How to Get Testimonials From Your First 5 Clients

Starting a new business or launching a service can feel overwhelming, especially when you’re trying to establish credibility in a crowded marketplace. One of the most effective ways to overcome customer skepticism and build trust is through client testimonials. These powerful endorsements serve as social proof that demonstrates your value and capabilities to potential customers. In fact, 88% of buyers trust online testimonials and reviews as much as personal recommendations from family and friends.

Getting testimonials from your first clients is not just beneficial—it’s essential for business growth. Your initial customers have the power to become brand advocates who influence dozens of future purchasing decisions. However, many entrepreneurs struggle with the testimonial collection process, unsure of when to ask, how to ask, or what to expect from their early clients.

The good news? Collecting customer testimonials from your first clients doesn’t have to be complicated or time-consuming. With the right approach, timing, and strategy, you can gather authentic feedback that will become invaluable marketing assets. These testimonials will enhance your website’s credibility, improve your search engine optimization, and create social proof that converts hesitant prospects into paying customers. Whether you’re a freelancer, consultant, service provider, or product-based business, this guide will walk you through every step of the testimonial collection process to help you build a compelling collection of client success stories.

Why Testimonials Matter for Your Business

The Power of Social Proof

• Client testimonials function as a form of social proof—a psychological principle that influences people to follow the actions of others. When potential customers see that others have had positive experiences with your business, they’re more likely to trust you and make a purchase. This is especially critical when you’re just starting out and don’t have an extensive track record.
• Customer testimonials also serve as a trust bridge. New prospects are naturally cautious about working with unfamiliar businesses. Testimonials from satisfied clients demonstrate that real people—with real problems—have benefited from your services or products. This reduces buying friction and accelerates the decision-making process.

Impact on Search Engine Optimization

Beyond building trust, testimonials for SEO are increasingly important for search engine rankings. Search engines like Google recognize that customer reviews and testimonials indicate business credibility and authenticity. When you feature testimonial content on your website with relevant keywords, you create fresh, user-generated content that search engines favor.

Keyword-rich testimonials can improve your visibility for long-tail search queries. When your clients naturally mention specific benefits, problems they faced, or industry-specific language in their testimonials, you’re capturing the exact words potential customers use when searching for solutions.

Converting Visitors into Customers

Studies show that websites with testimonial pages and strategically placed client feedback experience higher conversion rates. A product with five reviews is 270% more likely to be purchased than one with no reviews. Video testimonials are particularly effective—64% of customers said video testimonials helped convince them to purchase a product or service.

Step 1: Choose Your First Clients Wisely

Identifying Your Ideal First Testimonial Candidates

Not all clients are created equal when it comes to providing testimonials. The first clients you ask should be those who had the best experience with your work and are most likely to provide enthusiastic feedback. Look for clients who:

• Experienced significant results or transformation
• Expressed genuine satisfaction during or after the project
• Work in your target industry or market segment
• Represent your ideal customer profile
• Have professional credibility themselves

Selecting the right clients for testimonials is crucial because their enthusiasm will shine through in their words. A genuinely happy client will naturally highlight the benefits and results you delivered, making their testimonial more compelling and authentic.

Understanding Your Client’s Perspective

Before reaching out, consider your relationship with the client. Have you delivered exceptional results? Did they experience smooth communication? Were there any concerns or hesitations during the engagement? Happy clients are far more likely to provide testimonials and do so quickly.

Pay attention to the informal praise and positive comments clients make during your work together. If a client tells you they’re impressed with your work, that’s your cue that they’re an excellent candidate for a testimonial. These naturally enthusiastic clients require less convincing and will produce more authentic feedback.

Step 2: Time Your Testimonial Request Perfectly

The Ideal Timing Window

Timing is everything when requesting testimonials. You want to ask while the client’s positive experience is still fresh in their mind, but not so immediately that they’re still busy managing the project. For service-based work, the sweet spot is typically 24-48 hours after project completion.

For example, if you completed a successful event or project on Friday, send your testimonial request on Monday morning. This gives the client time to reflect on the experience without overwhelming them when they’re in the midst of chaos.

Avoiding Common Timing Mistakes

Don’t wait too long to ask. If months pass before you request a testimonial, your client may have forgotten details about their experience or moved on to other priorities. The testimonial collection timeline should be part of your business workflow from day one.

On the other hand, avoid asking during high-stress moments. If your client is dealing with a deadline or crisis, they’ll be more likely to decline or provide a rushed, low-quality testimonial. Getting client feedback requires strategic planning around your client’s calendar and mental state.

Milestone-Based Requests

For ongoing relationships or SaaS-based businesses, request testimonials at natural milestone moments. This might be after 30 days of product use, at the end of a contract period, or when a client achieves a significant goal. Customer feedback at milestones captures the emotion and success while it’s most relevant.

