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8 Best Questions for Testimonials to Ask in 2025

Discover the 8 best questions for testimonials to get powerful, authentic social proof. Transform customer feedback into compelling marketing assets today.

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8 Best Questions for Testimonials to Ask in 2025
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To gather impactful testimonials, ask strategic questions that reveal specific problems solved, customer experiences, measurable results, and comparisons to alternatives. This approach transforms generic feedback into compelling narratives that build trust and drive conversions.
Title
8 Best Questions for Testimonials to Ask in 2025
Date
Jul 20, 2025
Description
Discover the 8 best questions for testimonials to get powerful, authentic social proof. Transform customer feedback into compelling marketing assets today.
Status
Current Column
Person
Writer
Generic testimonials are forgettable.Generic testimonials are forgettable. Glowing but vague praise like "great service!" or "love the product!" lacks the credibility and detail needed to persuade new, discerning customers. The secret to unlocking powerful, story-driven social proof lies not in if you ask for testimonials, but in how you ask. The quality of your customer stories is a direct reflection of the quality of your questions for testimonials.
Strategic questions uncover the specific problems you solved, the tangible results you delivered, and the emotional journey your customer experienced. They transform a simple feedback request into an opportunity to capture authentic marketing assets. Generic prompts get generic answers; purposeful prompts get powerful narratives.
In this guide, we will move beyond the basics and explore a curated list of strategically crafted questions. These are designed to extract the compelling details that build trust and drive conversions. We'll break down why each question works, what kind of response it elicits, and how to implement it to gather feedback that truly sells. By the end, you'll have a proven framework for turning simple customer check-ins into an engine for generating persuasive, high-impact social proof.

1. What specific problem did our product/service solve for you?

This is one of the most powerful questions for testimonials because it cuts directly to the core value of your offering. Instead of prompting generic praise like "it's great," this question guides your customer to articulate the specific, tangible challenge they faced and how your solution directly resolved it. This approach transforms a vague compliment into a compelling, problem-solution narrative that resonates deeply with potential customers experiencing the same pain point.
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The answer provides a clear "before-and-after" snapshot. It establishes the customer’s initial struggle, creating a relatable context for your audience. Then, it positions your product or service as the hero of the story, demonstrating its direct impact and value proposition in a real-world scenario.

Why This Question Works

This question is effective because it frames your product as a solution, not just a feature set. Prospects aren't buying software or a service; they are buying a resolution to a frustrating, costly, or time-consuming problem. When a testimonial clearly states, "We were struggling with X, and this product fixed it by doing Y," it provides social proof that is both authentic and highly persuasive.
  • SaaS Company: "What specific problem did our project management tool solve for you?" A customer might reply, "We were constantly missing deadlines because communication was scattered across emails and chat. Your tool centralized all project discussions and files, which reduced our project completion time by 20%."
  • E-commerce Brand: "What problem did our ergonomic chair solve?" The response could be, "I was getting daily back pain from working at my desk. Since using your chair, my back pain has completely disappeared, and I can focus for longer periods."

Actionable Tips for Implementation

To get the most out of this question, be prepared with follow-ups that extract quantifiable details.
  • Ask for Metrics: If a customer says your service saved them time, ask: "Roughly how many hours per week would you say you're saving?"
  • Prompt a Comparison: Encourage them to contrast their old way of doing things with their new process. Ask, "Can you describe what your workflow looked like before you started using our product?"
  • Set the Stage: Use this as one of your opening questions in a testimonial interview. It sets the context for the entire conversation and helps the customer focus their story on value and outcomes from the very beginning.

2. Can you describe your experience working with our team?

This question shifts the focus from the product itself to the human element behind your brand. For many businesses, especially in the service industry, the quality of the client relationship is just as important as the final deliverable. This question invites customers to share stories about their interactions, highlighting the professionalism, communication, and support they received from your team. It builds trust by showcasing your company as a reliable and personable partner, not just a faceless entity.
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The answers reveal the "how" behind your success. A great product can solve a problem, but a great team creates a loyal customer. By asking this, you gather powerful testimonials that emphasize qualities like responsiveness, expertise, and a collaborative spirit, which are crucial decision-making factors for prospects looking for a long-term partner. This is one of the most effective questions for testimonials in service-based industries.

