The 3 video testimonial questions I ask every client
The Masterful 3-Question Framework. 3 unscripted questions, asked in order, at the moment the result lands. It is the script behind every interview I run.
The Masterful 3-Question Framework
Before, during, after. 3 questions, asked unscripted.
Why did you choose us?
This question pulls out the problem the client was solving and the reason they trusted you over everyone else. It is the "before" of the story. Ask it first, before the client has rehearsed anything.
What was your experience like?
This is the "during." It gets the client to describe the work, the people and the moments that mattered. The emotion lives here. This is the answer that sells, because it is specific and it is theirs.
What would you tell someone on the fence?
This is the "after" and the close. Now the client is talking to your next buyer on your behalf. They are not describing you. They are recommending you. That is the line that ends up on your landing page.
That is the whole framework. No script for the client. No prompts past the third question. Ask the 3, then let the silence do the rest. The words that come out in that silence are the ones that sell.
The script to print and bring to the interview
Ask these the moment the result lands, inside the 48 hour window. Do not give the client the questions in advance. The whole point is the unscripted answer.
Why did you choose us?
What was your experience like?
What would you tell someone on the fence?
The free book walks through who to ask, when to ask and how to use it. Grab it before your next interview.
The framework, on camera
Stop asking for referrals. Ask the 3 instead.
Questions about the 3 questions
What are the 3 questions for a video testimonial?
Why did you choose us? What was your experience like? What would you tell someone on the fence? 3 unscripted questions, asked in that order, at the moment the result lands. I call it the Masterful 3-Question Framework.
Should I script a video testimonial?
No. A scripted testimonial is a commercial, and buyers can feel it. The framework gives the client a direction, not a script. Ask the 3 questions unscripted and let the client say it in their own words. That is what sells.
Why does the 3-question framework work?
It walks the client from the decision, through the experience, to the recommendation. By the third question they are talking to the next buyer on your behalf, in their own words, with the emotion still live.
Can I add more than 3 questions?
You can, but the power is in the 3. More questions dilute the emotion and lengthen the answer until the client starts performing. The framework is short on purpose. Ask the 3, then stop and let the silence do the rest.