Step 3: Master the Art of Asking

Email as Your Primary Channel

Email remains one of the most effective ways to request testimonials. It’s professional, trackable, and gives your client time to craft a thoughtful response. Testimonial request emails should be short, specific, and easy to respond to.

Your email should:

• Start with genuine appreciation for their business
• Explain why you’re reaching out
• Make the ask clear and specific
• Provide options for how they can respond
• Keep the tone warm and personal, not corporate

Example subject line: “Could you help me with a quick favor?” This casual approach often generates better responses than formal requests.

Providing Clear Guidance

Many potential clients freeze when asked to write a testimonial because they don’t know where to start. Providing testimonial examples helps tremendously. You might say: “Here’s an example of what other clients have shared: ‘Working with [Your Business] transformed how we approach [problem]. We saw [specific result] within [timeframe].” You can also ask specific questions instead of an open-ended request. Ask about the problem they faced before hiring you, how you solved it, and what results they achieved. Questions for client testimonials might include:

• What was your biggest challenge before working with us?
• How did our service/product address that challenge?
• What specific results or improvements did you experience?
• Would you recommend us to others in your industry?

Making It Easy to Say Yes

Provide multiple options for how clients can submit their testimonial. Some prefer writing, others prefer video, and some would rather have a phone conversation. Flexible testimonial formats increase the likelihood that busy clients will actually follow through. You could say: “You can respond to this email with a few sentences, record a short video on your phone, or I can give you a call and record our conversation. Whatever works best for you!”

Step 4: Craft Your Testimonial Request Message

Writing an Effective Testimonial Request

Your request message should feel personal and genuine, not like a form letter. Personalized testimonial requests get higher response rates because clients recognize that you’ve taken time to reach out specifically to them.

Reference something specific about your work together. Instead of a generic message, try: “I’m so glad we could help you increase your productivity by 40%. I’d love to share your success story with others facing the same challenges.”

Offering Incentives (The Right Way)

While you should never bribe clients for positive testimonials, offering incentives for testimonials is acceptable. A small gift card, discount on future services, or entry into a drawing for services can motivate action. Frame it as: “If you’re able to provide a testimonial by [date], I’d love to send you a gift card as a thank you for your time.”

Including a Deadline

Give your client a specific deadline for returning the testimonial. This prevents indefinite procrastination. A reasonable timeframe is 5-7 business days. A timeline for client testimonials helps you plan your content calendar and keeps momentum going.

Step 5: Work With Reluctant Clients

The Sample Testimonial Strategy

If a client is hesitant but you believe they had a great experience, try the sample testimonial approach. Write a brief testimonial based on what you know about their experience, and send it to them with: “I’m working on some testimonials. I thought about what you mentioned during our project and drafted something based on that. Feel free to edit, change, or rewrite it however you’d like.” Many reluctant clients will simply approve a well-written sample rather than writing from scratch. This removes the friction of the blank page.

Capturing Informal Praise

Sometimes the best testimonials are hiding in plain sight. If a client sends you an enthusiastic email, leaves a positive comment, or verbally praises your work, ask permission to use that as a testimonial. Authentic client feedback from these informal moments often feels more genuine because it wasn’t written with testimonial intent. You might say: “I loved what you mentioned about how our service improved your workflow. Would you mind if I featured that comment on our website?”

Following Up Effectively

Don’t give up after one request. Following up on testimonial requests is normal and expected. Send a friendly reminder after one week if you haven’t heard back. Keep your tone appreciative, not demanding: “I wanted to follow up on my earlier message. No pressure if you’re too busy—I just wanted to remind you!”

Step 6: Guide Clients to Write Compelling Testimonials

The Transformation Framework

The most compelling testimonials follow a transformation arc: problem before → solution → results after. Guiding clients in writing testimonials that follow this structure creates powerful social proof.

Encourage clients to mention:

• What is their biggest challenge?
• How you helped them solve it
• What specific results or improvements did they experience
• Whether they’d recommend you

Using Specific, Concrete Details

Generic testimonials like “Great service!” don’t move the needle. Specific client testimonials with concrete details are far more persuasive. A testimonial that says “We reduced our marketing costs by 35% in the first three months” is exponentially more powerful than “Your service is great.” Ask your clients to include specific numbers, timeframes, or results if possible. Real metrics create credibility.

Maintaining Authenticity

Don’t over-edit your clients’ testimonials. Minor grammar and spelling corrections are fine, but maintain the client’s authentic voice. Authentic testimonials that sound like real people are more trustworthy than polished corporate-speak. Always request approval from the client if you edit their testimonial in any way: “I cleaned up a few typos for clarity. Here’s the final version—does this look good?”