Why This Question Works

This approach is highly effective because it sells an experience, not just a service. Prospects want to know they will be well-cared for, that their concerns will be heard, and that they will enjoy the process of working with you. A testimonial detailing a positive team interaction provides powerful assurance that they are making a safe choice. It speaks to the culture and values of your company, making your brand more relatable and trustworthy.
  • Marketing Agency: "Can you describe your experience working with our account managers?" A client might say, "Our account manager, Sarah, felt like an extension of our own team. She was proactive, always available to answer our questions, and her strategic insights were invaluable to our campaign's success."
  • Construction Company: "How was your experience with our project management team?" The response could be, "The project manager was incredible. He provided daily updates, was transparent about timelines and costs, and made a complex renovation feel completely stress-free."

Actionable Tips for Implementation

To capture the best relationship-focused stories, guide the customer with specific follow-up questions.
  • Mention Specific People: Ask, "Was there anyone on the team who particularly stood out to you? What did they do to make your experience positive?"
  • Probe on Communication: Inquire about the process. "How would you describe our communication throughout the project? Were we responsive to your needs?"
  • Encourage Storytelling: Prompt them to recall a specific instance. "Can you share a story about a time when our team went above and beyond to help you solve a challenge?"

3. What results or outcomes did you achieve after using our solution?

While understanding the problem is crucial, potential buyers are ultimately motivated by the results you can deliver. This question shifts the focus from the "before" to the "after," prompting your customer to share the specific, measurable achievements they've gained. It’s one of the most vital questions for testimonials because it translates your product's features into tangible, data-backed success stories.
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Answers to this question provide the hard evidence that prospects need to justify their investment. Concrete numbers, percentages, and quantifiable improvements build a powerful case for your solution’s ROI, making it easier for new customers to envision their own success. It’s the difference between saying "it helped us grow" and "it helped us increase revenue by 25%."

Why This Question Works

This question is effective because it moves beyond feelings and into the realm of facts and figures. Prospects are often looking for social proof that is not just relatable but also financially or operationally compelling. By asking for specific outcomes, you encourage customers to reflect on the true value they’ve received, which often leads to your most powerful marketing claims. These metrics can be proudly displayed on a landing page or featured on a Wall of Love to build immediate credibility.
  • Marketing Tool: "What results did you achieve with our automation software?" A user might answer, "After implementing your workflows, we saw a 150% increase in qualified lead generation within the first quarter."
  • Productivity Software: "What outcomes did you see from using our app?" A customer could respond, "Our team now saves an average of eight hours per person each week, which is a 40% reduction in time spent on administrative tasks."

Actionable Tips for Implementation

To capture the best results-oriented testimonials, guide your customers to think quantitatively.
  • Request a Timeframe: Ask questions like, "Over what period did you achieve these results?" This adds context and makes the outcome more believable.
  • Prompt for Percentages: Instead of asking for raw numbers which can be sensitive, ask for percentage improvements. "By what percentage did your team's efficiency improve?" is often easier to answer.
  • Encourage Qualitative Wins: Don't forget about non-numerical results. Ask, "Besides the numbers, were there any other positive outcomes, like improved team morale or reduced stress?"

4. How does our product/service compare to alternatives you've tried?

This question is a strategic tool for gathering testimonials that establish your market differentiation and unique selling proposition. By directly asking customers to compare your offering against competitors, you prompt them to articulate why they chose you. This transforms their feedback from a simple endorsement into a powerful competitive analysis, told from the most credible perspective: a happy customer.
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The answers provide direct evidence of your competitive advantages. When a customer explains why your solution is superior to a well-known alternative, it gives prospects a clear, relatable reason to choose you over the competition, often highlighting specific features or value points you might not have emphasized yourself.

Why This Question Works

This question frames your product’s value within the context of the broader market, which is exactly how potential customers evaluate their options. It moves beyond just solving a problem and answers the crucial follow-up question in a buyer's mind: "Why is this the best solution for me?" Testimonials that include direct comparisons are incredibly persuasive because they address this head-on, building confidence and reducing purchase friction.
  • CRM Software: "How does our CRM compare to other tools you've used?" A client might say, "We used Salesforce, and while it's powerful, it was too complex and expensive for our team. Your CRM has 80% of the functionality we need at a fraction of the cost, and the intuitive interface got our team onboarded in a single day."
  • Project Management Tool: "How does our tool compare to alternatives like Asana?" The answer could be, "Asana was great for task lists, but your platform's built-in time tracking and client-facing dashboards are what sold us. It eliminated the need for two other subscriptions."

