How to ask customers or clients for a video testimonial.
When asking for a B2B video testimonial, the key is to make it easy, professional, and mutually beneficial for your client. Here’s a structured approach you can use:
Timing
Don't let concern about timing put you off asking, however, where there is a fortuitous opportunity, such as immediately after a customer has experienced good outcomes with what you have sold them, or you have delivered promised results. Or any time when customers praise your service or thank you for what you have done.
Framing the Request
You want to position it as a win/win. Everyone who views the testimonial will see their introduction and a brief explanation of the value they create. The exposure they will get when you share the testimonial is free marketing.
Example phrasing:
"We’re putting together a few short video testimonials from clients to showcase the impact of our work. Since we’ve just completed [project/initiative], your perspective would be especially valuable. It would also highlight the success your company has achieved. Would you be open to recording a short video testimonial?"
Remove Barriers
Have a third party conduct a Zoom interview to set a date and reduce any anxiety or awkwardness.
Provide guiding questions (so they don’t need to prepare a script). When we conduct interviews to record testimonials, we normally prompt the interviewee to tell their story with these questions:
What led you to become a <sponsor's> customer?
What has happened since you bought <product or service>
What results have you seen?
Explain that you will not use the resulting video without their approval. We take care of this step when we conduct the interview. See our process here.
Remind them how they will benefit:
Visibility for their company (you’ll feature them on your website, LinkedIn, or in a case study).
Positioning as an innovator or success story in their sector.
Cross-promotion (tagging their company in LinkedIn posts, for example).
Here are some example email messages you could adapt:
Subject: Could we feature your success in a short video?
Hi [Name],
I really appreciate the opportunity we’ve had to work with [Company]. Since we’ve achieved [specific result/project outcome], I wondered if you’d be open to recording a short video testimonial.
It only needs to be a couple of minutes, and we will make it as easy as possible by guiding you with a few simple questions. We can record it over Zoom. We will take care of the editing, and you will have the final say.
It would be a great way to showcase the success you’ve had, and we’ll also feature [Company] in our materials and posts, giving your brand extra visibility.
Would you be happy to do this?
Thanks again,
[Your Name]
More Formal:
Subject: Invitation to Share Your Success Story
Dear [Name],
I hope this finds you well.
We are highlighting client success stories and would be delighted if [Company] could be featured. Since our recent collaboration delivered [specific result/project outcome], your perspective would provide a valuable example of how organisations like yours achieve measurable impact.
The testimonial would take no more than a few minutes of your time. We can record it via Zoom/Teams at your convenience. We will ask a few short questions about your experience, so you will not need to prepare.
As well as supporting our work, the video will highlight [Company]’s achievements, and we will ensure your brand receives appropriate visibility across our channels.
Would you be open to participating? Please let me know a suitable time, and we’ll make all the arrangements.
Warm regards,
[Your Full Name]
[Your Position]
Less Formal
Subject: Could you help with a video testimonial?
Hi [Name],
I’m putting together some short client videos to show how we’re helping businesses — and immediately thought of you and [Company].
It would just be a short video based on a Zoom conversation. We will ask some simple questions about your story, so no prep is needed.
It’ll be great publicity for [Company] too — I’ll make sure to feature your brand when we share it.
Would you be happy to do this?
Thanks a lot,
[Your First Name]
