Reputation Training

How to sell it using the Snapshot Report​

Successfully selling review solutions to businesses starts with understanding your prospect’s current online reputation. By first auditing their review sources and assessing their needs, you’ll have a place to start the sales conversation and ultimately, be better equipped to close that deal with the perfect solution. If you take a needs-based approach to your sales, rather than a product-pushing approach, businesses are much more likely to buy.

This article will dive into the Snapshot Report and how you can use the automated insights to sell review solutions to new and existing clients—better than ever before.

Reviews and Snapshot Report

The first step in making the sale is helping your prospects understand the importance of online reviews. How do you do that? The right education coupled with the Snapshot Report.

Why are reviews important for local businesses?

A business’s reputation today is more about what customers are saying and less about what the business says about themselves. Consumers are able to define a business by providing real-time feedback on review sites, social media, forums, and other channels. Whether it’s raving about a business or letting everyone know they had a terrible experience, these platforms have empowered customers more than ever when it comes to branding.

Consumer feedback is now an integral part of any businesses marketing, so it’s important that they stay proactive. But managing a successful online reputation may seem like a daunting task for a business owner. Monitoring their digital profile can include everything from responding to negative reviews, amplifying positive feedback, and creating an authentic online image.

Most businesses may find that cultivating their digital profile on their own is too time-consuming, but that’s where you come in.

Offer them products or services to help cut down on time expenditure, monitoring and responding to reviews, and amplifying positive feedback. A strong review strategy can help your clients to not only see what’s being said about them online but allow them to maintain positive brand recognition among consumers. Maintaining an online presence is one of the most worthwhile investments a business owner can make, so make sure you’re there to help them succeed.

What is Snapshot Report?

Snapshot Report is an automated needs assessment report that scans the web for a business’s digital marketing, reporting how they stack up online. The insights provide a place to start the conversation with business owners by highlighting gaps in their marketing and proposing the optimal solutions to address their needs.

Analyzing Snapshot Report

Snapshot Report aggregates data from various review sites to highlight:

  • Number of reviews
  • Recency of reviews
  • Average score

Local businesses must continually collect fresh reviews and strive for 5–star ratings to establish trust and credibility. Help your prospect make a stellar first impression.

Selling Reviews

  • If the grade is high, congratulate your prospect on their hard work in earning a solid reputation! Make sure to offer them a solution to help amplify all that positivity.
  • If the grade is low, you can help! Offer them solutions to help reveal where the negative sentiment is coming from. Don’t forget to include a solution that will help them collect more reviews. Positive reviews can easily be displayed on your prospect’s website, whereas negative reviews can be dealt with privately.

Crafting the Perfect Social Sales Pitch

Using the data uncovered in your Snapshot Report assessment, you can start to identify review strategies for your clients. Here’s how to successfully sell review solutions to your business clients.

1. Have your prospect consider their own buying journey

Start by making your prospect think about the buyer’s journey and how they would go about researching a potential product or service. Try asking your prospect to consider what information they would find important when making a decision.

“What do you take into account when deciding on a business or service? Do you listen to the opinions of your friends and family when making that decision?”

2. Have them consider what has been said about their business in the past and how that could affect potential customers

As technology continues to evolve and empower consumers, your client needs to understand the importance of their online reputation. Reviews can have a massive impact on the success of a business, positive reviews can easily bring in more customers while negative reviews can potentially cause irreparable damage to their reputation.

Monitoring reviews and utilizing positive feedback have become a priority for business owners, and you need to ensure that your prospects are making it a part of their marketing strategy. With a strong review plan, your clients will be able to utilize online feedback to their advantage.

“In today’s online world, customers are talking about your business. Do you know if what they’re saying about you is positive or negative? Are you responding to those customer reviews? Not responding can be worse than having a phone line that goes unanswered because there are thousands of people witnessing the neglect.”

3. Show them the Review section of the Snapshot Report

Review the information from the review section of the Snapshot Report to help them see how they measure up when it comes to their online reputation. If their score is low, offer them solutions that will allow them to locate those negative reviews and ways for them to start collecting more positive reviews.

“You currently have a low score when it comes to your online reputation. Customers are leaving negative reviews about your business, do you want to know where those reviews are coming from? We can also help by not only managing that negative feedback, but by bringing in more positive reviews, would that be valuable to you?”

If their score is high, then that’s great news as customers are leaving generally positive reviews about their business. That doesn’t mean they shouldn’t monitor their reviews to ensure their reputation remains positive. It can also be helpful to amplify that positive sentiment and have it reach an even wider audience.

“Based on this score, you appear to have a positive online reputation which is great! What if I can offer you something to help you to monitor those reviews and ensure they remain positive? I can also help amplify that positivity to even more potential customers, would that be helpful?”

