Defining Case Studies
Case Studies are used by businesses of all sizes as valuable marketing assets and peerless sales empowerment tools. They break down a specific problem your client had and describe how your company’s offering solved that problem. By doing this, they lend your company an air of authority and give prospects a glimpse of past and ongoing client success.
Writing Strong Case Studies for Business
Writing a good Case Study involves following the Problem > Solution > Results formula. This formula helps you tell a great story that allows your prospects to easily imagine themselves in your client’s shoes. It also positions you as competent, capable, and an expert at solving your clients’ problems. Take a look at our article that details the importance of a great Case Study’s structure.
Using Case Studies for Business to Sell Your Product
In addition to being incredible marketing fodder, Case Studies serve as essential sales tools. They’re proof of successful client relations and a credible product or service. Consequently, salespeople can use Case Studies to better connect with prospects and close deals.
Successful salespeople know to always investigate and uncover prospects’ pain points. This allows the salespeople to determine if the prospects have problems similar to ones the company has solved for clients. They can then show the prospects relevant Case Studies as evidence of happy customers, resolved problems, and effective solutions. The best Case Studies to use in these situations are ones where the client in the Case Study has a company and/or problems similar to that of the prospect.
This is such a successful sales strategy because the salespeople don’t have to speak generally or hypothetically. They can point to specific examples with quotes and details provided by a real-life customer.
Conclusion
SuccessKit can help you build your arsenal of Case Studies. Book a free consultation with us today to learn more!
