♪
♪ This is my Christmas sweater, haha ♪