This haunting question was the topic of the SW Washington Wedding Network Mastermind for February.
Client reviews are ‘your best, most authentic megaphone. 90% of millennials are interested in providing a review—and only 7% are asked to write one.’, The Knot noted in a recent webinar. Today’s millennial couples are ‘infosumers’ they thrive on information and the experience you provide. This is a market that has never been without online reviews as part of the buying process. What your previous clients say about you matter. Over 88% trust online reviews as much as personal recommendations. How do you get started?
Set a goal. Understand how many reviews you want to receive each month for your business. Once your goal has been set—talk to your team. Involve them in the process of why reviews are important. Ask for ideas on how to improve the process. Make your goal part of the business culture within your company.
Schedule the time. If it’s not on your calendar, you won’t do it. You can create a routine of keeping reviews top of mind if it is part of your weekly schedule. Clients should be contacted within three weeks of their event with you to ensure the most vivid memories come through about your company. Find the space between the bouquet toss at the end of the night and before life has returned to normal to reach out to your clients. Even better—schedule time at the event for a video testimonial. This is when your client is receiving the highest benefit from your business—let them speak for you!
Make it part of your non-negotiables. Most businesses don’t forget to send the final invoice or collect payment—so why should asking for reviews be any different? When you incorporate this in to the checklist of working with clients, you’ll remember to ask and they will be more likely to respond. Each member of your team contributes to the success of reviews. Hold each other accountable to this being the standard for your company and not the rarity.
Get the conversation started. People buy from who they know, like, and trust. Reviews are how today’s couple decides who they want to know, if they like them, and if you are trusted. Your past clients will give all of the information your next client needs to know about your business. When asking for a review, get your client started with some key questions such as: “Describe your experience working with my team to plan your day.” Or “What made the difference in your day by choosing my company?” As Alan Berg always says, “When you ask better questions, you get better answers”. Help your client by getting their mind thinking.
Speaking of Alan Berg, he came up quite a bit today in the meeting. If you haven’t read his latest book, take the time to read it soon. He covers using testimonials as the key ingredients of marketing collateral, your website, your business card—and basically anywhere you can put it. You can read about more about it here and by joining our Wedding Network Book Club.
The SW Washington WN Mastermind is held the third Wednesday of each month. Learn more about upcoming meetings by visiting our Events page!