Final Considerations

What consumers are saying online matters. A Harvard Business School study found that a restaurant that sees a one-star increase on Yelp will see revenues increase anywhere from five to nine percent. Along with a study showing that 72% of customers trust online reviews as much as personal recommendations, a huge shift in thinking is happening that’s becoming more prominent year over year.

As consumers put their money where their trust is, having a good online reputation is essentially translating into revenue. As they say, trust is hard to earn but easy to lose, and it’s important that your client nurtures their reputation to ensure it remains positive. Help them develop a strong online reputation strategy by monitoring review sites, responding to customers, and cultivating an increasingly positive reputation.

By showing Snapshot Report metrics to your prospects and connecting this data back to your available review solutions, you can deliver a compelling sales pitch that proves your ability to help manage and grow the online reputation of any business.

Successfully selling listing solutions to businesses starts with understanding how accurate their current online information is. By first auditing their current listing accuracy and assessing their needs, you’ll have a place to start the sales conversation and ultimately, be better equipped to close that deal. If you take a needs-based approach to your sales, rather than a product-pushing approach, businesses are much more likely to buy.

This article will dive into the Snapshot Report and Snapshot Listing Scan to show how you can use the automated insights to sell Listing solutions to new and existing clients—better than ever before.

Listings and Snapshot Report

The first step in making the sale is helping your prospects understand the value of online listings. How do you do that? The right education coupled with the Snapshot Report and Snapshot Listing Scan.

Why do local businesses need accurate listings?

Customers are relying on the internet more than ever to find local businesses, which is why it’s important that your prospects listings are present and accurate. If their business information is missing or incorrect, it can result in unhappy customers, lost revenue, and a drop in online search rankings.

With 81% of consumers performing an online search before making a purchase decision, and a whopping 88% of local, mobile searches resulting in a store visit within 24 hours, it’s imperative that your clients ensure their listings are up to date.

The problem is, creating and maintaining these listings everywhere their business is referenced can take countless hours of manual updates. To add further complications, some of these listings could be changed by third parties or competitors without them knowing.

That’s where you can help! With a great listing solution, you can ensure that your prospects information across the internet is found, accurate, and protected. By making sure that customers can find them online, they’ll be able to focus on what really matters, growing their business.

What is Snapshot Report?

Snapshot Report is an automated needs assessment report that scans the web for a business’s information, reporting how they stack up in various online directories. The insights provide a place to start the conversation with business owners by highlighting gaps in their online presence and proposing solutions to address their needs.

Analyzing Snapshot Report

The listing section of Snapshot Report shows aggregated data from various online directories to show your prospect:

  • Number of listings
  • Accuracy of listings
  • Missing sites

Local businesses need accurate listings on many online directories to ensure that customers can find them on the web.

Put your prospects on the map with an abundance of accurate listings.

Listing Presence

A strong listing presence improves your prospect’s search ranking and makes them discoverable. Without online listings, your prospect could lose customers to competitors.

  • If the grade is high, it’s important they keep it that way. Offer them a solution that can ensure their listings remain present online.
  • If the grade is low, provide them with a solution that can create and distribute listings across major sources. Then, use a reporting tool to continuously display and update your client on which listings are missing.

Listing Accuracy

Accurate listings ensure that customers are able to find and contact your prospect while incorrect listings can cause them to be unhappy and frustrated. That’s why your prospect’s business must be listed correctly!

  • If the grade is high, again, it’s important they keep it that way! Offer them a solution that can ensure their listings remain correct over time. Ask them to consider this: if they ever move locations, how will their location information be updated on the various sites across the web?
  • If the grade is low, provide them with solutions that can help! It’s important that your prospect corrects and maintains their business information across major sites so that they can be found by potential customers.

Data Provider Accuracy

This section of Snapshot Report provides a rank for each of the major listing providers in the United States. These data providers are referenced by over 300 online listing directories and disseminate business information all over the web.

  • Green – Accurate: Business listings are healthy! The listings exist (presence), and they are correct (accuracy). This is no small feat. Ensure your prospects listings remain healthy with a solution that can correct data on these different providers!
  • Yellow – Contains Errors: There is real trouble here! Although some business listings have been found, the wrong information about your prospect’s business got out and is now being circulated all over the web. Offer a solution pronto to help correct these costly errors.
  • Red – Not Found: Looks bad, but it’s not as bad as you think! Not being found is better than being found with errors. Find a solution to push out your prospects correct data.

Snapshot Listing Scan

The Snapshot Listing Scan is a great tool that allows you to get your foot in your prospect’s door quickly and easily, but is ONLY available for US businesses and ONLY intended to sell Listing Sync Pro powered by Yext. If you are unfamiliar with that product, then you’ll want to only focus on the Listing section of Snapshot Report. Contact your system administrator for more information.

As Listings are the foundation of a business’s online presence and lead into everything they do from advertising and reviews to SEO and websites, they’re a great way to get the conversation started with your client.

