Securing video testimonials from your customers can feel like an uphill battle. Asking for their time and participation may seem like a one-sided favor.
But with the right approach and mindset, you can show your customers that this isn't just about your business—it's an opportunity for them as well.
In this blog, we'll break down actionable strategies to help you secure video testimonials that drive impact. By demonstrating mutual value, simplifying the process, and positioning the request as a partnership, you can make "yes" the easy answer.
Show Customers What's in It for Them
A successful video testimonial benefits both parties. Customers can gain significant value beyond simply helping your brand.
Here are a few ways to make the benefits clear:
- Professional Exposure: Offer customers a platform to showcase their success, potentially elevating their own brand or thought leadership.
- Marketing Assets: Share any footage—such as B-roll—that they can repurpose for their own promotional efforts.
- Increased Visibility: Highlight your website traffic, domain authority, and other promotional benefits. Customers can see this as an opportunity for backlinks or added exposure.
Additionally, if you're interviewing senior stakeholders like executives, emphasize how the video can double as a thought leadership piece.
For instance, they might share insights that resonate beyond the context of your product, positioning them as innovators in their field.
Make Your Customer the Hero
The first few video testimonials often come from trusted partners or power users—those willing to do you a favor. However, even with these relationships, the focus should remain on the customer's success, not your product.
When crafting the storyline for the video, showcase how their achievements define the narrative. For example, rather than fixating on the problems they faced, highlight how their innovative thinking and decision-making led them to exceed their own high standards.
Make it clear: your solution was the enabler, not the star.
By positioning customers as winners who are thriving with your solution, you'll attract more successful clients who aspire to tell similar stories.
Build Video Testimonials into Agreements
One of the easiest ways to guarantee more video testimonials is to make them part of your business agreements. Discounts or incentives tied to case study and testimonial commitments can smooth the path forward.
Here's an example clause you can include in contracts:
Year-One Discount Clause: The customer agrees to participate in a recorded video testimonial within six months of signing this agreement, in exchange for a one-time discount of X%. The testimonial will highlight key benefits and outcomes, with content subject to mutual approval.
Even if the clause operates in good faith—with no enforcement of discounts being reclaimed—it still creates alignment and sets expectations early.
Discussing these commitments upfront ensures that customers understand the value exchange from the start.
Position the Ask as a Collaborative Opportunity
Rather than framing the ask as transactional, combine the request for a video testimonial with other collaborative initiatives—like product feedback sessions. Customers enjoy contributing to the growth of tools they love, and this approach makes the ask feel more strategic.
You should be doing customer interviews for product management regardless, and if you're not, here's why.
In terms of customer testimonials, this may be a great opportunity to kill two birds with one stone by having marketing and product team up for a joint benefit.
For instance, you could say: "We'd love your input on how we can improve our platform. While we're at it, would you also be open to sharing your success story?"
"We'll handle all the heavy lifting for the video—all we'd need is 30 minutes of your time." Pairing the testimonial with something that directly benefits them (like product improvement) makes the ask feel more balanced and valuable.
Minimize Customer Effort
One of the biggest barriers to securing video testimonials is the perception that they're time-consuming or difficult. By streamlining the process and reducing friction, you'll remove these objections.
- Provide a Clear Process: Lay out exactly what's involved in the testimonial. For instance: "We'll schedule a 30-minute video call, guide you through the interview questions, and handle all the editing. You'll have final approval over the video before it's published."
- Prep the Customer: Send them a list of questions ahead of time and include relevant details from prior conversations. This makes it easier for them to prepare without requiring significant effort.
Invest in Professional Testimonial Services
Hiring an outside agency to manage the testimonial process isn't just a signal of your professionalism—it also elevates the customer's experience.
When they see the level of effort and resources you're putting into their story, they're more likely to participate enthusiastically and come prepared with valuable insights.
Here's an example email you can send to set the tone:
Subject Line: Quick Favor Hi , I hope all is well! I have a quick favor to ask. Would you be willing to do a video testimonial for us? We've really appreciated your partnership, and your story could inspire others. The process is simple: we work with a professional agency to handle everything from the interview to the final edits. It would take just 30 minutes of your time, and we'd make sure you look great! Let me know if you're interested. We'd be thrilled to showcase your success. Best,
This email emphasizes the value of their participation while assuring them that the process will be quick and seamless.
Final Thoughts
Getting video testimonials doesn't have to be difficult when you approach it strategically. By highlighting the mutual benefits, crafting a hero-centric story, and simplifying the process, you'll encourage more customers to share their success.
Video testimonials are powerful assets—but the key to unlocking them lies in showing your customers how they can win, too.