If you’re thinking, “New Year, new sales strategy!” then you have the right idea. With ongoing data breaches and concerns over how companies use customer information, consumers are wary of brands and overwhelmed by media overload. Traditional sales tactics won’t work on their own. Instead of trying the same old thing again, consider focusing on what we know works—peer-to-peer reviews. Adding review collection to your sales strategy helps build trust and confidence in your brand while engaging your audience of potential customers.
Does this mean that you should toss every idea from last year? Not at all. Instead, look over your current plan and search for holes that cost you sales. Boost your credibility and your revenue by using social proof in all stages of your buyer’s journey while leveraging the data from new reviews.
Gain social proof through review collection
Although people delete spammy emails and shy away from unknown websites, they place trust in the strangers who write reviews. According to BrightLocal “91% of 18-34-year-old consumers trust online reviews as much as personal recommendations.” Use review collection to your advantage by displaying this social proof across your digital platforms.
Use quotes from happy customers on your contact page, home page, and product pages.
Create testimonial images sized for sharing across various social media networks.
Enlist a review collection service to build social proof for your products and services.
We know that “displaying reviews can increase conversion by 270%,” so showcasing reviews across platforms is crucial. Data breaches and algorithm changes will continue to affect consumer trust and sales outreach in 2019. By using review collection and presenting social proof, you’ll increase your customer’s confidence in your business and increase sales.
Use accurate data to improve your sales strategy
As consumers adjust to the novelty of personalized ads based on search habits, they’ll dismiss advertisements that appear spammy and disconnected. A one-size-fits-all advertising strategy won’t work. If you want to increase revenue, then you’ll need to focus on the individual. Review collection provides analytical data and insights into the buying habits of your customers. Use data from reviews to:
Gain insight into how and why customers use your products or services.
Find out which keywords reviewers use to describe their purchase.
Gather information about which social platforms they use.
Visualize common pain points shared among reviewers.
By analyzing data from review collection, you’ll learn more about your current customers and be able to turn that information into enhanced buyer personas, better product descriptions, and targeted advertising.
Provide added value and increase sales
Along with demonstrating credibility through social proof, you’ll need to add value throughout the customer journey. With the rise in voice-activated search along with traditional search options, consumers ask more questions than ever before. They want answers, not advertising that shout at them. A successful sales strategy incorporates content that adds value and isn’t promotional. Use insights gained from review collection to develop resources that you can share with potential clients through various mediums.
For example, the Content Marketing Institute reported that case studies and webinars influence a buyer’s decision over 20% more than blog posts. If you’re nurturing leads on social media or platforms, like Quora, then add value with non-promotional content that provides a solution.
Sales professionals who personalize the buyer’s experience will gain an edge over the competition in 2019. However, a robust plan can’t make up for a lack of social proof. 80% of decision-makers continue to rely on peer-to-peer recommendations making review collection crucial. Boost sales by finding authentic ways to get your testimonials and reviews in front of more buyers, then focus on data-backed research to define your sales strategy.