Dan Martell - June 29, 2020


Get More SaaS Product Reviews (Easy Way)

Hosted by
Dan Martell
Mentioned
G2 Crowd Reviews
How to Go Up Market With Your SaaS Conquering a $120B Industry with Greg @ Alyce.com - Escape Velocity Show #31

Episode Stats


Length

9 minutes

Words per minute

194.53

Word count

1,800

Sentence count

95

Harmful content

Misogyny

2

sentences flagged


Summary

Summaries generated with gmurro/bart-large-finetuned-filtered-spotify-podcast-summ .

In this episode, I 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. Stay at the end where we re sharing 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.

Transcript

Transcript generated with Whisper (turbo).
Misogyny classifications generated with MilaNLProc/bert-base-uncased-ear-misogyny .
Hosts, guests, and mentioned names generated with spaCy (en_core_web_sm), reconciled against Wikidata.
00:00:00.120 Hey there, Dan Martell here,
00:00:01.200 serial entrepreneur, investor, and creator of SaaS Academy.
00:00:03.360 In this episode, I'm gonna share with you
00:00:05.400 how to collect more product reviews
00:00:07.980 without being that annoying asker
00:00:10.680 so that you can get more distribution,
00:00:12.520 more people aware of your product,
00:00:14.560 and essentially get more customers.
00:00:16.800 Be sure to stay at the end where we're gonna share
00:00:18.040 with you this exclusive resource
00:00:20.040 called the Review Collector Maximizer
00:00:22.520 to help you get the list of all the top sites
00:00:25.440 to publish to and the strategies when and where to ask.
00:00:29.280 Let's get into it.
00:00:42.860 So one of the key beliefs I have in life is show, don't tell.
00:00:47.480 I believe it's better for your customers
00:00:49.460 to tell the market how great you are,
00:00:51.280 not you to tell them.
00:00:53.260 So let the customer show how amazing your product is.
00:00:57.340 don't be the person always, you know,
00:00:59.100 screaming and saying we're the best,
00:01:00.480 we're the best, we're the best.
00:01:01.360 To do that, we wanna collect reviews.
00:01:03.420 There has been this insurgence in review sites
00:01:06.760 that are incredible for SEO,
00:01:08.420 so I get why they've built them,
00:01:09.820 but it's just allowing customers to make decisions faster,
00:01:12.600 compare different products, different solutions
00:01:15.000 against each other in regards to feature sets and costs
00:01:17.640 and kind of like different types of companies
00:01:20.620 that would use different solutions.
00:01:22.100 So there's these review sites.
00:01:23.380 We've always had reviews, you know,
00:01:24.840 Yelp, Google reviews, et cetera,
00:01:26.280 but now they're coming into the business category.
00:01:28.820 And as a coach, I've seen many of my clients
00:01:32.340 using reviews to drive,
00:01:34.280 especially some of these new sites like G2 Crowd, et cetera,
00:01:37.380 to really drive demand and volume
00:01:39.960 for their signups, trials, and demos.
00:01:42.200 So I wanna share with you how they've been doing that
00:01:45.820 to collect the most reviews and be really strategic about it.
00:01:50.340 And just give you some thoughts
00:01:51.340 on how you can leverage those reviews
00:01:53.400 to get even more value out of it.
00:01:55.640 I've always done this in my company's Clarity,
00:01:57.540 my previous company,
00:01:59.100 we essentially ask for review post call on every call
00:02:02.200 and we use that to actually drive SEO as well.
00:02:05.060 Reviews and Q&A are great SEO drivers.
00:02:07.880 That's why these sites have sprung up,
00:02:10.180 but there are some very specific best practices
00:02:12.960 that you need to use to make sure you get
00:02:15.000 the most out of customer reviews.
00:02:17.600 Number one, we need to capture the feedback.
00:02:19.780 We need to capture the review.
00:02:21.020 Now, the key is, is we don't want angry people,
00:02:23.320 frustrated people leaving reviews on these sites.
00:02:26.180 What we wanna do is we wanna kind of, you know,
00:02:28.820 cue it up the right way.
00:02:30.360 So the way we do that is, you know,
00:02:32.260 in different interactions, you know,
00:02:33.760 after they've been a customer for a few weeks,
00:02:35.660 maybe after they've emailed support
00:02:37.220 and they had a good experience.
00:02:39.460 Maybe we just, you know, send it to everybody that,
00:02:41.880 you know, attended in our customer conference,
00:02:43.940 whatever it is, anytime we have the opportunity
00:02:45.780 to ask our customer for feedback,