Actionable Tips for Implementation

To leverage this question effectively, guide the customer to be specific about their comparison points.
  • Focus on Decision-Making Criteria: Ask what key factors influenced their decision. "When you were choosing, what were the top three things you looked for, and how did we stack up against others on those points?"
  • Discuss the Switching Experience: If they migrated from a competitor, inquire about the process. "What was it like switching from [Competitor] to our platform? Was there a noticeable difference in support or ease of use?"
  • Encourage Value-for-Money Comparisons: Prompt them to discuss more than just the price tag. Ask, "Beyond the subscription cost, how do you feel our product compares in terms of overall value and return on investment?" You can learn more about how to effectively highlight these comparisons on testimonial.to.

5. What would you tell someone who's considering our product/service?

This question shifts the customer's mindset from evaluator to trusted advisor. It encourages them to speak directly to a peer, which often generates the most authentic, conversational, and relatable testimonial content. Instead of just describing their own experience, they formulate their thoughts as direct advice, mimicking a real-world referral and building a powerful bridge of trust with prospective customers.
The answers produced by this question are invaluable because they often address the specific hesitations or uncertainties that potential buyers face. A satisfied customer will naturally touch upon the very points they themselves considered before making a purchase, creating highly targeted and persuasive content that overcomes common objections.

Why This Question Works

This is one of the best questions for testimonials because it uncovers the "tipping point" factors that convince a user to commit. It encourages customers to move beyond simple praise and offer practical insights, warnings, or encouragement. The resulting testimonial feels less like a polished marketing statement and more like genuine advice from a friend, which is significantly more influential.
  • SaaS Company: "What would you tell a fellow marketing manager considering our analytics platform?" A customer might say, "Just do it. But make sure you dedicate time to the onboarding tutorials. The initial learning curve is real, but the insights you'll get on day three are worth the effort on day one."
  • Service-Based Business: "What would you tell another small business owner thinking about hiring our accounting firm?" The response could be, "Stop trying to do your own books. The peace of mind is worth every penny. Be prepared to gather all your past documents; the initial setup is intensive, but afterward, it's completely hands-off."

Actionable Tips for Implementation

To maximize the value of this peer-to-peer advice, guide the conversation toward specific, actionable counsel.
  • Encourage Candid Advice: Frame the question by saying, "Imagine you're talking to a colleague. What honest advice, including any tips or watch-outs, would you give them?" This prompts a more balanced and believable response.
  • Ask About the Ideal Customer: Follow up by asking, "Who do you think this product is perfect for? And is there anyone you think it's not a good fit for?" This helps prospects self-qualify.
  • Use It as a Closing Question: This is a fantastic question to end a testimonial interview. After discussing problems and results, it allows the customer to summarize their entire experience into a neat, powerful, and advisory soundbite.

6. What was your initial hesitation about choosing us, and how was it resolved?

This is one of the most strategic questions for testimonials you can ask because it directly tackles and disarms potential customer objections. By inviting a customer to share their initial doubts, you get a genuine look into the primary barriers to purchase. More importantly, when they explain how that hesitation was resolved, their story becomes a powerful tool for reassuring new prospects who likely share the same concerns.
This question transforms a standard testimonial into a compelling objection-handling narrative. It shows that you understand the customer's decision-making journey, including their initial skepticism. The resulting story addresses common hurdles like price, complexity, or trust head-on, making it incredibly relatable and persuasive for anyone on the fence.

Why This Question Works

This question builds trust by acknowledging that new purchases involve risk and hesitation. Instead of ignoring potential drawbacks, you confront them openly, using a happy customer's experience as proof of a positive outcome. It demonstrates confidence in your product's ability to overcome initial skepticism and deliver on its promises. This provides powerful social proof that directly counters a prospect’s internal monologue of doubt.
  • Enterprise Software: "What was your initial hesitation?" A customer might say, "We were concerned your software wouldn't integrate with our existing security protocols. However, your support team walked us through a seamless integration process, and our security lead was impressed with the compliance features."
  • Premium Service Provider: "What made you hesitate at first?" The response could be, "Honestly, the price was higher than competitors. But after seeing the detailed onboarding and the immediate ROI in the first month, we realized the value far outweighs the cost, saving us from the headaches we had with cheaper, less effective solutions."

Actionable Tips for Implementation

To use this question effectively, create a safe space for honesty and focus the conversation on the resolution.
  • Normalize the Hesitation: Frame the question by acknowledging that doubts are normal. For example, say, "When considering a new partner, most companies have a few initial concerns. What were some of yours, and what was the turning point for you?"
  • Focus on the Resolution: The goal isn't to dwell on the negative. Guide the customer to elaborate on how their concern was alleviated. Ask follow-ups like, "What specific feature or interaction gave you the confidence to move forward?"
  • Discuss the Decision-Making Process: Encourage them to talk about the moment they decided to commit. This reveals the key proof points that resonate most with buyers. This approach can be even more effective when paired with an incentive; you can find more about offering rewards for detailed feedback on testimonial.to.

