{"id":10470,"date":"2026-11-13T09:00:00","date_gmt":"2026-11-13T02:00:00","guid":{"rendered":"https:\/\/rightmedia.vn\/?p=10470"},"modified":"2026-11-05T09:29:25","modified_gmt":"2026-11-05T02:29:25","slug":"cau-hoi-phong-van-testimonial-b2b","status":"publish","type":"post","link":"https:\/\/rightmedia.vn\/en\/cau-hoi-style-van-testimonial-b2b\/","title":{"rendered":"B2B Testimonial Interview Questions: 12 Questions to Get Customers to Tell the Truth"},"content":{"rendered":"
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B2B testimonial videos are persuasive when customers speak from real experience, not from a script. Industrial buyers compare products in multiple rounds, so they listen very carefully to every detail. This article describes how the Right Media team selected clients to invite and asked 12 testimonial interview questions in a specific order. It also discusses how to keep clients speaking naturally in front of the camera. Examples from Nissin Electric, Top Royal Flash, SLP, ProMETAL, and many other manufacturing clients are cited, along with reference prices.<\/strong><\/p>\n

How do B2B testimonial videos differ from consumer reviews?<\/h2>\n

The difference lies in the audience and what they need to hear. Consumer reviews talk about the user's experience with a product over a few weeks. B2B testimonial videos discuss a months-long purchasing decision involving multiple reviewers and the risks of making the wrong choice.<\/p>\n

If you need to review the concepts, see the article. What is a testimonial?<\/a>Testimonials are testimonials from real customers about a business, while reviews are product evaluations. The detailed differences can be found in the article. What is the difference between a testimonial and a review?<\/a>.<\/p>\n

In B2B, speakers are often engineers, project managers, or marketing heads. They can only convince their peers when they speak with specific criteria. Mr. Luong Trong Quyen, project manager at Kizuna, didn't praise ProMETAL in general terms. He outlined three groups of standards Kizuna uses to evaluate suppliers: raw material quality, manufacturing technology, and quality control processes. Kizuna project talks about ProMETAL<\/a>.<\/p>\n

Viewers in the same industry can immediately use that evaluation framework. That's something a consumer review doesn't have.<\/p>\n

Which clients should we invite to talk about our business?<\/h2>\n

Invite people who have worked directly with the business and have used the products or services for a sufficient amount of time. Customers who have just signed a contract only have expectations to share. Senior leaders often speak in general terms, while professionals can immediately recognize who is telling the story based on real experience.<\/p>\n

With SLP, a prefabricated factory development company, the film crew featured four current tenants: Ennoconn, Dayin, Unionmould, and Giao Hang Nhanh (Fast Delivery). The first three are large-scale manufacturers needing infrastructure and scalability. Giao Hang Nhanh represents the domestic logistics group, needing speed and flexibility. These two groups with different needs help viewers find something similar to their own experiences.<\/p>\n

Checklist for selecting guests to invite.<\/h3>\n
    \n
  • I have worked with the business for at least one cycle: a project, a one-year lease, a large delivery.<\/li>\n
  • They are the ones who directly evaluate or make decisions, not just representatives in a formal capacity.<\/li>\n
  • There's a specific scenario to tell: the problem was resolved, progress was maintained, and criteria were met.<\/li>\n
  • They belong to the group of customers that the business wants to acquire.<\/li>\n
  • Their company agreed to allow their name, logo, and factory background to be displayed.<\/li>\n
  • The following information, which needs to be kept confidential, has been agreed upon in advance: price, production volume, and the name of the end customer.<\/li>\n
  • Ready for pre-release review of the build.<\/li>\n<\/ul>\n

    \"Video<\/p>\n

    12 testimonial interview questions in order<\/h2>\n

    The questions follow the customer's buying journey in a specific order. General questions elicit general answers. The questionnaire for Kizuna follows the sequence of an industrial project selecting a supplier. The team used this framework for most of their B2B testimonial videos.<\/p>\n

    Introduction: Who is speaking and what do they need?<\/h3>\n
      \n
    1. Could you briefly introduce your company and your role?<\/strong> An introductory sentence helps the speaker get used to their own accent.<\/li>\n
    2. What does your company produce, and for which market?<\/strong> Ngoc from Top Royal Flash begins by mentioning the European and American markets. That immediately lets viewers know this is an export factory.<\/li>\n
    3. What problems did you encounter before working with us?<\/strong><\/li>\n
    4. How important is this item to your project?<\/strong><\/li>\n
    5. What criteria do you use to select a supplier?<\/strong><\/li>\n<\/ol>\n

