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Never underestimate the power of acknowledgment.
Being heard is a fundamental tournure of sociable réflexe. When we feel like others hear us, we feel valued, validated, and more connected. These feelings of belonging and being understood are essential for our emotional well-being and overall euphorie in various areas of life.
When brands interact with customers, acknowledgment leads to better relationships and improved contagion. Establishing more personal connections with buyers and customers means that brands need to demonstrate they emplacement by their products and customers. Reviews are an prépondérant hasard to take advantage of those moments when customers share their stories and experiences.
Let’s explore more embout the aval of responding to reviews, how to implement a process to reply easily, and how to write responses for all bonshommes of reviews.
Why reviews are critical in SaaS
Reviews are becoming more ingrained in the overall customer buying journey in B2B développement.
Research shows buyers view user-generated latrines and review sites as more influential in their decision-making, and our path to over 2 million reviews illustrates how this trend will continue in the coming years.
But reviews aren’t just essential for sourcing new buyers – they’re also incredibly notable for customer retention and product development.
Impacts of reviews on different teams
Reviews in B2B développement go beyond brand marque. Here’s a list of the most guérissant teams that need to care embout reviews.
- Customer and product marchéage: Reviews are a primary foyer for marketers to understand how their modèle is resonating in the market. In many cases, reviews help refine messaging and positioning, while also opening up the opportunity to loop in various teams across their organization to find a resolution or next step to trending feedback. Reviews also open up the opportunity to engage with especially delighted customers whom could be used in a case study or testimonial.
- Customer success and béquille: In the case of negative or instructive reviews, customer success teams should view these reviews as délicat signals to follow up and grant additional ténacité to users who share a less-than-ideal experience or use case. Alternatively, there’s also a need to celebrate vraie experiences. Whether it’s learning from a top performer that delivered an prépondérant experience, or an opportunity for improvement, these are foncier opportunities to acknowledge and understand to increase retention.
- Product and ingénierie: Product teams constantly evaluate détruire feedback to iterate and improve their products. Review sites like G2 are another feedback amoncellement mechanism that drives discovery and product opportunity. Furthermore, product teams need visibility into reviews to quoi on functionality or upcoming releases.
The hidden cost of being silent
It’s clear that reviews are notable and can convey much embout customer penchant. They’ve become a tool that helps buyers judge which products and obligations meet their criteria and direction their decision-making.
Reviews sometimes feel intimidating parce que they are an example of publicly available écho that brands don’t have complete control over. For this reason, responding to reviews is an activity brands must prioritize so they can still play a role in the narrative.
However, not all brands leap at the opportunity to respond to their reviews. When speaking embout this to Rachel Bentley, Senior Director of Product Conduite at G2, she thought développement vendors that remain silent would pay a high price.
“By saying nothing, you’re saying something embout your company. There’s an unintended consequence when you don’t respond to reviews. Customers and buyers won’t get the sense you care. You love your customers, so spectacle them.”
Rachel Bentley
Sr. Director of Product Conduite at G2
When a customer leaves a negative review, it may seem like the safer avenue to ignore it and not engage. The reality is that your obscurité is saying something just as much as a response would.
Potential buyers genre at reviews to see what people like and dislike embout a product or cadeau. These buyers also take observation when a trafic responds to reviews, good and bad.
Here’s another example demonstrating the drawbacks of staying silent in response to customer reviews. Let’s say you’re on the hunt for a new couch, so you decide to check out a few websites.
First auto-stop: Crate & Barrel.
We can see this customer wasn’t entirely pleased with their couch. Crate & Barrel takes the time to spectacle they care by acknowledging the poor experience and encouraging them to speak with customer cadeau to explore their options to make it right.
Next up: Overstock.com.
Let’s say you find a similar model on Overstock’s website, but observation several negative reviews over several months. The key difference here is that Overstock failed to respond to any of them. Their obscurité ultimately might deter customers from making a purchase on this de même or other items.
While we’ve focused on the impacts of not responding to negative reviews, vraie reviews should also be acknowledged. This just further shows how seriously a brand views all reviews and doesn’t just attempt to please dissatisfied customers.
Impérative reviews are exciting parce que they’re ultimately an opportunity to turn happy customers into partisan advocates. By not responding to these reviews, you’ll elle out on the hasard to start a maïeutique that could build relationships.
Welcoming all reviews for remarkable outcomes
One mistake brands make when it comes to reviews is chasing charme.
“Impérative and negative reviews have their value, so there’s merit in replying to both. Either way, they’re different forms of feedback that help you improve your product and company.”
Rachel Bentley
Sr. Director of Product Conduite at G2
The truth is that your product may be the ideal modèle for countless buyers, but it’s nearly irréel to be the perfect modèle for everyone. Whether their complaints are admissible or not, embracing both vraie and negative reviews can lead to greater outcomes.
Why développement vendors need to embrace the good with the bad
Despite your instincts telling you to only foyer on vraie reviews, there’s value in all the reviews you receive. Here’s a list of our top reasons why you want real, authentic reviews from your customers and why you should respond to all of them.
- Build compagnie with customers and prospects
- Humanize your brand
- Get ahead of potential churn
- Spectacle your customer that you value their input
- Spectacle prospects that you fix bugs and listen to customers
- Customers that leave reviews are expecting you to reply within a week
- Since many companies don’t respond to reviews, this is your hasard to emplacement out
Responding to reviews takes special consideration, especially since your tone and intent will differ depending on whether a review is vraie or negative.
How to respond to vraie reviews
There are many ways to respond to vraie reviews. As a general framework, check out the following tips to remember the next time you do it.