Step 7: Display and Optimize Your Testimonials

Where to Feature Client Testimonials

Once you have your testimonials, don’t just file them away. Strategic testimonial placement amplifies their impact. Feature them:

• On a dedicated testimonials page
• On your homepage or landing pages
• In email signatures or footer sections
• On product/service-specific pages (mention testimonials relevant to each offering)
• Embedded in blog posts where they’re contextually relevant
• On your social media profiles

Optimizing for Search Engines

Testimonial SEO optimization involves more than just posting customer quotes. Include your target keywords naturally in how you present the testimonials. Use headings that feature long-tail keywords like “[Service] Testimonials from Satisfied Clients” rather than generic headings like “What Our Clients Say.” Add alt text to images of clients, use structured data (Schema markup) to mark up reviews, and ensure testimonials are in a readable text format—not embedded in images where search engines can’t read them.

Creating Video Testimonials

Video testimonials from clients are increasingly valuable. Video content receives preferential treatment in search rankings, and videos keep visitors on your page longer, improving SEO metrics like dwell time. If your clients are open to it, ask if they’d record a brief 30-60 second video testimonial on their phone. Video testimonials don’t need to be professional—authenticity matters more than production quality.

Step 8: Leverage Testimonials for Continuous Growth

Building a Testimonial Library

Collecting testimonials over time creates a rich library you can draw from for different purposes. As you gather more testimonials, categorize them by:

• Industry or customer type
• Specific benefits highlighted
• Problem solved
• Media format (text, video, audio)

Having variety allows you to match testimonials to different audience segments and marketing channels.

Creating Case Studies From Testimonials

Once you have positive testimonials from clients, consider expanding the best ones into full case studies. A case study tells the complete story of a client’s journey with you—their initial problem, your solution, and the results achieved. Case study content is particularly valuable for SEO because it’s long-form, keyword-rich, and highly shareable. Other websites often link to case studies, building your domain authority.

Sharing Testimonials on Social Media

Testimonials are social media gold. Sharing client testimonials on social media humanizes your brand and provides frequent social proof. Create visually appealing graphics featuring key testimonial quotes and share them regularly across your social channels. Short testimonials work best on social media. Extract a compelling 1-2 sentence quote from longer testimonials and pair it with a link to the full testimonial on your site.

Step 9: Managing Requests and Automation

Setting Up a Testimonial System

Create a systematic process for requesting testimonials so it becomes routine, not an afterthought. Automating testimonial requests through email sequences can work if personalized appropriately. Many businesses use testimonial collection platforms that automate sending requests and collecting responses. These tools can help you streamline the process, especially as your client base grows.

Tracking Your Testimonials

Create a simple spreadsheet or document to track:

• Client name and contact information
• Date of request
• Status (pending, received, approved)
• Content of testimonial
• Where it’s being used
• Expiration (if relevant)

Organizing client testimonials this way ensures you don’t lose track of any and can quickly access them when needed.

Building a Testimonial Culture

Make requesting testimonials a standard part of your project completion process. Train any team members to naturally ask satisfied clients if they’d be willing to provide feedback. The more you normalize the ask, the more testimonials you’ll collect.

Overcoming Common Challenges

When Clients Don’t Respond

Not every client will respond to your testimonial request, and that’s normal. Typical response rates are 10-20%. Don’t take it personally. Some clients are simply too busy, while others may be uncomfortable being public figures. If clients aren’t responding to testimonials, try different approaches: phone calls, different channels (LinkedIn, Facebook), or personal meetings. Some clients prefer certain communication methods.

Handling Reluctant or Critical Feedback

If a client gives constructive criticism rather than glowing praise, consider how you can learn from it. However, for your testimonial collection, focus on the genuinely satisfied clients. If a client had any issues with your service, address them first before requesting a testimonial. Resolving client concerns before asking for feedback increases the likelihood of positive testimonials.

Privacy and Consent

Always get explicit permission before using a client’s name, image, or testimonial. This is both ethical and legal. Getting testimonial consent protects both you and your clients. When privacy is a concern, you can use just a client’s first name, initials, or their business name. The key is ensuring they’ve consented to public use of their feedback.

More Read: How to Stay Productive Working From Home as a Freelancer

Conclusion

Getting testimonials from your first clients is one of the most strategic investments you can make in your business growth. By identifying the right clients, timing your requests perfectly, making the ask easy and personalized, and then amplifying your testimonials across your marketing channels, you create a powerful engine of social proof that builds trust, improves SEO, and drives conversions. Start with your first five clients—these early testimonials will become the foundation of your credibility story.

Remember that asking for testimonials isn’t pushy; most clients are genuinely happy to recommend you if you provide an easy way to do so. Implement the systematic approach outlined in this guide, remain consistent in your requests, and watch as your collection of authentic client testimonials becomes one of your most valuable marketing assets, helping potential customers see themselves succeeding with your business just as your current clients have.