How do you convince your customers to record a testimonial?


Video testimonials are social proof number 1. You know that, I’ve said it often enough here on this channel, and so have my guests. But it’s not always easy to collect testimonials from customers. Beyond the technical aspect, you need to be able to convince them to do it for you. And this is undoubtedly the most important brake for all of us. So, after years of experimenting with different techniques, here’s my method for convincing your customers to give you the best possible chance.

What you will learn in this article:

– Customization
– Choosing the right questions
– Leading by example
– Give to receive
– Responding to objections


The first point, and the most important of all, is the personalization of your invitations.
You need to make it clear that this is not a generic testimonial request sent indiscriminately to all your customers. It’s very impersonal and not very engaging. Your customers will feel like just another number.

If you hope to get a response from your customer, you have to make him understand that you have selected him in particular, because his experience is very important to you.
You have to flatter your ego. It’s a powerful psychological bias.

This means sorting out your customers. We recommend that you segment your customers into different categories and form small groups.

Some examples of segmentation:

– Customer seniority
– Type of company
– Transaction volume
– Customer affinity

You’ll be able to go even further in personalizing your messages when you invite them.

Choosing the right questions

Thanks to the previous segmentation step, you’ll be able to adapt your questions to the type of customer you’re targeting.

To avoid having a bland, over-generalized testimonial in which your prospects don’t recognize themselves, you need to be as specific as possible with your questions.

The aim of a customer testimonial, unlike a customer review, is to go into greater detail about the customer’s experience. It’s not enough just to get proof that the customer is satisfied, you also need to know why they called on you and what you solved for them.

So, in terms of questions, we’re going to have questions that are fairly focused on your product or service.

Here’s an example:

– What was your problem before you turned to us?
– What made you decide to work with us?
– How did we solve your problem?
– What was the result?

Leading by example

If you decide to make a video testimonial, your customer may be reluctant to record himself on video. People often want to do too much.

So, to motivate your customers and set an example, record a video to explain why it’s important for you that your customer does the same, and take the opportunity to give a few tips on shooting and/or what you expect from them.

In this way, you’ll make face cam video recording less dramatic.
Hesitations, frame,n tone. It’s important to show that there’s no need to worry about making things perfect.

The most important thing is that the image is bright, in a quiet room…and above all, speak frankly.

Give to receive

You have to give to receive. Today, it’s the strategy that works best, whatever the marketing application. You have to be generous with your customers if you want them to give you their precious video testimonials in return.

Offer a reward for customers who respond to your testimonial. Ideally, it should have something to do with your company or even, why not, your region if it’s important to your business (e.g. a local product for a local tourism company).

Here are a few examples of our awards:

– Bottle of wine or Champagne. Classic but still effective for the vast majority of customers.
– Promo code or free product. The simplest solution for you, with the added advantage of building customer loyalty.
– Gift. If you know your customer well, you can take the risk of giving them a gift that will really please them on a personal level.
– Many thanks. If you don’t want to spend money on your testimonial, you’re likely to experience a lower response rate. However, if you’re sure of your customer’s response, you can simply thank them sincerely.

Responding to objections

Customers will undoubtedly object to you not giving a testimonial. It’s the same for salespeople: you have to be able to answer objections to convince customers to do a testimonial for you.
Here are some of these objections and their answers:

Customer: I don’t have time!
Answer: Reserve a small 10-minute slot in your diary.
I’m sure you’ll have a 10-minute slot in the next few days or weeks.

Customer: I don’t want to film myself
Answer: I understand that it’s difficult to dare to film yourself. But your testimony is invaluable to me. What I propose is to show you the result before publishing, so that you can validate it.

Customer : Where will my image be broadcast?
Answer: I plan to post your testimonial on my website and social networks. If one of these social networks bothers you, let me know and I won’t broadcast your image on it.

Customer: You need my manager’s authorization!
Answer: No problem. If you want, I’ll contact him and ask for his authorization. Can you give me his contact details?


Convincing customers to record a testimonial can be a time-consuming process, involving personalization, email sequences and reassurance.
Fortunately, there’s Charlie, our software that can help you through the process of convincing your customers to make a testimonial.

How can you generate UGC for your company?

In a previous article, we looked at what UGC is and how it can be applied to any type of business. The advantages of UGC are many: it's cheap to produce, effective thanks to its authenticity, and turns your customers into ambassadors. This time, we're going to show...

How to broadcast your video testimonials (5 tips)

Video testimonials are great. Making the most of it is better!Collecting customer testimonials is undoubtedly the most complicated part. So as not to waste all your efforts, you need to make the most of this precious material to get the most out of the time/money...

How do I add a video to my Google business listing?

It's your Google listing that appears first when someone searches for your company or a service you offer. Adding a video to your Google listing gives you an extra edge. It's the key to optimizing your search engine optimization! So adding a video testimonial can help...

4 – 5 ways to capture customer testimonials on video

If you're reading this introduction, you already know that video customer testimonials are a highly effective way of standing out from the crowd. Your customers become true ambassadors for your company, spreading the word. In this article, we give you 5 ways to...

10 ways video testimonials make coaches rich

Coaches, whether online or offline, need more than anyone to prove the relevance and effectiveness of their coaching to their prospects.But the coaches don't have anything concrete to show.And as we often say: who better to talk about your services than your...

How can video testimonials boost your conversion?

A few years ago, video testimonials were only used by companies with large marketing budgets. Today, this is no longer just an option for major brands. Why so much power? The answer is simple: because people prefer to trust people they identify with rather than...