00:02:47.060 typically through a customer satisfaction survey
00:02:49.500 or a net promoter score.
00:02:50.640 So there's a bunch of online tools
00:02:52.360 that I'm gonna tell you how to be aware of in a second
00:02:55.820 that allow you to automate this whole process.
00:02:58.080 But the cool part is step one,
00:02:59.860 you can filter only the positive reviews
00:03:02.820 and then guide those answers
00:03:05.340 or those people that left those reviews
00:03:07.040 to drive to different review sites
00:03:10.180 so you can load balance.
00:03:11.160 If you feel like you've got a ton of reviews on this site,
00:03:13.000 you wanna kinda move people over there
00:03:14.700 or maybe certain reviews make more sense
00:03:17.060 depending on a feature they're using within your product
00:03:19.120 and you can guide them.
00:03:20.040 But number one is we need to capture them.
00:03:22.360 Post support calls in email, asking on support calls,
00:03:27.260 you know, NPS surveys, et cetera, capture the feedback.
00:03:31.360 Number two is we need to craft our profile.
00:03:33.200 As I mentioned, I'm gonna give you a list
00:03:34.480 of the top 12 review sites for B2B SaaS,
00:03:37.100 but each one of them has a profile page.
00:03:39.380 Here's the key.
00:03:40.440 We need to make sure that the images are good.
00:03:42.360 So hire a designer, hopefully you have a designer,
00:03:45.060 and tell them like really craft really great images.
00:03:47.940 the copy on those pages,
00:03:50.020 the description of your solution and who you solve it for.
00:03:53.700 All of those things should not be taken for granted
00:03:55.860 because if you do it right,
00:03:57.420 you will get hundreds of views on your profile page
00:03:59.860 every month and we wanna make sure
00:04:01.260 that it speaks directly to your core customer.
00:04:04.220 It quickly connects with them on what value you provide,
00:04:07.400 what problems you solve in the market with your solution
00:04:10.160 and gets them to clearly take the next action item
00:04:12.860 that you want, typically trial, demo,
00:04:16.100 or maybe a sales conversation for a proof of concept.
00:04:18.760 Regardless, we wanna make sure
00:04:20.380 we craft our profiles to the world class.
00:04:22.880 Number three, we need to grease the flow.
00:04:25.600 So what happens is often many of these review sites
00:04:27.980 have category or subcategory pages
00:04:30.400 that end up in search results
00:04:32.400 or allow you to kind of like drill down.
00:04:34.340 So you might have like a CRM solution,
00:04:36.260 but one of those components could be automated email campaign.
00:04:40.000 So you have a subcategory for that page.
00:04:41.900 So you actually need to create a separate landing page.
00:04:46.740 So I have a client and they are driving 30, 40%
00:04:50.000 of their demand every month through review sites.
00:04:52.100 And the reason why is they have seven distinct categories
00:04:55.320 that they're listed in these different review sites
00:04:57.240 because their product's pretty broad depth of features.
00:05:00.720 And they have a custom landing page
00:05:03.500 for each one of those subcategory pages
00:05:06.340 to link to, to capture the lead.
00:05:08.800 So if you don't know, check out those subcategory pages.
00:05:12.560 Make sure that the capture form,
00:05:15.260 the lead collect landing page
00:05:17.380 from those subcategory pages
00:05:18.860 is going to a custom landing page
00:05:20.860 so that you can speak specifically to that customer's pain,
00:05:24.700 how your product solves it
00:05:26.180 and get them into your trial or your demos.
00:05:28.660 Number four, leverage reviews.
00:05:30.580 Here is the fun part, you know,
00:05:32.280 and you've maybe been to a restaurant
00:05:33.560 and you see like, you know, awards on a wall
00:05:36.040 and just like, man, look at all these awards.
00:05:37.480 This place is gonna be amazing, right?
00:05:38.880 So the way I think about it is the same principles apply.
00:05:41.840 So the more reviews we show, the more reviews we'll get.
00:05:44.160 So it's kind of like speaking.
00:05:45.240 The more I speak, the more speaking engagements I get, okay?
00:05:48.500 So reviews are the same thing.
00:05:49.460 So pepper them all over your website.
00:05:52.280 Use them in your content marketing.
00:05:54.120 If you're writing a blog post,
00:05:55.740 use your customer reviews in there.
00:05:57.720 On your features page specifically,
00:05:59.920 if you can have a review that speaks to a specific feature
