How To Ask For A Review.
Here’s the two-step process we use to get high quality, real client reviews…without coming off as pushy or desperate.
These days, client reviews aka testimonials are super important to building trust and authority in the eyes of your prospects.
As humans, we use the social cues around us to reduce the risk of making a poor decision and increase the chances of making a good decision. We want to know what other people think before we take the plunge. It’s human nature and it’s not going away. It also helps with ranking on Google because they are trying to predict what visitors want.
In marketing we call it social proof. In sales it’s called the herd theory. Bottom line, the more great reviews a business has the better off they will be.
It’s common for local businesses to struggle with getting reviews from their clients.
So I’m going to show you a very simple two-step method that we use to get reviews without being pushy or coming off as desperate.
Here it is in two steps
- Ask at the right time.
- Make it easy to do.
Ask at The Right Time
Timing is everything. The last thing you want to do as a local business owner is upset a client asking for a review, especially from those clients where things went really well.
The timing of the ask is super important and when we do it at the right time it’s pretty effortless.
So when’s the right time?
When the client or customer is at their happiest with your business, product or service.
Once that happiness peaks it will start to decrease. The client’s interest in giving you a review starts dropping until it disappears and they’ve moved on to other concerns.
You see, clients never really know how something is going to go, until it’s over.
If you do great work, they may be pleasantly surprised or grateful for the product or service you’ve rendered. You’ve helped them solve a problem.
Figure out that moment of peak happiness, then ask at that time.
Here are some industry examples:
For restaurants: Right at the end of the meal.
For home services (a/c, plumbing, roofing.): Right after they’ve reviewed your work and settled the balance.
For mechanics: Right after they’ve reviewed your work and settled the balance.
For retail (face-to-face): Right after they’ve purchased your products.
For retail (e-commerce): The day they received your product.
You get the point. The best time is the moment a client has realized you’ve solved their problem.
Note: If you’re not doing great work for your clients then don’t bother asking for a testimonial. It won’t go well.
Note: Make sure you’re doing great work.
Action Item: Ask yourself, “when are my customer/clients the happiest with my business/product/service?”.
The Best Places To Collect The Reviews
Now’s a good time to talk about exactly where the review should be placed.
It depends on your business and how many reviews you already have.
The three best places to start with are:
*If you do e-commerce, the best place is the product page.
How To Collect Reviews On Google My Business (GMB)
You know when you search for something on Google and the map shows up with some local businesses on it? That’s Google My Business.
The more reviews you have on your listing, the better your listing will rank (There are other ranking factors that we cover here.).
Not only that but, the more reviews you have, the more social proof and authority you’ll have and in turn more leads and customers.
I recommend getting reviews on GMB first because you tend to get the quickest exposure to prospective clients.
The goal here is to have more reviews than your competitor and the highest overall rating. The combo of lots of reviews and a high rating is powerful stuff.
Note: Google My Business is a free listing and it’s free SEO. If you don’t have one, you can create a listing for free here Google My Business.
Action Item: Log into your listing and go to Info. Create a custom handle.
Tip: Try to use the same handle for GMB and all social media accounts. Make it easy for folks to find you.
How To Collect Reviews On Facebook
If you have tons of reviews on Google My Business and you’re beating out the other guys, then look building up your reviews on Facebook also known as Recommendations.
Let’s say you have 200 reviews on Google and three on Facebook, adding another 10 to Facebook would make a bigger impact than adding them to Google. Just add a new review on Google from time-to-time to stay fresh and ahead of your competition.
Although the rating on Facebook may not generate more traffic like Google My Business, it helps strengthen your brand with visitors to your Facebook page.
Action Item: Log into your business page, go to page info. Create a custom handle.
How To Collect Reviews On Your Website
Perhaps you’re thinking that reviews on your website are more important than the other two places we just talked about. I wouldn’t say it’s more important than Google My Business or Facebook but it is equally important. That’s because not all visitors will come through Google My Business or Facebook.
Getting reviews on Google My Business and Facebook will help bring traffic to your website so that’s important to start there to help with SEO traffic.
But what if your prospects came to your website by some other marketing channel?
Maybe you’ve done some offline marketing like a speaking engagement or local PR or other events that’s getting traffic to your website.
The easiest thing here is to embed your Google and Facebook reviews on your website. You’ll knock out two birds with one stone and it helps with Google SEO signals as well.
How To Collect Reviews For E-Commerce
While the other locations above should be done, e-commerce is a little different. When a prospective customer is online looking to buy stuff, they are looking for types of products and/or specific products. So the best place for a review is on each product page.
The day of or day after the product arrives at the customer’s location, send an email thanking them and asking for their feedback. Include a link the reviews for the product(s) they purchased.
If the response rate is low, consider adding some free valuable information that the customer would appreciate, then ask for the review.
So it can look like this:
- Thank you for buying our product(s).
- Here’s some more info other customers find valuable.
- Request review with link to review page.
Here’s How To Ask For A Client Review
How you ask is super important. How easy it is for the client is equally important.
The more convenient an action is, the more likely it will be completed.
People want easy and that’s not going to change either.
So make it easy.
A) When your client is at their happiest, simply ask something like:
“Is there anything else we can do for you?”
“What other questions or concerns can I answer?”
“Have we met all your needs today?”
B) Once they vocalize that their needs have been met, simply ask something like:
“How would you rate our service today?”
“From 1-10, how would you rate our service?”
C) Once they’ve verbalized that they are happy, simply ask something like:
“Awesome! Would you mind leaving us a quick review online? I would really appreciate it.”
If they say yes, then immediately give them the link to leave a review.
This is where the rubber meets the road. Make. It. Easy.
Depending on your environment, simply text or email them the link on the spot. Or have flyers or cards with a QR code that links directly to your review page.
For Google My Business it should look something like:
For Facebook is should look something like
If your links don’t look this, then you need to create a custom handle (see the steps above).
That’s it. Keep it simple and easy. Once you’ve asked for a few reviews, you’ll get the hang of it. You’ll also figure out the best way to get reviews in your particular business and situation.
I encourage you to try different approaches and track the results.
The reality is, we’ll probably never get a 100% return on all review requests but, if you can get them most of the time, that’s a great result!
What Do You Think?
Do you have a review collection process that works for your business?
Share the wealth and comment below.