7. Can you share a specific example or story about using our product/service?

Facts tell, but stories sell. This question moves beyond simple problem-solution framing and invites your customer to become a storyteller. Asking for a specific story encourages a narrative that is inherently more memorable, engaging, and emotionally resonant than a list of benefits. This narrative approach transforms a standard testimonial into a miniature case study, complete with a plot, characters, and a satisfying resolution.
Stories allow potential customers to see themselves in the narrator's shoes, making the experience feel more tangible and relatable. When a prospect hears a detailed account of how someone else overcame a familiar challenge using your product, it builds trust and makes the value proposition crystal clear in a real-world context.

Why This Question Works

This is one of the best questions for testimonials because the human brain is wired to process and remember stories. A narrative provides context, evokes emotion, and makes complex information easier to digest. Instead of just stating that your product improved efficiency, a story can illustrate how it did so through a compelling sequence of events.
  • Marketing Agency: "Can you share a story about a specific campaign we worked on?" A client might describe the anxiety before a major product launch and how your team's strategy led to record-breaking sales on the first day, detailing the key moments of the campaign.
  • Customer Service Software: "Tell us about a time our software helped you resolve a difficult customer issue." The response could be a detailed story about a frustrated customer who was turned into a brand advocate thanks to the quick, multi-channel support your platform enabled. You can learn more about how to structure these stories effectively with a case study generator.

Actionable Tips for Implementation

To guide your customer toward a powerful narrative, you need to prompt them with the right cues.
  • Encourage Chronological Storytelling: Ask them to start at the beginning. Use prompts like, "What was the situation that made you realize you needed a solution?" and "What happened next?"
  • Ask for Specifics: Request details about the people involved, the timeline, and the setting. This adds authenticity and richness to the story. For example, "Who was on your team during this project?"
  • Focus on the Climax: Guide them to the turning point. Ask, "What was the key moment you knew our product was working for you?" This helps build a compelling narrative arc.

8. How has our product/service impacted your business/life long-term?

This question shifts the focus from immediate wins to sustained, lasting transformation. While initial results are exciting, demonstrating long-term value proves that your solution is not just a quick fix but a fundamental part of your customer’s ongoing success. This is one of the most vital questions for testimonials targeting prospects who are evaluating a significant investment or long-term partnership.
The answer to this question reveals the deep integration and enduring benefits of your offering. It shows how your product or service becomes an indispensable tool that grows with the customer, delivering value months or even years after the initial purchase. This narrative builds immense trust and illustrates a return on investment that compounds over time.

Why This Question Works

This question is powerful because it uncovers the "sticky" features and deep-rooted benefits that lead to high customer lifetime value and low churn. It moves beyond a single problem-solution story to showcase a lasting partnership. Testimonials that speak to long-term impact are especially persuasive for B2B solutions, subscription models, and products that promise a lifestyle change.
  • CRM System: "How has our CRM impacted your business long-term?" A client might answer, "Over the last three years, your CRM hasn't just organized our contacts; it has fundamentally changed how we build relationships. Our customer retention has increased by 40% because we have a long-term, data-driven view of every interaction."
  • Health and Wellness App: "How has our app impacted your life long-term?" A user could say, "I started using this app to lose 10 pounds, but two years later, it's become my go-to for maintaining a healthy lifestyle. It’s helped me build sustainable habits around nutrition and exercise that have completely transformed my energy levels and overall well-being."

Actionable Tips for Implementation

To capture the best long-term stories, timing and follow-up are crucial.
  • Ask After Significant Time: Pose this question to customers who have been using your product for at least six months to a year, or even longer.
  • Encourage Big-Picture Thinking: Prompt them to reflect on their evolution. Ask, "How has your business or personal life evolved since you started with us, and what role did our product play in that journey?"
  • Probe for Unexpected Benefits: Inquire about positive outcomes they didn't anticipate, such as, "What’s a surprising benefit you've discovered over the years?" This often uncovers the most unique and compelling value propositions.