      Middle section: why choose this option and what happened.<\/h3>\n
        \n
      1. How many other companies have you compared your comparisons with?<\/strong> Ms. Ngoc said that Top Royal Flash "contacted several parties" before making her selection. The final choice was based on a more nuanced comparison than mere praise.<\/li>\n
      2. Why did you ultimately choose us?<\/strong><\/li>\n
      3. Was there anything that didn't go smoothly at the beginning?<\/strong> This is a difficult question, but it's the most worthwhile one to ask.<\/li>\n
      4. Is there any particular situation you remember most from your time working here?<\/strong><\/li>\n
      5. What were the specific results of the collaboration?<\/strong><\/li>\n
      6. What would you say to a business that's considering a deal, just like you did before?<\/strong><\/li>\n
      7. If you were to summarize it in one sentence, what would you say?<\/strong> The closing sentence, usually a 30-second transcript.<\/li>\n<\/ol>\n

        Question number 8 is the one clients are least willing to answer. A representative from Golden Lotus Construction admitted that in the initial meetings, the team "didn't fully understand the company's story." After one or two exchanges, the content finally got on the right track. One imperfect detail made the subsequent praise more credible.<\/p>\n

        Techniques to help clients speak naturally in front of the camera.<\/h2>\n

        A non-professional voice actor will immediately reveal their incompetence through their speaking rhythm and eye contact. Therefore, the team doesn't provide a script; they only send a set of questions a few days in advance. The client prepares their ideas, but the wording remains their own.<\/p>\n

        Don't look into the camera.<\/h3>\n

        The interviewer sits close to the camera, and the guest looks at and speaks to them. Looking directly into the lens gives the guest the feeling of speaking. When speaking to a real person, they return to a normal conversational tone. The crew also spends a few minutes chatting before filming.<\/p>\n

        Ask again if the answer is still general.<\/h3>\n

        When the client said "very professional," the interviewer then asked: where and when? Mr. Khai from ProMETAL responded with a detail. In the morning, there was a scene that the client had approved, but the crew still reshot it because they weren't satisfied. Ms. Nguyen Thi Long An from CJ Foods recounted something almost identical. The crew "kept reshooting until the clients were completely happy." Two clients from different industries, both remembering the same specific event.<\/p>\n

        The crew also asked the client to repeat the question in their answer. Instead of "Because it's fast," the client said, "We chose this company because...". When edited, that sentence stands alone and is still understandable.<\/p>\n

        Film for 45 minutes to get 2 minutes.<\/h3>\n

        Each candidate typically sits in front of the machine for about 45 minutes, including familiarization time. The usable video testimonial is only about 2 minutes long. Most of the time is spent getting acquainted with the machine and finding their own lines. The best lines usually come in the latter half of the interview.<\/p>\n

        Let guests speak in their familiar language.<\/h3>\n

        Ms. Medina, Group Marketing Manager of HIRA Group, answered entirely in English. The video retains her original voice and intonation, without dubbing. She emphasized that quality is the most important thing, \u201cmost importantly.\u201d A genuine statement in English is more trustworthy than a transcript in Vietnamese.<\/p>\n

        \"The<\/p>\n

        Filming location: the setting is the client's factory.<\/h2>\n

        The team prioritized filming the testimonial video right where the client was working. The speaker felt more comfortable in a familiar environment. The frame also already included the production line, warehouse, and people, eliminating the need for additional staging.<\/p>\n

        For SLP, the filming crew spent four days at four operating factories. The locations were SLP Park Nam Son \u2013 Hap Linh (Bac Ninh) and SLP Park Xuyen A (Tay Ninh). The warehouses were bustling with activity, filled with the sounds of forklifts, and bright areas juxtaposed with dark areas. The crew set up separate lighting for each interview location and placed equipment out of the reach of the forklifts. Suji from SLP commented that the filming "finished even earlier than expected."<\/p>\n

        At HIRA Vietnam, the team chose the factory's product display area. The actual insulation product was placed right behind the speaker, instead of in a general corner of the meeting room. At Top Royal Flash, the interview had to be conducted in a quiet location amidst the noise of sewing machines.<\/p>\n

        Film testimonials on the same day as your corporate video shoot.<\/h3>\n

        Many of Right Media's testimonial videos were recorded at the end of each corporate video shoot. Mr. Hieu from Nissin Electric sat down after two days of filming at three factories in Tien Son Industrial Park, Bac Ninh. Ms. Mo from Nam Viet Group, Ms. Huong from Fletcher Vietnam, and Ms. An from Moc Phat also shared their experiences at the end of the shoot. At that time, the experience was very new, and the crew already had lights and equipment on set.<\/p>\n

        \"The<\/p>\n

        The feedback back then was usually very specific. Ms. An recounted that there was a "power outage" at the beginning of the day, but both sides still managed to complete the filming. Mr. Khai from ProMETAL clarified that he had only gone through two of the three stages, so he would only comment on what he had already experienced.<\/p>\n