Find the proof you do not have yet
Testimonial Library Gap Audit Scorecard
A library of two hundred testimonials can still have nothing to say to the buyer who worries about switching costs. Volume hides gaps: forty quotes about friendly support, none about the enterprise plan, none from anyone in healthcare. Score your library below to see where it is thin, then send targeted asks instead of another general request.
- Scores coverage, not volume
- Each gap comes with the ask that fills it
- Built for a quarterly team review
The problem, solved
Why a big library still leaves sales empty-handed
Forty quotes all say the same thing
“Great support, easy to use” is pleasant, but it answers a question few buyers were asking.
With StoryProof: Tags are on every plan, so label each testimonial with the objection it answers. Counting tags shows which objections have no answer.
Sales asks for proof we never collected
An enterprise prospect wants a peer at their size. The library has small businesses only.
With StoryProof: Contacts and smart lists are on every plan, so you can gather the customers who fit the gap and ask them, not everyone.
Generic requests produce generic answers
Asking “how was it?” to fill a gap about migration brings back more praise about support.
With StoryProof: From Pro, multi-step forms ask several questions in one sitting, so a gap-filling request can ask about the exact topic.
Every page needs video and we have none
Coverage is not only topics. A considered purchase page with only typed quotes has a format gap.
With StoryProof: One collection link lets the customer record video, leave an audio note or write, so a format gap can be asked for directly.
Gap filled, but nobody sees it
The new quote about pricing sits in the library while the pricing page shows the old set.
With StoryProof: You choose which approved testimonials appear in each widget, so the new proof goes straight to the page whose gap it filled.
Flip the switch to see how StoryProof handles each one.
Scorecard
Score your library’s coverage
Answer for the library as it stands today. Yes means at least three approved, current testimonials cover it.
Scores are calculated in your browser and are not saved.
Prompts
Questions that fill a specific gap
A gap-filling request names the topic. These replace “how was your experience?”.
Objection gap: switching effort
- What did you expect moving over to involve, and what did it actually take?
- Was there a point where you nearly stayed with your old setup?
Leave out
- Was switching easy? (invites a yes and nothing else)
Offer gap: a product with no proof
- Why did you add {product} on top of what you already had?
- What does {product} do for you that you could not do before?
Segment gap: a customer type you lack
- What made this work for a {company type} like yours?
- What would you tell another {role} who is unsure?
Leave out
- Generic praise prompts that any segment could answer
In StoryProof
Run the audit with your library in StoryProof
- You will need
- A list of your top objections, offers and customer types, agreed with sales
- An hour each quarter
- 1
Tag what you already hold
Label each approved testimonial with the objection, offer and customer type it covers. Untagged proof cannot be counted.
- 2
Score the library
Use the scorecard above. Write down the two rows with the lowest coverage.
- 3
Build a list for each gap
Gather the customers who fit each gap into their own smart list.
- 4
Send a request that names the gap
Use the prompts above. From Pro, a multi-step form can ask the specific questions in one sitting.
- 5
Place new proof where the gap was felt
Add the new testimonials to the widget on the page that needed them, and look at the analytics dashboard at the next audit.
What happens next: Keep the scored rows from each quarter. A row that stays low for two quarters usually means the customers who could fill it do not exist yet, which is a product or sales question.
Before you start
What the audit cannot tell you
It does not know your objections
The scorecard checks the rows you give it. If sales and marketing disagree on the top objections, settle that first.
Counting needs consistent tags
Coverage is only as accurate as the tagging. A quote that was never tagged looks like a gap.
Some gaps cannot be filled by asking
If you have no customers in a segment, no request will produce proof from it. Do not paper over that.
Never write proof to fill a gap
A gap filled with an invented or reworded quote is worse than an empty row. Only real customers in their own words count.
FAQ
Questions people ask
Short answers to what usually comes up next.
How often should we audit the library?
Quarterly suits most teams. Run it sooner after a launch, a price change or a new market, because each creates fresh gaps.
Who should take part?
Whoever owns the library, plus someone from sales who hears objections every week. Sales knows the gaps; marketing knows the library.
What counts as covered?
Three or more approved, recent testimonials is a fair bar. One quote is a start, but it cannot be rotated and looks thin on a page.
Should we stop general requests while filling gaps?
Not entirely. Keep a small steady flow, but give most of your asks a named topic until the lowest rows rise.
Still have a question? Ask the StoryProof team or book a demo.
Collect the proof you are missing
Tag what you have, see the gaps, and send requests that ask for exactly that.
Last updated 2026-11-06.