11 things about video testimonials your teachers didn’t tell you.

Are you a student? Have you studied marketing or communications? Or simply studies on these subjects? Then this article is for you. Here are 11 things you need to know that your teachers haven't told you.1. Video testimonials can be more effective than written...

9 reasons why you should talk to your boss about video testimonials.

You're a marketing or communications professional. You're on top of all the latest trends that will enable your company to outperform all your competitors. And in particular, the latest big marketing trend for reputation-building: video testimonials.But unfortunately,...

15 key steps for making video testimonials

Would you like to start making video testimonials but don't know how? If you use our Charlie tool, it'll be very simple, as we'll guide you through every step.If you want to do it yourself, then here's a short guide with the 15 steps you need.1. Identify satisfied...

Why are video testimonials cuter than kittens?

It's an intriguing question. Some might even call it bizarre. But wait a little longer for the explanations.Why kittens?If we're talking about kittens, it's because some companies don't hesitate to use kittens as a means of communication to attract the attention of...

Is text testimony dead?

Just as we announced the end of influencers a few years ago, we believe that text reviews as we know them today are set to disappear. Not because social proof will no longer be a powerful psychological bias for the buyer...but rather because it will have lost its...

Why video testimonials are changing the rules of the game

Video testimonials are gaining in popularity and effectiveness as a marketing tool, as they offer potential customers a more personal and engaging way to learn about a product or service.Positive experiencesBy highlighting the positive experiences of existing...

Save your business with video testimonials alone

There can be many reasons why a company is in difficulty. One common reason is that the company is not sufficiently differentiated in a competitive market, and lacks credibility in relation to its competitors. Action must then be taken to improve the company's...

Company: how can I boost my brand’s credibility?

It's becoming easier and easier to launch a business and compete with established companies. A good way to protect your company against new players is credibility.Building credibility means collecting social proof.It's a powerful asset that will differentiate you and...

Marketing: What is “UGC”? Explanations.

If you follow marketing trends closely, you may have heard of "UGC" without knowing what it means. It's time to shed some light on the subject with this article to fully understand the ins and outs of this new marketing method.What does UGC stand for?UGC is an acronym...

5 tips to convince a customer to make a video testimonial

When you're making your first video testimonials, it can be complicated to convince your customers to agree to testify. The first difficulty is convincing yourself! Often, our best customers were initially reticent about video testimonials. They were afraid to...

7 crazy (but true) things about video testimonials

Marketing expert or not, video testimonials contain a few universal truths that everyone needs to know.Here are 7 crazy (but true) things about video testimonials.1. Video testimonials are more effective than written testimonials in building trust and credibility with...

3 video testimonial best practices to apply as a matter of urgency!

Video testimonials require a few best practices that you should be aware of to quickly improve your reputation. In this article, the top 3 best practices to apply as a matter of urgency!Best practice no. 1: systematically request a video testimonial for every sale.You...

5 reasons to make customer testimonials UGC videos

Customer testimonials are appearing more and more frequently in the BtoB sector, but are still mostly in text format. And yet, making them in video means relying on the most widely consumed medium on the Internet. In fact, only 20% of prospects read the text on a...

Your first growth marketing action as a beginner.

When we talk about "Growth Marketing", it can seem a complicated and vast discipline. It covers a lot of ground and there's a lot to know. That's true... only in part. Everyone can take the first Growth action at their own level, and we'll see how.What is "Growth...

How to start using video testimonials from your customers

You've probably heard in podcasts or youtube videos that using video testimonials in your marketing can be a game-changer. Or maybe even read about it in one of our articles. Want to get started but don't know how?To start using video testimonials from your customers,...

How to build a solid reputation as an entrepreneur

In today's world, being self-employed is no mean feat. Faced with fierce competition and an increasingly demanding public, reputation has become a precious currency. Building a solid reputation is essential to gaining the trust of potential customers and building a...

How can video testimonials change your business?

Companies can see their future impacted by the addition of video customer testimonials. By bringing the power of social proof", video testimonials boost corporate reputation. Find out more about all the aspects of this change in this article.Video testimonials create...

The future of video testimonials in the next five years

Video testimonials are becoming increasingly popular in BtoB marketing.These videos are effective for companies that want to gain credibility with their prospects. Let's imagine what the future of video testimonials might look like...Augmented realityIn the next 5...

5 tips to convince your customers to record a video testimonial

Getting a video testimonial requires a few more steps and a bit more guidance from your customers than getting a text review, that's for sure! But here are 5 tips to help you get there: ExplainFirst of all, explain to your customer why you want to produce video...

After social proof, social doubt

You are standing in front of a restaurant with which you have a reservation. You'll notice a number of rewards displayed on the wall. Apparently, this restaurant was voted "best restaurant" according to a well-known guide every year from 2010 to 2020. But why is it...

Why should you focus on your credibility today?

Numerous companies in all marketsStarting a business has never been easier. With simplified procedures, easy access to information and an ever-increasing number of training courses in every field, it's easier to set up a business today than it was 10 years ago. Even...

6 questions to ask a customer after an online training course

Charlie is a great tool for those in the personal services industry, because social proof (video testimonials) is the best selling point, if not the only one.In fact, online coaches and trainers need their customers to recommend their services to others in order to...

Customer testimonial: What are the right questions to ask?

Number of questionsWith video testimonials, the number of questions is limited. Not for technical reasons, but to maximize broadcast performance. Indeed, if the testimonial video is too long, your target audience won't watch it all the way through, and may miss out on...