The Power of Product Reviews / Referrals in the Valve Industry.

Updated: Jul 2, 2019

Your company's best marketers and sales reps are not your employees… they are your existing customers. The Business Dictionary defines customer feedback as, “information coming directly from customers about the satisfaction or dissatisfaction they feel with a product or a service.”



They go further to state that comments and complaints are an important resource for improving and addressing customers’ needs and wants. Now, this information can be procured in many ways, namely,


· Written or oral surveys,

· Online forms, emails, letters, or

· Phone calls from the customer to the company


With the growth of online interconnectivity, product reviews written by consumers who have had experience with a product are now more actively sought out by potential consumers. As a result, these reviews affect the reader’s purchase behavior. According to G2 Crowd and Heinz Marketing (2017), 92% of B2B buyers are more likely to purchase after reading a trusted review. Simply put, good reviews are great and bad reviews are terrible.


How does this apply to the valve industry? Unfortunately, many if not most valve manufacturers and distributors are not open with the reviews/feedback that they receive from customers. This is not to say that they do not receive feedback or reviews, just that their websites fail to present them. Opting rather to present their client bases.


Ok, you service these companies. That’s amazing, but what do they have to say about you? How do we know that they are happy with your valves and general service?


Purchasing decisions in the valve industry are usually made by more than one individual. Engineers and maintenance workers are at the forefront of the process, looking at new valves that they could purchase to improve output. They then compile reports and valve purchases are signed off by senior engineers. This could mean needing to convince everyone in that process that you manufacture and distribute the best valves. Sales representatives can sometimes be considered walking, talking advertisements for a product or service. Currently consumers, especially in South Africa, are becoming less trusting of corporations and government (according to the latest 2018 Edelman Trust Barometer report). What better way to propitiate customers than by presenting real-life experiences from industry peers? Experiences that potential customers could seek to emulate or avoid.

Now for a second imagine the traditional sales pitch:

- Good day, Ma’am / Sir, I am from Valve company X, I am here to tell you about our variety of valves….

- We offer the best valves on the market because we offer (insert technical jargon here) …

This process is still very important in our industry, it just needs to reflect our current society:

- Good day, Ma’am / Sir, I am from Valve company X, I am here to tell you about our variety of valves….

- We offer the best valves on the market because we offer…

- Don’t just take our word for it. Visit our website or take this brochure and read the plethora of reviews our valves get from companies like yours.

This significantly adds credibility to your sales pitch, increasing customer confidence in your valves.


The Spiegel Research Center and PowerReviews recently compiled a report looking at customer ratings for over 1 000 global brands and retailers and how they affected purchase behavior. These are some of the results:

· Displaying reviews can increase conversion by 270%

· You are four times more likely to secure purchase when having five reviews for a product displayed on your website.

· Displaying reviews for higher-priced products can increase conversion rates by 380%

· Purchase likelihood improves 15% when buyers read verified buyer reviews over anonymous reviews

For potential customers, being able to know how you treat your existing clients is important before doing business with you. Luckily for any great business, good reviews/referrals are easy to come by.


At Paltech, we pride ourselves on the relationships we have with our clients. The reviews and referrals we receive speak to our values and the quality of our valves.

Below is an example of what potential clients could receive by choosing to join the Paltech family.


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Physical Address :

144 Edison Crescent

Hennopspark Ext 7

Centurion

Postal:

P.O. Box 13883

Clubview

Centurion

0014

T: +27 12 653 1156 | E: sales@paltech.co.za
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