Comment récolter et utiliser les témoignages clients ?

Vos ventes ne décollent pas malgré la qualité de votre site web et de vos fiches produits ? C’est sûrement parce que vos prospects n’ont pas encore suffisamment confiance en vous. Pour les aider à dépasser ce frein, quoi de mieux que des témoignages clients ? Les avis positifs vous apporteront de la crédibilité et de nouveaux clients. Découvrez comment récolter et utiliser vos témoignages clients ! 

Témoignages clients : pourquoi est-ce indispensable ?

En tant que prestataire de services ou e-commerçant, les témoignages clients sont la preuve que vous faites du bon travail et que vous vendez de bons produits. Tout simplement ! 

Les avis clients fonctionnent véritablement comme une preuve sociale : ils indiquent à vos prospects que d’autres ont déjà fait appel à vos services ou acheté vos produits, et que ça fonctionne. De plus, les commentaires clients apportent des informations supplémentaires aux visiteurs de votre site, sur la qualité de vos produits ou de vos prestations. 

Prenons un exemple simple. Vous voulez manger dans un restaurant italien ce midi. Près de vous, il y a 2 restaurants italiens. L’un a une note de 4.7/5 et l’autre 2.5/5. Lequel choisissez-vous ? 

Peut-être que vous êtes aventureux et que vous choisirez celui qui a une mauvaise note, mais… généralement, on a tendance à miser sur la sécurité et à aller dans des restaurants qui sont bien notés, avec des avis positifs. 

C’est la même chose avec des prestataires de service : pour faire un site web, qui est un gros investissement, on va plutôt choisir un prestataire qui a des témoignages clients très positifs !

Plus vous aurez de témoignages clients, plus vos prospects auront confiance en vous. En effet, avoir 2 avis clients, c’est bien mais c’est peu. Alors qu’une centaine de témoignages positifs, ça apporte une crédibilité supplémentaire !

En bref : aidez vos clients à concrétiser leur achat grâce à des témoignages clients positifs.

Récolter des témoignages clients

A présent que vous savez l’importance des témoignages clients, comment les récolter auprès de vos clients ? Plusieurs solutions s’offrent à vous : 

  • E-mail : C’est un classique et c’est personnellement la solution que nous utilisons chez Rhapsodie, car elle est très simple à mettre en place ! Dans le cadre d’un site e-commerce, nous vous conseillons de créer un e-mailing automatique qui s’envoie après un achat, pour récolter un avis client sur le ou les produits achetés. Si vous êtes prestataire de service, vous pouvez envoyer manuellement un e-mail à vos clients à la fin de votre prestation. Dans votre e-mail, soyez clair : expliquez que vous souhaitez connaître son avis sur la prestation dans le but de mettre son témoignage sur votre site web. Vous pouvez noter quelques questions pour l’aiguiller, comme “quelle était votre problématique ? que vous a apporté ma prestation ? les résultats vous ont-il satisfait ? Me recommanderiez-vous ?” etc. 

  • SMS : Pour certains produits, le SMS Marketing est très efficace. Si le taux d’ouverture des SMS est très élevé, le questionnaire SMS doit être rapide à compléter avec simplement des questions concernant la commande (qualité du produit, de la livraison, du service client). 

  • Questionnaire de satisfaction : Si vous souhaitez créer un questionnaire type que vous pourrez directement envoyer à tous vos clients, nous vous conseillons d’utiliser Typeform ou SurveyMonkey, qui proposent des modèles simples et gratuits. Essayez de ne pas dépasser 10 questions pour votre questionnaire de satisfaction, au risque de décourager vos clients et de ne pas obtenir de réponses. Concentrez-vous sur des questions à réponses courtes : “quel était votre problème ? pourquoi avez-vous décidé d’acheter ce produit/cette prestation ? avez-vous obtenu des résultats à la hauteur de vos espérances ? le rapport qualité/prix était t-il bon ? recommanderiez-vous ce produit ?”

  • Promotion : Pour motiver vos clients, une contrepartie peut être nécessaire ! (tout en vous apportant une commande supplémentaire) La réduction est ce qui fonctionne le mieux :  “-10% sur votre prochaine commande en nous laissant un avis sur votre dernier achat”. Souvent, en remerciement, le commentaire sera positif.

Utiliser des témoignages clients

Ca y est, vous avez recueilli des témoignages clients ? Il est maintenant temps de les diffuser auprès de vos prospects ! Voici les endroits principaux où poster vos témoignages clients ou demander des avis clients : 

  • sur la page d’accueil de votre site web, afin qu’ils soient rapidement visibles et rassurent vos visiteurs ; 
  • sur la page d’accueil de votre boutique e-commerce, pour prouver votre crédibilité ; 
  • sur vos fiches produits, en autorisant les notes et les commentaires ;
  • sur vos pages de vente pour inciter à l’achat ; 
  • sur vos réseaux sociaux, de façon raisonnable, notamment pour mettre en avant certains produits ou services ; 
  • dans vos e-mails commerciaux.

Avec des témoignages clients positifs, vous devriez avoir plus de clients : c’est un véritable cercle vertueux, basé sur vos compétences et votre professionnalisme. Et si vous recevez des commentaires négatifs, pas de panique : répondez-y poliment en essayant d’améliorer le ressenti de votre client. Cela prouvera à vos prospects que vous faites parfois des erreurs, mais que vous faites tout pour vous améliorer ! 

Besoin de vous faire accompagner ? De plus d’informations sur nos prestations ? 

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