David Vogel is a video marketing strategist who helps businesses leverage the power of video to help them grow their businesses. His 100% remote video production solution allows businesses to create professional video content without the complexity or expense of an in-person video crew.
If your business relies on referrals, you’ve probably been asked to provide references. Prospects want to verify your credibility, hear from past clients, and make sure they’re making the right decision.
But here’s the problem: Providing references slows down sales. Think about it. Every time you send a list of references, here’s what happens:
Meanwhile, your deal is stuck in limbo. And sometimes, it never moves forward at all.
That’s why one of my clients, a healthcare company, switched to video testimonials. Instead of sending a list of references, they now send a customer testimonial video instantly. No delays. No friction. Just instant trust.
When a potential client asks for references, they aren’t doubting you—they’re just looking for proof. They need to see that you can deliver on your promises. Traditionally, the only way to provide that proof was by giving them a list of past clients to call.
But let’s be honest—how many deals have stalled because prospects never got around to making those calls?
The truth is, your happiest clients don’t always have time to take reference calls. And when they do, you have no control over what they say or whether they’ll emphasize the key points you want your prospect to hear.
That’s why video testimonials are a game-changer.
Instead of making a prospect go through the hassle of calling references, you can hand them proof instantly in the form of a video testimonial. This has a huge impact on your sales process:
One of my clients switched to this strategy, and here’s the email I got from their Senior VP:
“I just send these videos now. It has taken away from me needing live references. I am so grateful.”
If you want to replace references with video testimonials, you need a strategy. Simply having a few videos isn’t enough—you have to know how and when to use them. Here’s how to do it right:
1. Keep Your Best Video Testimonials Ready to Share
Have at least 3 to 5 strong customer testimonials saved on your phone, computer, and CRM. When a prospect asks for references, don’t just tell them about your past clients—show them.
2. Match the Right Video to the Right Objection
Not all testimonials are created equal. If a prospect is concerned about pricing, send them a testimonial from a client who was hesitant at first but saw incredible ROI. If they’re worried about implementation, send a video from a client who raves about how easy the process was.
3. Share Videos Instantly During Sales Calls
4. Follow Up with Video Testimonials
Even if your prospect doesn’t ask for references, send a relevant video testimonial after your sales call. It reinforces trust and keeps your solution top of mind.
Using video testimonials instead of references is a game-changer—but it’s just one of the many ways you can leverage customer stories to increase conversions.
I help businesses stop losing deals to doubt by using customer video testimonials strategically. If you want to see how to make your happy clients your best salespeople, reach out.
At Remote Video Testimonials, we have developed a fast, easy, and affordable way to get professional-quality customer video testimonials without the hassle or expense of an in-person video production crew. With our 100% remote video production process and our interview-based approach, our virtual video crew can shoot video testimonials anywhere in the country in just 30 minutes. If you would like to learn more about Remote Video Testimonials, please call (914) 677-2588 or email david@remotevideotestimonials.com
