A Guide to Using Customer Testimonials as an Effective Marketing Strategy
The constant challenge for small businesses is convincing new customers to choose you. With so many options out there, all claiming to be excellent, how do you stand out?
Customer testimonials are the key. They’re one of the most persuasive marketing tools a service business has, not because they sell, but because they let satisfied customers do the selling.
In service industries where trust is everything, a real customer's words carry more weight than any ad. Explore how to leverage social proof in the form of testimonials to help market your service business.
What Is a Customer Testimonial?
A customer testimonial is a firsthand story of their experience with your company. Testimonials are generally detailed. They explain the service the customer chose, the results, and why the customer would recommend the business to others.
It’s easy to confuse testimonials with reviews since they both explain how a customer feels about a business or its services. Reviews are typically shorter than testimonials and can be positive or negative. Testimonials are always a positive endorsement of the business. So, positive reviews can be testimonials, but not all reviews are testimonials.
Customers won’t usually provide testimonials unbidden. You may have to reach out to satisfied customers and ask them if they’d be willing to provide a testimonial about their experience to support your business.
Why Customer Testimonials Work as a Marketing Tool
Typical marketing campaigns like online ads, social media marketing, and email campaigns all feature messages that come straight from the business itself. Customers are savvy. They know this means the marketing messages are biased at best and deliberately misleading at worst. It’s hard to trust anything you see in a traditional ad.
Testimonials are the perfect counterpoint to that. People tend to trust peer experiences over brand claims.
When potential customers read testimonials, they’re getting an idea from people who have been in their position what it would be like to make a purchase from your business. That’s social proof in action — people looking at what others are doing to decide what to do themselves. Seeing that others have had positive experiences with your business makes new customers feel it’s less risky to buy something. That’s why over 99% of consumers in the U.S. read online reviews before making purchases.
Testimonials are also great for providing insights your business can use internally. They help you measure business success and growth operationally.
Types of Customer Testimonials
Testimonials come in a few different forms, and you can use the variety to your advantage. When you ask customers if they’d be willing to provide a testimonial, let them know that it can take any of the following customer testimonial formats:
- Written quotes: This is the most common testimonial format because it’s easy to collect from customers, repurpose, and display across channels as needed.
- Video testimonials: These customer testimonial videos build trust and drive engagement because customers can see and hear a real person's experience, no reading required. With engagement so high on short-form video content, these are very powerful.
- Case studies: The longer-form narratives that walk through a specific problem, solution, and outcome are best for higher-consideration services.
- Star ratings and reviews: These are typically collected on third-party platforms like Google. While a single review doesn't carry much weight, a high volume builds credibility at a glance.
- Social media mentions: Organic posts or tags from happy customers can be reshared as user-generated content (UGC) and may include a customer testimonial video.
Examples of Customer Testimonials
You don’t have to share every customer testimonial you get. In fact, you probably shouldn’t. Instead, look for testimonials like these three effective examples across formats.
Video testimonial
Boland's Best One Tire shared their experience with Optimize Digital Marketing's review management services.
This video testimonial for our very own review management services is effective because it feels like someone you know making a genuine recommendation. It’s from a real business owner about a specific service he purchased and was happy with. The customer's authentic delivery is compelling in a way no written blurb can replicate.
Written quote example
“We had the best experience working with [Business A], our new CRM. It’s been an invaluable tool for our sales team, helping us achieve 40% more calls from leads over the last year using it. We have especially loved how user-friendly and scalable the software is — it’s been able to grow with us as our business got bigger.” - Jane Doe at [Business B]
This fictional written testimonial is strong because it includes key elements that customers trust:
- Specificity
- A named source
- A clear before/after outcome
Any customer testimonial template should focus on including those elements.
Star rating + written review example
“5 out of 5 stars. The project management software from [Company C] was exactly what we needed. And whenever we had a problem, customer service was immediately responsive and helpful. Would recommend.”
Short reviews with ratings like these are the format customers will likely see first. You can display them on your website, but they’ll also appear on online directories like Google and Yelp. Ideally, you would accumulate a high volume of high-quality reviews like these. Both volume and quality matter, since businesses with more reviews seem more established and reliable. The content of the reviews has to back that up.
Some customers will be drawn to certain testimonial formats over others, but ultimately, the format matters less than the authenticity and specificity behind it when it comes to how your reputation appears online.
How To Ask for a Customer Testimonial
Unfortunately, customers probably won’t send in testimonials unprompted. If you want them, you'll need to learn how to ask for them.
Establish a consistent, low-friction ask strategy that makes it easy for customers to share their experiences. That strategy is what separates businesses with abundant social proof from those with none.
Try these approaches:
- Ask at the right moment: The best time to ask is immediately after a positive experience, before the moment passes.
- Make it easy with a direct link: Send a direct link to a Google review page or short feedback form to reduce friction and collect more Google reviews.
- Use guiding questions: Share customer testimonial questions like optional prompts and templated surveys that help customers know what to write and produce more specific, useful testimonials.
- Automate the follow-up: Automated post-service review requests via text or email through your CRM software keep collection consistent without manual effort.
- Train your team to ask in person: A genuine ask from a staff member at the end of a visit is often the most effective method.
How To Use Customer Testimonials in Your Marketing
Once you learn how to ask a customer for a testimonial and collect some strong options, you can put them to work across your website, social media, and email campaigns.
On Your Website
Add testimonials to your website homepage, service pages, a dedicated testimonials page, and near CTAs. They should be impossible to miss.
Putting testimonials near a conversion point, such as a contract form or booking button, ensures they can influence decision-making at key moments.
On Social Media
You can repurpose testimonials as social content with customers’ permission. For written reviews, share customer quotes as graphics. Repost short video testimonials or screenshots of users’ social media posts.
By posting on social media, you’re signaling to your followers that real customers are having real results from working with you. Make testimonials a consistent part of your social media management.
In Email Campaigns
A short testimonial in a follow-up or promotional email adds credibility and context to your message. This approach works especially well in re-engagement campaigns or when promoting a specific service.
Texts are too short to include testimonials directly in automated SMS marketing, but you can link to webpages that include them.
What Makes a Strong Customer Testimonial
If you’re using testimonials as part of your reputation management and marketing strategy, you want them to be as credible and persuasive as possible. Make sure the testimonials you share hit these key points for the greatest impact.
- Specificity: The testimonial references specific services or outcomes that make the business stand out from its competition.
- Authenticity: Using natural language makes a testimonial more compelling and believable.
- Recency: The testimonial is recent enough to reflect the business’s current practices.
Vague praise like “great service” is nice in a positive review, but it’s probably not enough to persuade prospective customers on the fence about hiring your business. Aim to collect testimonials that describe a specific problem solved.
Start Turning Happy Customers Into Your Best Marketing Asset
Collecting testimonials isn’t a one-time exercise. Work on regularly gathering and refreshing your testimonials across all marketing channels so they’re as effective as possible.
If you need help managing your business’s online reputation, Optimize Digital Marketing is here for you. Our team of digital marketing experts will manage your reviews and protect your reputation while boosting visibility.
Contact us to start gathering and sharing the social proof you need to bring in lots of new customers.
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