Social Proof: More Than Just Star Ratings
People follow the crowd. Use client logos, video testimonials and real-time stats to reduce buying anxiety.
Imagine walking down a street looking for a restaurant. One is empty, the other has a line outside. Which do you choose? Probably the one with the line. That’s social proof in action. Online it works the same way — only the “line” is different.
The psychology behind the decision
Robert Cialdini, the father of persuasion psychology, defines social proof as the tendency to copy others’ behavior to act correctly in uncertain situations. It’s especially strong online, where you can’t touch the product.
6 types of social proof on a website
1. Expert opinions
If a dentist recommends a toothpaste, we believe them. If an authority or influencer in your niche mentions your product, put it on your homepage. “Recommended by TechCrunch” works.
2. Client logos (B2B)
The classic “Trusted by” strip. The trick: use logos your audience recognizes. If you sell to small businesses, showing only Microsoft can be intimidating (“they’re too expensive”). Mix large and small.
3. Reviews and ratings
Stars are good, but text is better. Even better is a photo review. When a customer sees a real person using your product, skepticism drops.
“Never fake reviews. People recognize copywriting. A real, emotional review with a few typos is more valuable than polished marketing text.”
4. Wisdom of crowds
“Join 10,000+ marketers who read our newsletter.” Big numbers create FOMO and a sense of safety.
5. Friend recommendations
If a user logs in with Facebook, show “Your friend Mari also uses this service.” It’s the strongest form of social proof.
6. Certificates and badges
“Secure checkout”, “Estonian Design”, “ISO 9001”. These small badges quietly increase trust.
Video testimonials: the 2026 gold standard
Text is easy to fake. Video is not. In 2026, testimonial videos are among the strongest sales tools.
They don’t need studio quality. A “selfie‑style” video where a client honestly explains their problem and how you solved it feels authentic and convincing.
Where to place it?
Don’t hide it on a “Testimonials” page that nobody visits. Social proof should appear:
- Below the homepage hero: right after the value proposition.
- Next to pricing: right when a visitor hesitates to pay.
- In the cart: “Great choice — 50 people bought this today.”
Let your customers sell for you
We’ll help you collect and design social proof that looks credible and lifts conversions.
Book a UX audit →Related guide
Ecommerce Store 2026: Step-by-Step Guide →SIA DESIGN
Design and web development
The SIA DESIGN team writes practical guides on web design, development and SEO.
Loe rohkem SIA DESIGN meeskonnast →