The Snapshot Listing Scan allows you to show your prospect a handful of sites they should consider being found on, whether or not they’re found, and if there are any possible errors. The best part is that this scan only takes approximately 30 seconds and can be easily shared with the client, which makes it a great and simple way to start up a conversation.

How It Works

Within the Sales & Success Center, you’ll notice an icon for Snapshot Listing Scan, located on the account details card.

Clicking this icon will load the Snapshot Listing Scan.

You’re also able to access the Snapshot Listing Scan from the Account details page.

Snapshot Listing Scan Troubleshooting

  • You may experience an error that says “Over Quota” that stops a listing scan from being run. This is due to the number of scans being run at that moment. Simply wait for 30 minutes and try again.
  • The URL at the top of the report can be shared out to any of your clients, but will not generate a hot lead notification. In order to create a hot lead notification, you’ll need to run an email marketing campaign. Contact your system administrator for more information.
  • If you’ve already sold a client Yext PowerListings, Listing Sync Pro powered by Yext, or any other listing service, do not use Snapshot Listing Scan as a performance report. In particular, it is highly recommended to refrain from using Snapshot Listing Scan in any capacity unless you’re selling Listing Sync Pro powered by Yext. Contact your system administrator for more information.
  • A business address is required to run a Snapshot Listing Scan. If no address is found in the account details page when running a Listing Scan, you’ll be prompted with a screen asking to enter the prospects information before continuing.

Once the scan has been performed, you can load the report which will allow you to show your prospect an overview of their online presence.

  • Percentage grade: This is calculated based on the number of sources found with and without accurate listing information.
  • “Fix my score” CTA: This pops open a window that allows the client to contact you directly. The message is delivered via email and is visible in Sales & Success Center.
  • Status: There are 4 possible statuses for each listing site:
    • Correct: The listing is claimed & verified by Listing Sync Pro powered by Yext.
    • Appears Correct: The listing is showing the correct name, address, and phone number, but doesn’t have an active Listing Sync Pro powered by Yext product. This could mean that other business data (beyond name, address, and phone number) could be incorrect on the site.
    • Errors Found: Basic listing data contains errors, and will be highlighted in red.
    • Not Found: The listing is not found on the corresponding site.

Crafting the Perfect Listing Sales Pitch

Using the data uncovered in your Snapshot Report assessment or Snapshot Listing Scan, you can begin to craft a message around the importance of listings for your client. Here’s how to successfully sell Listing solutions to your business clients.

1. Have your prospect consider their own buying journey

Start by making your prospect think about the buyer’s journey and the importance of being found across the internet. Try asking your prospect to consider the steps they would take in their buying journey. Chances are, they would do a search on their phone’s browser to research local places.

“What steps would you take if you wanted to find a good, local, and inexpensive restaurant for dinner tonight?”

2. Have them consider what would happen if they couldn’t be found or had inaccurate information

With the buyer’s journey visualized, you’ll want your prospect to begin thinking about how important it is for their business to be found wherever customers are searching. Whether it’s through an online directory or through Google, you’re listings flow through everything on the internet and affect all parts of the journey.

“How would it affect you if your customers couldn’t find you online or if they found the wrong information about your business?”

3. Show them the Listing section of the Snapshot Report or their Snapshot Listing Scan

Review the information in either the Snapshot Report or the Snapshot Listing Scan to help them gain an understanding of how their current business information is showing up online. If their listing score is low, create urgency for your prospect to start correcting their missing or inaccurate business information.

“Based on these scores, you may be displaying inaccurate information or not showing up at all. This could allow your competition to steal potential business right out from under you. Do you think it’s valuable for your business to show wherever customers are looking?

If their listing score is high, then you’ll want to craft the message around your prospect maintaining and protecting their business information.

“Based on these scores, it appears that your information is appearing correctly, which is great! But consider what could happen if any of your business information happens to change? It would take considerable time to update all the listing sources you’re found on. Would it be valuable to be able to monitor that information to ensure it’s protected and have the ability to quickly and easily update it?

Final Considerations

Listings are foundational for a business to succeed in today’s online world. It’s important that your prospect understands how critical it is to have their information accessible and accurate. With incorrect information showing, new customers may become frustrated and the client could lose them to the competition. Not only will correct information allow your prospect to be found online, but those listings will also flow through the digital ecosystem and help everything from their SEO and website to reviews and digital advertising.

Focus on the importance of these key metrics:

  • Listing Presence
  • Listing Accuracy
  • Data Provider Accuracy

By showing either the Listing section of Snapshot Report or the Listing Snapshot Scan to your prospect, you can connect this data back to your available Listing solutions. This allows you to deliver a compelling sales pitch that proves your ability to help improve their digital presence and increase their chance to be found by prospective customers.

 

Now go out and make some sales!

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