Effortless Testimonial Gathering for Service Providers
How to Get Testimonials That Sell: A Simple System for Service Providers
Are you skipping testimonials because asking feels awkward? Or maybe the ones you do get sound more like vague compliments than reasons to hire you? You’re not alone—and today we’re fixing that. In this episode, I sat down with Kris Jones of Red Door Designs to talk about how to collect client stories that actually convert. Whether you’re a photographer, coach, or creative service provider, these tips will help you create a repeatable system to gather, refine, and use testimonials to attract more of the right clients—without sounding salesy or generic.
Disclosure: This blog may contain affiliate links, which means I may earn a small commission if you choose to make a purchase through them—at no additional cost to you. I only rec
Why Most Testimonials Fall Flat (And What to Do Instead)
So many service providers rely on word-of-mouth or referrals—but those can be inconsistent. When you use storytelling and social proof the right way, your testimonials become your best marketing tools. Kris shared that the most powerful testimonials aren’t about you being “great”—they’re about your client’s transformation. Think: “I went from zero leads to booking 4 clients in two weeks” instead of “She’s amazing to work with.”
The key? Ask the right questions that guide your client to tell the story—from struggle to success.
The 3-Step Testimonial Gathering Formula
Kris recommends asking your client these three questions via email (or Zoom, if you’re recording video):
- What were you struggling with before we worked together?
- How did that struggle make you feel?
- What happened for you as a result of our work together—and how did that make you feel?
Bonus question: What would you say to a friend who was on the fence about working with me?
This simple framework invites emotion, detail, and proof—all the elements that make a testimonial feel real and relatable. Pro tip: Always ask permission to use it in your marketing, and pair testimonials with a photo whenever possible.
Where and How to Use Testimonials in Your Marketing
Once you’ve got them, don’t let those golden words sit in your inbox. Kris suggests:
- Adding testimonials directly on your website at key decision points (right before a CTA)
- Embedding video testimonials into your emails or sales sequences
- Turning strong testimonials into social media graphics and captions
- Repurposing them as mini case studies on your blog
A short, two-sentence testimonial with a clear before-and-after is often more powerful than a long-winded paragraph. Less is more—as long as it’s specific.
Storytelling: Your Secret Weapon for Standing Out
Tired of blending in? Kris reminded us that your story is your biggest differentiator. You might be in a saturated market, but no one else has your journey. Position yourself as the guide—not the hero—and show your clients what’s possible for them.
When your story is clear, client-focused, and repeated across platforms (yes, repetition matters), your brand becomes memorable and magnetic.
Where to Find Kris:
Links Mentioned:
- Descript: an AI-powered platform that combines transcription, audio editing, and video editing capabilities into a single, user-friendly tool
- Storybrand book: New York Times bestselling author Donald Miller uses the seven universal elements of powerful stories to teach readers how to dramatically improve how they connect with customers and grow their businesses.
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