Video Testimonials

When it comes to customer testimonials, nothing tops the emotion and authenticity of video. Testimonial videos are more trustworthy than written reviews and they go a long way to helping close more sales. Done well, a Testimonial will answer questions your prospect didn’t think to ask, and overcome objections they might be wrestling with.

And creating a Video Testimonial is as simple as 1-2-3:

(1) Solicit the Testimonial

Whether you are asking a customer directly, selecting from Google Reviews, or motivating your sales organization to solicit testimonials, timing is everything! It's important that you ask for testimonials immediately after a successful customer experience, when you know they're especially happy with your products or services.

If possible, try to approach customers who have a unique or compelling story to tell. Maybe they used your product or service in an unexpected way, or maybe doing business with you had a significant impact on their life or business. Perhaps their story simply highlights a little known benefit you want to share. Whatever the case, think about how a particular testimonial could help you stand out from the crowd.

Keep in mind that sometimes you need to give your customers a reason to say yes. An easy way to do this is to offer an incentive – like a gift card or company swag – for providing a testimonial.

(2) Create Interview Questions

Testimonials are effective at bringing in new business because they feel authentic and honest. For that reason, you should never script a testimonial video. You want your customer to say, in their own words, what they love about your product or service. And you do that by asking the right questions.

The most powerful testimonials tell a story, and include five key elements:

The Setup – This is your customer’s Introduction. Let the viewer get to know your customer by asking them to state their name and relevant background information like location or job title. This builds trust and helps the viewer understand why your customer is a good person to speak about your product or service.
The Need – This is your customer’s life or business before using your product or service. It’s the beginning of their story, the driving force behind why they turned to you. The need is what your viewer will relate to, so focus your questions on the customer’s initial problem or pain points. If they tried other solutions, or if they searched for solutions but couldn’t find any, this is the time to mention it.
The Decision - This is the pivot point of your customer’s story–the decision to work with you. Let your customer explain how they discovered your product/service, and why they ultimately chose you. Did you come highly recommended? Do you offer something truly unique? Asking why prompts natural responses about your benefits and credibility. If your customer had initial hesitations or concerns, let them share those as well – it could help viewers overcome their own objections.
The Impact - This is your customer’s life or business after using your product or service. It’s the high point of their story. At a minimum, your customer should talk about how you addressed their initial need and solved the problem. The most powerful testimonials go a step further and highlight what they love about your product or service, how you exceeded their expectations, and how you changed their business, process, or daily life. If results are measurable, this is the place to talk numbers.
The Recommendation - This is your customer's endorsement. They’ve agreed to a video testimonial, so you already know they would recommend you to others, but it’s important that they say the words. It’s even better if you can get them to say why they would recommend you, who they would recommend you to, or how you will make an impact on someone else’s life or business.

Remember that great interview questions prompt thoughtful responses, so it’s important to craft questions that help capture all the key moments of your customer’s story. To help you get started, we put together a list of Testimonial Questions that you can tailor to your customer.

If you prefer to have LimeLite professionals develop the Interview Questions, we’ve got you covered! Our expert scriptwriters will align with you on messaging, conduct a preliminary interview with your customer, then develop tailored, message-driven interview questions and detailed talking points that capture their story.

(3) Lights, Camera, Action

A typical testimonial video shoot takes just a few hours. Your Video Creator will arrive on set – usually at your customer location – and take test shots to determine the best location and setup for the interview. Once they set up the camera and mic, they’ll be ready to roll. Keep in mind that your Video Creator needs to focus on capturing the best audio and video footage, so they are not able to lead interviews while filming.

LimeLite offers several options for conducting your interview:

Face-to-Face Interview: If you plan to be on set, your Creator will position an interview seat off-camera where you will sit and conduct a face-to-face interview with your customer.
Virtual Interview: Can’t make it on set? No Problem! With LimeLite Virtual Interviews, you can conduct an interview from anywhere in the world. On location, your Creator will mount a tablet where you would ordinarily sit, then facilitate a video conference between you and your customer.
LimeLite-Led Virtual Interview: If you can’t make it to the shoot, or you’re uncomfortable in the interviewer seat, leave it to the experts at LimeLite. There’s an art to conducting a great video interview. From making the interviewee comfortable and helping them reshape responses for stronger soundbites, to managing visual distractions like fidgeting or shifting eyelines, our professionals have specialized experience in conducting interviews for video.

After the testimonial interview is complete, your Creator will film any supporting b-roll footage. This might include exterior shots of the customer location, aerial drone footage, and shots of your products, services, or customers in action.

Pro Tip: A video testimonial is a great foundation for other content types. Many LimeLite clients request a transcription of the raw video interview which can be used to develop a written case study or testimonial.

Video Testimonials