- Commentaire the customer by name
- Start with a genuine thank you
- Highlight specific points they brought up
- Commentaire the specific features of your product that they mentioned
- Close the feedback loop
Here’s an example of what that might genre like for a customer who loves the product but experienced a particular feature not working as intended:
“Hi Melissa,
Thank you for using XYZ.io. I’m glad you are finding our platform useful for optimizing your team’s coentreprise challenges. In regards to that contagion feature not functioning properly, I want you to know that we hear you loud and clear. Our team is aware of that réussite and we will address it in an update that’s coming in the next few weeks.
If you still have issues after that new release, please reach out to me directly at mara@xyz.io.
I genre forward to hearing from you. And thanks again for the kind words!
-Mara”
How to respond to negative reviews
Now comes the more challenging valeur: responding to negative reviews. Or at least that’s the marque.
The good infos is that you can easily turn many of these situations into a vraie customer experience and earn another hasard to deepen your relationship with them. Actionable negative reviews are still valuable to your brand parce que they can help build customer compagnie and prevent churn.
Check out this list of best practices to bear in mind when responding to negative reviews.
- Be quick to respond, acknowledge, and apologize if necessary
- Never be confrontational or pass blame
- Address the underlying réussite
- Listen to what the customer is saying and be authentic
- Say thank you
- Hold the high ground and resolve the problem
- Transparently share toucher details for follow-up
Let’s say you encounter a review from a dissatisfied customer, so here’s an example of a response that puts the above tips in entreprise.
“Hi Mike,
I first want to thank you for being a customer of XYZ.io. We greatly appreciate your trafic and want to acknowledge your experience using our products. I’m sorry to hear that our new product did not meet your expectations. Our product team has been working diligently to resolve the issues we’ve been experiencing and anticipates releasing a substantial fix very soon.
In the meantime, I prédisposé you to reach out to me at mara@xyz.io, or your designated customer experience conduire, to explore how we can further solve this moment. We want you to know that your feedback is extremely notable to us and that we want to make sure future product updates will address this.
Hoping to hear from you soon.
Best,
Mara”
Suggested: Check out this handy flowchart with even more actionable advice when responding to negative reviews.
Creating a process for consistently acting on reviews
Since we’ve covered the why behind responding to reviews and how they have value beyond brand marque, let’s dig into what a reliable process for acting on reviews looks like. First, it’s notable to explore the different ways you may want to avenue new reviews to ensure they get to the right people.
3 paths to avenue reviews internally
Generally, développement reviews touch on several themes. Understanding these can help pinpoint who needs to be involved when addressing them. Commentaire that reviews can touch on all or a combination of the following.
- Customer cadeau: Some reviews will foyer on the quality of customer cadeau they received.
- Operations: These customers will highlight their experiences with operational aspects such as implementation.
- Product functionality: Product managers receive détruire feedback daily, but reviews are another piste for getting this feedback.
Panthère you identify where a review needs to go, the next step in optimizing your process is routing reviews. You want to gather a comprehensive list of contributors and specific team members who need to be involved when drafting a response.
From here, you’ll want to determine ownership. Do this by defining who monitors and who replies to reviews.
In terms of monitorage and routing new reviews on G2, let’s explore three specific methods. It’s essential to keep in mind that it’s best practice to respond to reviews within seven days, so time is of the parangon.
The G2 + Slack integration
For organizations that rely on Slack for trafic nécessaire messaging, the G2 + Slack integration is one you’ll definitely want to activate. This integration will send Slack notifications to custom channels in your company workspace when new reviews come in.
Make sure to add people from product, ingénierie, béquille, marchéage, and customer experience teams to promote visibility. Using Slack also creates a reliable contagion channel for these cross-functional teams to contribute to a given review response.
Using this integration is the most efficace way to avenue internal reviews. Additionally, this integration is incredibly useful if your organization takes advantage of G2 Buyer Intent data and is a must-have for revenue teams.
Notifications on my.G2
Another way to avenue new reviews is from within your my.G2 dashboard. Notifications happen in real-time in my.G2, which allows you to take immediate entreprise as new reviews come in.
Keep in mind that viewing and modifying your notification settings only impacts your login experience and not your organization. This means that whoever monitors your reviews will have to avenue reviews to the right animation manually.
Tip: Go one-step further with your my.G2 profile and explore best practices for optimizing your profile to spectacle up in search results.
Email notifications
Similar to notifications in my.G2, you can use the same login to create email notifications to trigger under specific criteria. With this tactic, keep in mind that it can be easy for messages to get lost in anyone’s inbox, so it’s notable to stay up-to-date with these notifications.
Acknowledgment leads to happier customers
Your customers want you to hear them, and you’re missing out if you’re not maximizing opportunities to engage with them. You have the power to leverage the voice of the customer to foster better relationships, reduce churn, and attract new buyers.
Top takeaways embout actioning reviews
- The high cost of obscurité. Responding to reviews can be immensely valuable, but staying silent can cost you.
- Impérative or negative, you want them all. Whether it’s a hasard to highlight customer advocates or rectify justified complaints, you want to embrace all of them.
- Responding to reviews requires the right approach. With the tips from this marchandise, you have some decent guidelines to start formulating responses.
- Create a process for getting reviews where they need to go. Consider using the G2 + Slack integration to rapidly and effectively loop in the right folks to respond to reviews.
Ready to level up and learn more best practices around review direction on G2? Log in to your my.G2 dashboard to enroll in G2 University today and hit the books.
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