STEAL FROM THE BESTHOW TO USE REVIEWS TO GROW REVENUE

HAD ENOUGH?We have some bad reviewsWe don’t have any reviewsWe have fake reviewsWe don’t have enough reviewsIt feels like a lot of work to ask patients to write reviewsIt feels tacky to ask for reviewsI’m afraid to look at our reviewsWe don’t have reviews for our injectors or aestheticians

PROBLEMS WITH REVIEW SYSTEMSMost don’t or can’t verify the patient actually saw the providerThe business model actually favors negative reviewsPatients want or need anonymity which results in low volumeDoctor/practice cannot opt outCan’t respond

PEEPLE

WHAT, ME WORRY?

5 4 3 2 1

GOOGLE SUGGESTS IT

EVERYBODY’S DOING IT

92% of people read reviews

BrightLocal 2015

3 OR LESS• 40% of consumers

form an opinion by reading just 1-3 reviews (vs. 29% in 2014)

• 88% read 10 or less before forming an opinion

10 AND DONEIf a local business has up to 10 reviews then 88% of readers won’t look any further.

FRESHNESS

44% say a review must be written within 1 month to be relevantAnd 69% say a review must be written within 2-3 months to be relevant

THEREFORE…Your goal = 10 reviews over the last 3 months (On your own website)

TIME HEALS ALL WOUNDS

Up to 84%

of consumers are unlikely to consider a review older than 6 months to be relevant

MORE IS MORE

Quantity? Rating? v.

+111%

Conversion Rate +2%Conversion Rate

STAR RATINGS• Star rating is

#1 factor used by consumers to judge a business

4 OUT OF 5 AIN’T BADIf a business has a 4 star rating, then 94% of consumers will use that business

A LITTLE BAD IS GOOD FOR YOUThe blemish effect means that people need a negative review sprinkled in here or there to believe the positive reviews

You do not want to be a 5.0!

BEFORE – DURING - AFTERConsumers are no longer using [reviews]

just to research products during the “consideration” phase.

They are now using them at any time in any place, as they have easy access on their

mobile devices.

ROBOResearch online, buy offline

IMPACTS ALL INCOMES - MOST ON WEALTHY• 87% who earn

$150,000 or more say that reviews have an influence on their purchasing decision

• Younger shoppers are more influenced it *Bazaarvoice

8 WAYS TO USE REVIEWS IN MARKETING

Confidential and Proprietary. © 2015 Bazaarvoice, Inc. 23

#ugcbootcamp

Amplify

Ratings & Reviews

Owned Assets

Ads

Email

+35% Click-Through Social

+78% “Buy Now” Increase

(CPG Avg)

+79%Conversion Rate

+193%Click Thru

ON YOUR WEBSITEIncreases rankingsIncreases web leads & phone callsIncreases engagement It makes you stand out significantly against competition

ON YOUR WEBSITE

FRESH social proof: three reviews from just this week!

FRESHNESS

UNIQUENESS

POST ON FACEBOOK

Actual patient thank you notes as the Facebook cover photo design

Patient review reposted as Facebook status update with hashtag#testimonialtuesday

USE CONTENT FROM PATIENTS ANY WAY POSSIBLE

TWEET ABOUT IT

v

+35% INCREASE IN AD CLICK THROUGH

Wouldn’t this be more compelling if it said “read our 1000’s of reviews”?

Watch Rubbermaid – they’re always innovating with the use of reviews of their products.

CONFIRM APPTS WITH ITSend links to read reviews in your confirmation emails/texts 

PRINT ADS

MESSAGE ON HOLDWhile you’re waiting, be sure to visit our website and read our reviews!

PRE CONSULT MATERIALSThose who:did not receive any forms or materials, received registration forms only, or a link to the website were 27% less likely to schedule than those who received printed brochures plus reviews

http://www.ljcsc.com/rpr-plastic-surgeon-reviews/

Prospective patients who read

reviews before consult schedule 41% more often than patients who

did not receive forms or materials

More reviews = more cases!

SCHEDULING RATES WHEN READ REVIEWS

CAUTIONDon’t steal! Check guidelines or terms of service

LEARNING FROM REVIEWSNegative reviews often provide insight Resolve recurring negative themes (late, parking)

“Price for Botox wasn't very competitive.

Could have been lower.”.

“Parking situation is absolutely

horrible. It is so bad it will

discourage me from returning…”

“Everyone was amazing, she had amazing reviews. the ONLY

reason i am not doing the procedure right now is financially i am not able

to. if they offered a payment plan other than Care Credit, I would be on

calendar right now!”