Case studies are a great way to prove the value that your services or products can deliver.
Good case studies tell a story. They show how you met a client’s needs and helped them meet their goals.
Here are tips on how to make your case studies a powerful asset in winning new business.
1. Write a case study for each of your key markets and product/ service category
Ideally you want one story (at least) for each sector and application. New prospects want a supplier who has experience and is tried and tested. Case studies represent a quick and simple way of proving that you qualify.
You can use your case studies on your web sites and as PDF attachments too, within your sales process. Also, it offers interesting news material, for your web site, blog – and with the press too.
2. Include the numbers
For credibility, you want to include performance details. Statistics to show what was happening before your solution was applied, and then after.
Ideally, you want some general industry statistics that show that this is a wide issue, shared by other companies too.
Then you require ROI (Return On investment) stats to show the impact of your solution. Where these number don’t exist, we can usually work with the client to analyse ROI. This can include cost savings, payback period and other parameters.
3. Get a testimonial
A testimonial by your client adds to the impact of the story. It also helps to secure their ‘buy-in’ and reinforces the client relationship further.
It’s also another opportunity to work with the client’s team, at a different level.
4. Appeal to different preferences for media
Words, pictures and moving images.
Whether it’s a written brochure-style PDF, a web film or infographic, you want to be able to appeal to the prospect’s preferred medium or media. Certainly a visual element is essential, to get attention and support the written material.
We can generate film and graphics and also arrange site or personnel photography. We can also work with your agency and in-house teams to produce eye-catching material.
5. Renew and refresh
Case studies need to be current and relevant.
So it’s good to keep a readily accessible library that can be revisited at least annually. You can include updates, such as service changes too
Contact us for further information – www.casestudiesroi.co.uk