Bad Reviews Increase Sales

Facts About Reviews:

  • Positive reviews outnumber negative reviews 7-to-1.
  • The average rating for all things online is 4.3 stars out of 5. (Wall Street Journal)
  • Generating reviews is easy! Your customers appreciate you asking.

Invite your customers to review your business. Inviting your customers says “we care what you think” and predisposes them to write positive comments.

Why do negative reviews increase sales?

Bad reviews help customers move through “purchase paralysis.”

Prospective customers researching your company are looking for reassurance that you can meet their needs. Bad reviews (mixed with positive reviews) give them that reassurance. Potential customers recognize that no business is perfect and they appreciate knowing what the problems might be, if they can live with those issues and what the response of the company has been when those issues arise. Bad reviews actually help potential customers feel like they have “done their homework” And the customer ends up with more confidence in their decision to choose your business.

Bad reviews create significant credibility for your positive reviews.

When potential customers see a mix of different ratings, they are more likely to trust the review process. Prospects know that if they only see 5 star reviews that the reviews are probably just testimonials, not authentic customer reviews from which to base a purchasing decision. Bad reviews, in the context of positive reviews, can actually help convert more prospects to customers.

Bad reviews give you the opportunity to respond.

Responding online to a negative review creates the biggest “bang for your buck” available in marketing today. Not only do you get the chance to keep a customer by addressing his or her concerns, you get to show potential customers how you treat your customers. Bad reviews give you the unique opportunity to publicly and authentically show your company cares about its customers. That is often enough to close the sale with potential customers.

Find out how to make reviews work for your business!