8 Key Testimonial Question Comparison

Item Title
Implementation Complexity 🔄
Resource Requirements ⚡
Expected Outcomes 📊
Ideal Use Cases 💡
Key Advantages ⭐
What specific problem did our product/service solve for you?
Moderate - requires analytical customer input
Medium - data collection and interview time
Clear problem resolution, ROI demonstration
B2B software, consulting, high-consideration purchases
Demonstrates tangible value and specific benefits
Can you describe your experience working with our team?
Low to Moderate - mostly qualitative
Low - interviews and testimonials
Builds trust through personal connection
Service-based businesses, agencies, professional services
Highlights relationship quality and company culture
What results or outcomes did you achieve after using our solution?
Moderate - needs quantifiable data
Medium - requires statistics and metrics
Hard data, measurable ROI
Technology companies, marketing services, productivity tools
Provides concrete evidence and credibility
How does our product/service compare to alternatives you've tried?
Moderate - depends on customer experience with competitors
Medium - comparative analysis and feedback
Competitive positioning, differentiation
Software providers in competitive markets, subscription services, B2B technology
Validates market positioning and unique selling points
What would you tell someone who's considering our product/service?
Low - conversational and natural
Low - casual testimonials
Peer-to-peer recommendation, authentic advice
Consumer products, online courses, subscription services
Creates genuine, shareable endorsements
What was your initial hesitation about choosing us, and how was it resolved?
Moderate - requires honest objection discussion
Medium - sensitive interview content
Addresses and overcomes objections
High-ticket services, B2B software, premium consumer brands
Builds credibility through transparency
Can you share a specific example or story about using our product/service?
High - detailed narrative collection
High - requires time and customer cooperation
Engaging, memorable storytelling
Complex solutions, professional services, products needing detailed case studies
Generates emotionally engaging, versatile marketing content
How has our product/service impacted your business/life long-term?
High - demands long-term perspective
Medium to High - data from established customers
Sustained value, transformational impact
Subscription services, enterprise solutions, long-term partnerships
Demonstrates lasting benefits and deep integration

Turn Great Answers Into Your Best Marketing

You now have a powerful arsenal of questions designed to do more than just solicit praise; they are crafted to unlock the specific, compelling stories that drive conversions. Moving beyond generic inquiries like "How was your experience?" is the first and most critical step toward building a library of authentic social proof. The questions for testimonials we've explored are your blueprint for capturing the complete customer journey, from their initial problem to their ultimate success.
By asking about the specific problem solved, the results achieved, and the comparison to alternatives, you gather the precise details a potential customer needs to see themselves in the story. When you ask about initial hesitations, you directly address and dismantle the biggest sales objections before they even form in a prospect's mind. Each question is a tool, and when used together, they build a multi-dimensional narrative that is far more persuasive than any traditional marketing copy.

From Insightful Questions to Actionable Assets

The true power of this process lies in transforming raw answers into polished, high-impact marketing assets. Remember, a great answer hidden in an email inbox has zero value. Your next step is to create a system to collect, manage, and showcase these stories effectively.
Here’s how to put these insights into action:
  • Systematize Your Requests: Don't wait for testimonials to come to you. Integrate your requests into your customer lifecycle. Send a curated set of questions automatically after a customer achieves a key milestone or expresses satisfaction.
  • Diversify Your Formats: Not everyone is a great writer. Offer multiple ways for customers to respond, including simple forms for text, or even better, a one-click video recording link. Video testimonials add a layer of authenticity that is difficult to replicate.
  • Tag and Organize: As your collection grows, you'll need a way to find the right testimonial for the right situation. Tag each entry by the problem it addresses, the feature it highlights, or the outcome it describes. This allows you to deploy the perfect piece of social proof on a specific landing page, in an email campaign, or for a sales demo.
Understanding the strategic importance of this feedback loop is crucial. Once you collect compelling testimonials, understanding their impact is key. To go deeper on this, explore these 5 Reasons Why Customer Reviews Matter and see how they directly influence purchasing decisions and build brand credibility.
Ultimately, mastering the art of asking questions for testimonials is about more than just gathering quotes. It’s about building a continuous engine of trust that fuels your growth. You are giving your happiest customers a platform to become your most effective salespeople. Start implementing these questions today, and watch as their authentic voices become your most valuable marketing asset.
Ready to streamline this entire process? Testimonial makes it incredibly easy to collect, manage, and display video and text testimonials from your customers without the headache. Stop chasing emails and start building a beautiful "wall of love" that builds trust and drives sales. Get started with Testimonial today and turn your customer stories into your best-performing marketing content.

Written by

Damon Chen
Damon Chen

Founder of Testimonial