Case Studies are vital to the sales process. In fact, having none can be a red flag to buyers. You need client testimonials to prove that your business is credible and your product or service makes a positive difference.
But a handful of Case Studies alone aren’t enough to dramatically improve sales. It’s all in the approach, which this article explores so your team can sell more and better.
Tips to Improve Sales with Case Studies
Ensure Case Studies Are of High Quality
Your sales reps can only rely on your Case Studies if they’re of high quality. Good Case Studies tell an authentic story from the client’s perspective. They’ll do you no favors if you write them without input from your client or focus mainly on marketing your product.
Have a Large Volume of Case Studies
It’s best to have at least fifteen or twenty Case Studies in your arsenal. This large volume allows sales reps to use specific targeted Case Studies when talking to prospects. Instead of sending everyone the same Case Study about your best customer, your reps can share examples that are truly relevant to the situation. Good sales reps learn what their buyers really care about, and if you arm them properly, they can share relevant examples to the buyer’s specific priorities and concerns.
Organize Your Case Studies and Make Them Readily Available
Your Case Studies must be easily available to the sales team. Ideally, they should also be organized in categories that would allow your reps to easily find the perfect one. Some helpful categories include company industry, product type, and the type of problem that was solved for the client.
Train Your Sales Reps How to Use Case Studies
Sales reps need to be mentored on the best practices for accessing and using Case Studies, so build this into your training strategy. What better way for a new rep to learn about your value than studying real results you have achieved for your clients? This will translate into the reps selling that value to new prospects.
Conclusion
Have any thoughts on additional ways to use your Case Studies to sell better? Drop a comment below.
Need Case Studies of your own? Learn more about how SuccessKit can help.
