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What is a Case Study for Business

Case Study Definition

Case studies are used by businesses of all sizes as a valuable marketing asset to lend an air of authority, give prospects a glimpse of past and ongoing client success, and as a peerless sales empowerment tool.

Case studies break down a specific problem a client of yours had and displays clearly how your company or more specifically, your product, helped the client to overcome their problem.

Having specific quotes, situations, and examples is the most powerful support a sales person can have while closing a deal.

Writing a Good Case Study

Writing a good case study to use in this type of situation is as simple as breaking down the key parts: 1. Title/ One liner, 2.Case Study Overview, 3. The “Problem” 4. The Solution 5. Results

Writing a great case study is all about telling a great story. The case study should be used as a tool to help make your company look competent, capable, and like an expert at solving the problems faced by your clients.

And, most importantly, you want your prospects to read your case study and to be able to put themselves in the shoes of your client. This is where the importance of telling a great story in your case study comes in – it is much easier for prospects to imagine the situation when a story is laid out.

If you follow our structure you will be on your way to writing a great case study and telling a great story! Click here to read our full article on how to write a good case study for business!

How to Use a Case Study to Sell Your Product

When speaking with a prospect about the benefits of working with you and your company, you should always approach the opportunity with an arsenal of tools that will help you close the deal.

The case study is one of the most essential of these tools. Having a powerful case study allows a sales person to better connect with a prospect.

The sales person can use a case study to present specific problems that a client overcame with the help of the sales person’s product or service. Ideally, the case study represents a company similar to the prospect’s, with problems similar to the prospect’s.

As a sales person, in the prospecting process you should always be investigating your prospect’s pain points.

Have a list of specific questions ready to uncover problems your prospect may have that are similar to problems you have solved for your clients.

Based on the issues you uncover, you should refer to a specific story and supply a case study for the most relevant problem/solution you have available to the client’s issue.

Did you know: SuccessKit is a software that does this exactly. With SuccessKit sales teams can store and access specific stories in these scenarios, and then generate case studies for these scenarios.Click here to schedule a demo today!

Julian Lumpkin

Julian has focused his career on B2B sales and sales management, specifically bringing new technologies to market. After years as an elite sales rep, he began leading teams, specifically focused on coaching sales reps on how to be direct, credible, and respected throughout the sales process. Julian conceived of and designed SuccessKit when running an 18 person sales-team at Axial, a b2b startup, as a way to help sales reps have better conversations by utilizing customer success examples and other content more effectively.

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