This is a menu, not a checklist.
Before each shoot, pick 3 to 5 questions that match where the client is and the angle you want to tell. A strong testimonial almost always follows one arc:
- Pick one or two from The Before State to establish the pain.
- Pick one from The Decision to handle future objections.
- Pick one or two from The Results and push for specifics.
- Close with a Recommendation or Soundbite for a quotable ending.
Warm-Up & Introduction
Open here. These ease the client in and give editors clean intro footage. Always get them to say their name, role, and company on camera.
The 'Before' State (The Problem)
The most important footage in any testimonial. A great result only lands if the viewer feels the pain that came before it. Dig here.
The Decision (Why ScaleLogix)
These answers handle objections for future prospects. The client is doing your sales work for you.
The Experience (Working Together)
Speaks to fulfillment quality and the team. Great for building trust around delivery and communication.
The Results (The Payoff)
Get specifics. Push gently for numbers, timeframes, and concrete outcomes. Vague praise is forgettable; specifics convert.
The Emotional Payoff
Numbers prove it; emotion sells it. These questions surface the human side that makes a testimonial memorable.
The Recommendation & Close
End strong. These give you the clean, quotable soundbites that headline a case study or ad.
Soundbite Prompts (Short & Punchy)
Quick one-liners. Ask these when you want clean, isolated clips for ads, reels, and social proof.
Incentives You Can Offer
Use these to make the ask easy. Lead with the value to them; mention the incentive as a thank-you.
20% Revenue Share
Ongoing share of revenue tied to referrals or partnership volume the client helps generate.
$200 Marketing Credit
A $200 credit the client can apply toward their own marketing spend or services with us.
More incentives to come
Adam to add additional offers here (e.g. extended service term, priority support, feature spotlight, free add-on).
Filming Best Practices
Small things that make the difference between footage you can cut and footage you can't.
Ask the client to fold the question into their answer (“Before ScaleLogix, my biggest challenge was…”) so clips stand alone.
“Can you put a number on that?” A real figure beats ten vague compliments.
Open with the warm-up questions. A relaxed client gives better footage on the hard questions.
Good light on the face, quiet room, camera at eye level, landscape orientation.
After an answer, pause. Clients often fill the gap with their best line.
Always capture a clean recommendation soundbite, even if you only use that one clip.