Increase Sales with Case Studies

      2 Comments on Increase Sales with Case Studies
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Case studies are an excellent way to profile your target customers while
demonstrating how you solved their specific business challenge. They
are often used by Sales to illustrate how an organization has helped
clients in a similar industry, size, or other relevant demographic. Use
our downloadable Case
Study Template
to save time & effort with building an
effective case study that can help you win more new business.

What is a Case Study?

A case study is a communication tool that outlines how an
organization solved a particular business challenge. Typically, case
studies include: the problem, analysis of alternatives, recommended
solution, implementation, and measurable results.

Case Study Best Practices:

  • Always base your case study on an issue that has a significant
    impact on your target audience. What are the problems that your solution
    solves?
  • Support your case study with hard numbers. Use charts, tables,
    figures or statistics where applicable to enhance your credibility, but
    don’t overload.
  • Avoid using proprietary terms or technical jargon.
  • Insert names, titles, and quotes from customers or partners
    involved.
  • Communicate both the expected and achieved Return on Investment.

Action Plan:

  1. Profile your Target Customer – every organization
    finds a sweet spot in the market that is particularly suited for their
    products/services. This demographic may be based on Annual Sales, or
    industry, or any other relevant characteristic. Identify a prototypical
    customer who had a very strong need for your solution.
  2. Contact & Gain Permission – contact your target
    customer and ask them if they would be willing to work with you to
    complete a brief case study. They will need to provide you with a quote
    or testimonial and/or act as a reference.
  3. Develop a Case Study Template – you may wish to
    build more than one case study, so keep them consistent. Use Demand
    Metric’s downloadable Case
    Study Template
    to quickly format your case study.
  4. Complete & Sign Off – complete your case study
    and send a proof to the profiled customer for sign off. Never post or
    distribute a case study that has not been approved, as many companies
    restrict marketing collateral rights.
  5. Launch your Case Study – ensure your case study is
    easily accessible to your Sales, Management, or Services staff. Consider
    sending your case study out in a company newsletter (internal or
    external) or to potential prospects. Be sure to post your case study on
    your corporate website under ‘Customers’.

Bottom-Line:

Case Studies can be a very effective method for strengthening your
relationship with key accounts, and increase new sales. As these don’t
need to take a long time to complete, consider developing a different
Case Study for each business problem your solution can solve.

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2 thoughts on “Increase Sales with Case Studies

  1. Michael Fox

    Agreed that case studies are great if done well. We depend on a professional agency to run our case study program for us. The TDA Group has been doing these for more than twenty years and they really make the process easy for my sales and marketing teams. http://www.tdagroup.com

    Reply

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