How to Get Testimonials When You're Just Starting Out

Here's the frustrating catch-22 of starting a digital product business:

You need testimonials to make sales. But you need sales to get testimonials.

I felt stuck in this loop for longer than I should have. My product was good. I knew it was good. But a product page with zero reviews and zero social proof is a harder sell than one with even two or three glowing testimonials.

So I got creative. And it turns out, there are several ways to get real, honest testimonials without waiting for sales to show up on their own.

Method 1: Give Away Free Copies in Exchange for Honest Feedback

This is the most direct approach, and the one I used first.

Pick 5–10 people who are clearly in your target audience and offer them your product for free in exchange for honest feedback.

The key word is honest. Don't ask for positive feedback. Ask for real feedback. Here's what I say:

"Hey, I just launched [product]. You're exactly the kind of person I built it for, and I'd love to get your real take on it. I'll give you access for free — and in exchange, would you be willing to write a few sentences about your experience with it? Could be positive, could be constructive, whatever's actually true for you."

Most people say yes. And when you ask for honesty rather than a puff piece, the testimonials you get feel more credible — because they are.

Where to find these people:

• Relevant Facebook groups in your niche
• Reddit communities where your target buyer hangs out
• Twitter/X followers who've engaged with your content
• Friends or colleagues who fit the audience
• Former clients if you've done freelance work in the area

Don't just give it to anyone. Be specific about who you're targeting — the testimonial is only valuable if it comes from someone your potential buyers identify with.

Method 2: Ask Your Existing Network

This is the one people overlook because it feels too obvious.

Is there anyone in your personal or professional network who could genuinely benefit from your product? Reach out directly. Tell them what you're building. Offer them a free copy.

You're not asking them to lie. You're asking them to try it and tell you what they think. If they love it, ask if they'd be willing to say so publicly.

One authentic testimonial from a real person — even a friend — beats a product page with zero social proof every single time.

Method 3: Beta Launch Before You Officially Launch

Before your public launch, do a soft "beta" with 10–20 people.

Tell them: "I'm launching [product] next month. I'd love for you to be in the beta group — you get it at a steep discount (or free), and I'll ask you to share your experience after you've had a chance to use it."

This accomplishes two things: it creates a group of early users who generate initial social proof, and it lets you improve the product based on real feedback before the main launch.

Frame it correctly: you're not giving it away because it's not worth paying for. You're running a beta because you take quality seriously and want real feedback before you ask the general public to pay full price. That framing matters.

What to Ask For

A lot of testimonials fail to persuade because they're too vague. "This was great! I learned a lot." Okay... but what specifically?

When you ask for a testimonial, give people a simple prompt:

1. What were you struggling with before you tried this?
2. What happened after you used it?
3. Who would you recommend it to?

Those three questions produce testimonials that tell a story. Before → After → Who it's for. That structure converts because it helps your potential buyer see themselves in the story.

"Before I used this project tracker, I was managing my client work across three different apps and constantly dropping the ball on deadlines. After setting up this template, everything's in one place and I haven't missed a deadline in two months. If you're a freelancer who's overwhelmed by juggling multiple clients, this is exactly what you need."

That testimonial does real work. "This was great!" doesn't.

Where to Display Testimonials

Once you have them, put them everywhere:

• Prominently on your product page (above the fold if you can)
• On your homepage if you have one
• In your email list nurture sequence
• In your social media content (quote cards work well)
• At the bottom of blog posts that relate to your product

The more specific and detailed the testimonial, the higher up on the page it should go. Lead with your best social proof.

What to Do When Someone Leaves a Great Review Organically

Sometimes buyers leave amazing reviews without being asked. This is gold.

When it happens: screenshot it, thank them publicly, and ask if you can use it as a testimonial on your site. Almost everyone says yes.

Don't let organic praise disappear into the platform where it was left. Collect it actively. Set a reminder to check for any reviews or mentions every week.

Building Social Proof Over Time

The first few testimonials are the hardest. After that, it gets easier.

Once your product has been sold 20–30 times, you can simply ask buyers for feedback in your post-purchase email sequence. "You've had [product] for 2 weeks now — how's it going? I'd love to hear what you think, and if it's been helpful, a short testimonial on our site means everything at this stage of the business."

Most people won't respond. But some will. And those responses are your social proof foundation.

On MadeThis.com, you can follow up with customers after purchase and build testimonial collection into your standard process. A few genuine responses per month compounds into a product page that converts increasingly well over time.

The cycle goes from "no testimonials → no sales" to "some testimonials → some sales → more testimonials → more sales." You just have to break into it manually the first few times.

Start with five outreach messages today. Five people in your niche who get a free copy in exchange for honest feedback. That's the crack in the door.