Learn how to get testimonials from early SaaS users — even with zero customers. Includes outreach scripts, question frameworks, and how to turn any feedback into social proof.
You can obtain testimonials even without any users by reaching out to beta testers or individuals you've assisted. Ask specific, structured questions to draw out meaningful feedback, which can be more persuasive than generic reviews.
Every SaaS founder hits the same wall: you need testimonials to convert visitors, but you need users to get testimonials. This guide breaks that loop. Whether you have zero users, a few beta testers, or a handful of free-plan customers, here's exactly how to get testimonials that actually do conversion work — not decoration.
No proof, visitors bounce
Collecting real feedback
Social proof that converts
Most testimonials are useless. "Great tool, 5 stars!" converts nobody. A testimonial converts when it answers the objection a skeptical visitor is holding in their head.
A high-converting testimonial has four elements:
Your job isn't just to collect testimonials — it's to collect testimonials that map to your visitors' specific doubts. The same principle that makes your hero section convert applies here: specificity beats positivity every time.
Before reaching out to anyone, list the 3–5 reasons a visitor would hesitate to sign up. Common ones:
Each testimonial you collect should speak to at least one of these. This is how you turn social proof from decoration into a conversion tool.
You don't need paying customers to get testimonials. You need people who've experienced your product and had a real reaction to it.
Anyone who tested your product during development has an opinion. Even "I was surprised how easy it was to get started" is a usable testimonial when it's attributed to a real person with a real job title.
If your product has a free tier, reach out to anyone who's completed a meaningful action — generated output, connected an integration, finished onboarding. They've seen value. Ask them about it specifically.
Many early-stage founders do things by hand for their first users. If you helped someone directly — even via email or a call — ask them for feedback. Their experience is real even if the delivery was manual. This is directly connected to getting your first 10 paying customers — the conversations you have during that process are your best testimonial source.
These are lower-credibility but better than nothing. Use them sparingly — ideally as secondary proof below high-credibility testimonials. Never put them first.
Startkitz helps you convert testimonial content into conversion copy across your landing page, ads, and social posts — starting from your app URL.
Generate free preview →The ask matters as much as who you ask. A vague "would you leave a review?" gets ignored. A specific, guided ask gets results.
Subject: Quick question about your experience with [App]
Hey [Name],
I noticed you've been using [App] — thank you for that.
I'm putting together some feedback from early users and I'd love to feature your experience on the site. Would you be willing to answer two quick questions?
1. What were you trying to accomplish when you first tried [App]?
2. What surprised you most about using it?You can reply right here — I'll take care of the rest. Happy to share the draft with you before anything goes live.
Thanks,
[Your name]
Why this works: two specific questions produce specific answers (not generic praise). "I'll take care of the rest" lowers the effort bar dramatically. "Share the draft" builds trust and increases response rate.
After any user call where someone says something positive, follow up immediately:
"That thing you just said — that [outcome/feeling/contrast] — could I use that as a testimonial on the site? I can write it up from what you said and send it to you for approval."
Most people say yes. You've done the work; they just need to approve.
Generic questions produce generic quotes. Use these instead:
| Instead of... | Ask... |
|---|---|
| "What do you think of the product?" | "What was the first thing that made you think 'okay, this actually works'?" |
| "Would you recommend it?" | "If a friend asked why you use this, what would you say?" |
| "Was it useful?" | "What would you have to do differently if this tool didn't exist?" |
| "Any feedback?" | "What were you skeptical about before trying it, and did that change?" |
These prompts produce before/after narratives — the most powerful testimonial format.
If your landing page isn't converting, lack of social proof placed at the right objection point is one of the most common culprits.
What if you only have one or two? Feature them prominently. Two specific, credible testimonials outperform eight generic ones. Don't hide strong testimonials in a carousel.
Once you have initial users, build a lightweight system:
Frequently Asked Questions
How do I get testimonials when I have no users yet?
Start with beta users, manual early adopters, and anyone you've helped directly — even via email or a call. Use specific, structured questions to generate specific quotes. Even 2–3 strong, specific testimonials are more convincing than a page of generic five-star reviews. The threshold is experience with your product, not payment.
Can I write testimonials for users and have them approve?
Yes — this is standard practice. Many users are happy to provide a quote but don't want to write it themselves. Draft it from their spoken or written feedback, then send it for approval with the note 'feel free to edit anything.' Most people accept with minor changes. This approach often produces better testimonials because you can emphasize the most conversion-relevant detail.
How many testimonials do I need on my landing page?
3–5 is sufficient for most early-stage SaaS products, as long as they're specific and credible. Quality over quantity — two great testimonials beat ten forgettable ones. Place them at the objection points in your page, not in a block at the bottom where they're treated as decoration.
What makes a testimonial credible?
Full name, real photo, job title, and company — in that order of importance. Specific outcomes ('saved me 3 hours a week on client reporting') are more credible than adjectives ('amazing,' 'great'). Logos of recognizable companies add authority even if the individual isn't well known. Before/after contrast is the single most powerful testimonial structure.
Should I put testimonials on G2 or Capterra instead of my site?
Yes — do both. Third-party review sites (G2, Capterra, Product Hunt) add credibility because they're perceived as unfiltered. But don't rely on them exclusively. On-site testimonials give you placement control and message shaping; third-party reviews give you platform credibility. Use both, and link to your G2/Capterra profile from your landing page.
Paste your app URL and StartKitz generates your Growth Report, First Users Plan, social posts, ad creatives, and launch copy — all at once.
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