Dan Martell - June 29, 2020


Get More SaaS Product Reviews (Easy Way)


Episode Stats

Length

9 minutes

Words per Minute

194.53151

Word Count

1,800

Sentence Count

95

Misogynist Sentences

2


Summary

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

Transcript

Transcript generated with Whisper (turbo).
Misogyny classifications generated with MilaNLProc/bert-base-uncased-ear-misogyny .
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,
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.
00:09:12.800 This is my Christmas sweater, ha ha.