Ever notice how most customer testimonials are either bland, fake-sounding, or buried where nobody sees them? If you’re in B2B sales or marketing, and you want proof that actually helps close deals, you need testimonials that are real, relevant, and easy to use. This guide is for folks who want to use Deeto to get customer quotes that actually drive pipeline—not just tick a box for the board.
Why Most Testimonials Fall Flat
Before we get to the how-to, let’s call out the elephant in the room: most testimonials are useless. They’re either too generic (“Great product!”), obviously staged, or hidden on a dusty web page. The result? They don’t help your reps, and they don’t move prospects.
If you want testimonials that work, you need three things: - Specificity: Quotes about real problems solved. - Credibility: Actual customers, not anonymous initials. - Easy access: Reps can drop them into emails, decks, and calls.
That’s where Deeto can help. It’s built to collect and organize customer testimonials in a way that’s actually useful for sales. But tech alone isn’t magic—you need a process. Here’s how to use Deeto to get testimonials that fuel your pipeline, step by step.
Step 1: Decide What You Really Need (and Ignore the Rest)
Not all testimonials move the needle. Before you send out requests, get clear on what actually helps your sales team: - Which objections come up most? (e.g., “Does this work for companies our size?”) - What industries or roles matter most to your buyers? - Are there new features or use cases you’re pushing this quarter?
Pro tip: Sit down with your top reps and ask, “What would a perfect testimonial say to help you close more deals?” Write that down. Use it to guide what you collect.
Ignore the urge to get “as many testimonials as possible.” Ten focused, relevant quotes beat a hundred throwaways.
Step 2: Pick the Right Customers (and Don’t Overthink It)
You want customers who are: - Getting real value from your product. - Willing to answer honestly (even if it’s not all sunshine). - Respected by your target audience.
Don’t just go for the biggest logos. Sometimes your most enthusiastic midsize customer gives you the best story.
Avoid: - Customers still in onboarding. - Those who haven’t seen results yet. - Folks who are annoyed with support. (Obvious, but worth stating.)
Ask your CSMs or account managers who’s genuinely happy—and who’d actually answer a quick ask.
Step 3: Set Up Deeto for Simple, Honest Collection
There’s no shortage of ways to ask for testimonials, but most of them are clunky or intimidating. Deeto tries to fix that by making it easy for customers to record or write quick feedback, without jumping through hoops.
Here’s how to set up:
- Create a clear, specific prompt.
- Bad: “Tell us about your experience.”
- Better: “What problem did our product solve for you—and how did that change your day-to-day work?”
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Even better: Give them a few prompts to choose from, so it feels natural.
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Choose the right format.
- Text is fine, but short video or audio can be even more credible—if your customer is willing.
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Let customers choose what’s easiest. Don’t force it.
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Keep the process stupid-simple.
- With Deeto, you can send a link that works on any device.
- No passwords, no logins, no forms with a million fields.
- Tell your customer: “This takes 2-3 minutes, tops.”
What to avoid: Don’t script answers or “coach” your customers. Real answers—even imperfect ones—are better than obvious marketing fluff.
Step 4: Make the Ask (Without Being Awkward)
Most people hate asking for favors, but if you’re clear and respectful, you’ll get better responses. Here’s what works:
- Personal, direct email or message. Skip the mass email blast.
- Explain why you’re asking. (“Your experience could really help others like you.”)
- Make it easy to say yes—or no. Don’t guilt-trip or pressure.
Sample ask:
“Hey [Name], quick favor: We’re collecting real stories from customers who’ve seen results with [Product]. Would you be open to recording a quick testimonial? It takes 2-3 minutes and could help others in your role. Totally understand if you’re busy—just let me know!”
Attach the Deeto link, and you’re done.
Pro tip: If someone says no, thank them anyway. If they say yes, follow up with a thank you and let them know how you’ll use it.
Step 5: Review, Edit, and Get Approval
Once the responses come in, don’t just copy-paste. You’ll need to: - Check for clarity: Is the quote understandable? Does it actually answer the prompt? - Trim for length: Cut filler, but don’t change the meaning. - Fix typos, but don’t “polish” away the authenticity.
Important: Always get customer sign-off on any edits before using their words publicly. Deeto makes this easy—you can send the final version for approval right in the platform.
If a testimonial is rambling or off-topic, it’s okay to skip it. Not every response is gold.
Step 6: Tag and Organize for Sales (This Is Where Deeto Helps)
A good testimonial is only useful if sales can find it when they need it. Deeto lets you: - Tag testimonials by use case, industry, product line, objection handled, etc. - Search and filter easily. - Export or share links with your sales team.
Work with sales to figure out what tags actually help them. Don’t overdo it—just enough so a rep can quickly find “quote from a healthcare CIO about onboarding speed,” for example.
What not to do: Don’t dump all testimonials in a folder or Google Doc. If reps can’t find it in 30 seconds, it might as well not exist.
Step 7: Use Testimonials in the Right Places
Here’s where a lot of teams drop the ball. Testimonials shouldn’t just live on your website’s “Wall of Love.” Make them work for you:
- Sales decks: Insert relevant quotes on slides addressing specific objections.
- Outbound emails: Drop in a short, punchy quote (“Here’s what a customer like you said…”).
- Demo follow-ups: Reinforce your value with a testimonial tailored to the prospect’s pain points.
- Case studies: Use the testimonial as a “pull quote” to break up walls of text.
Pro tip: Rotate your testimonials every quarter. What worked last year might be stale now. Keep it fresh and relevant.
Step 8: Measure What Actually Helps Pipeline (and Skip the Vanity Metrics)
It’s easy to get caught up in counting testimonials, but what matters is whether they help close deals. Work with sales to track: - Which testimonials get used most often? - Does sharing a testimonial correlate with deals moving forward? - Are there gaps? (e.g., “We need more from CIOs in finance.”)
If something’s not getting used, figure out why and adjust your prompts or customer selection.
What to Ignore (No Matter What the Gurus Say)
- Don’t force video if your customers hate it. A well-written quote beats an awkward video any day.
- Don’t chase “famous” logos just for show. Real stories are more persuasive.
- Don’t script everything. Prospects spot fake enthusiasm a mile away.
Keep It Simple, Iterate, and Don’t Overthink
Collecting testimonials that actually drive pipeline isn’t rocket science. Use Deeto to make it easy for your best customers to share real stories, keep the process painless, and focus on what helps your sales team move deals forward. Skip the fluff, stay honest, and tweak your approach as you go. Small, real improvements beat fancy plans every time.