00:06:04.300 that they use to get a result,
00:06:06.420 attach it to the feature on the feature page.
00:06:10.300 Sales team, making sure that you arm your sales team
00:06:13.220 with specific use cases and reviews.
00:06:15.840 Using the reviews to create case studies
00:06:19.000 so you can create more in-depth case studies
00:06:21.620 of the customer's outcome.
00:06:23.320 And just really sharing it with the team for wins.
00:06:25.460 I think there's so much opportunity to leverage reviews
00:06:28.260 to get way more value that a lot of companies
00:06:30.620 don't even know these things are going on.
00:06:32.400 They're getting reviews hopefully every day, every week,
00:06:34.600 but they don't even share it with the team at a minimum.
00:06:37.460 To me, that's a huge opportunity to celebrate.
00:06:39.600 And they don't look at it to a way
00:06:40.860 to kind of cross-pollinate different, you know,
00:06:43.000 marketing or sales artifacts that you're generating
00:06:45.280 so that you can help those sales motions
00:06:48.360 move more efficiently.
00:06:49.760 Number five, maintain momentum.
00:06:51.880 So you've got reviews.
00:06:53.560 You understood how to capture your segmenting,
00:06:55.440 your prompting, you've got all that in the flow.
00:06:58.520 But for some reason, you know, you change providers,
00:07:00.580 you stop doing it, and here's what happens,
00:07:03.120 or you forget to update sites.
00:07:05.160 If I go to a review page and the last review
00:07:07.000 is from last year, that tells me that maybe people
00:07:10.320 in your customer base have moved on to a better product
00:07:12.360 and I'm just not aware of it.
00:07:13.360 So I'm gonna go do more deeper research.
00:07:15.460 So when I say maintain momentum, I mean asking yourself,
00:07:18.540 does this page look fresh?
00:07:19.900 If I go to this review site, are there enough reviews?
00:07:22.540 Is there only two and my competitor has 100?
00:07:25.180 And then that way you can just strategically continue
00:07:28.120 to prompt and load balance where the reviews are being lapped
00:07:31.380 so that you can ensure that you're maintaining that momentum
00:07:34.520 in regards to having your customers tell your story.
00:07:39.760 You know, to me, it's again, show, don't tell,
00:07:42.320 have them communicate,
00:07:43.400 make sure those pages are fresh with updated reviews
00:07:45.760 so that you can keep that momentum and lead gen going.
00:07:49.420 So quick recap,
00:07:50.580 five ways to get more product reviews
00:07:51.800 without being annoying.
00:07:52.900 Number one, we wanna capture feedback overall
00:07:54.880 and then prompt to leave reviews.
00:07:56.740 Two, craft our profiles, make them beautiful.
00:07:59.120 Three, grease the flow, 0.70
00:08:00.160 Make sure our landing pages match our message.
00:08:02.600 Four, leverage reviews all over the place.
00:08:05.360 Sprinkle it, pepper them across your sales and marketing.
00:08:08.260 And five, maintain momentum so your pages look fresh.
00:08:11.920 As I mentioned at the beginning of this episode,
00:08:13.400 I wanna share with you an exclusive resource
00:08:15.460 called the Review Collector Maximizer.
00:08:17.820 On there, I have a whole list of prompts,
00:08:21.720 where to ask for feedback, aka reviews.
00:08:25.320 Also, the key tools that you should be using
00:08:28.100 to capture those reviews.
00:08:29.520 There's a bunch of different software out there.
00:08:31.320 And then also the top 12 sites
00:08:33.900 that you need to be publishing your reviews on,
00:08:35.980 depending on the category of your product.
00:08:37.980 But click the link below
00:08:38.820 to download your Review Collector Maximizer worksheet
00:08:42.000 to help you kind of make that more efficient,
00:08:43.900 actually build a strategy map as well.
00:08:46.420 That's part of it.
00:08:47.260 And just get the key sites that you need to focus on
00:08:51.060 to drive awareness and demand for your product.
00:08:53.860 If you found this video useful,
00:08:55.840 be sure to smash that like button,
00:08:57.340 subscribe to my channel.
00:08:58.340 If there's anybody you think this video could serve,
00:09:00.060 feel free to share it with them directly.
00:09:01.960 And as per usual, I wanna challenge you
00:09:04.680 to live a bigger life and a bigger business,
00:09:06.580 and I'll see you next Monday.
00:09:07.620 Cheers.
00:09:08.460 Tis the season to be jolly.
00:09:10.480 Fa la la la la la la la la. 1.00
00:09:12.800 This is my Christmas sweater, ha ha.