5 Reasons Your Client Says No to Case Studies

5 Reasons Your Client Says No to Case Studies

5 Reasons Your Client Says No to Case Studies Getting a client to agree to participate in a case study can be a challenge. You know you need one because your sales team keeps bugging you for one, but you can't seem to get your client to agree. What's going on? Everything went well, the client seems happy, and it would be a great addition to your library of existing marketing collateral.  Below are five reasons your client says no to a case study. If you can tackle these reasons, you might just get that interview. The client thinks it will take up too much of his time. There is a good chance that your client is over-estimating how much time he will have to devote to the case study project. If you can convince him that his time commitment will be super low (20-30 minutes for a phone call and another 20 minutes in the next week to review his quotation, think about revisions, and...
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5 Ways to Use Case Studies in Your Marketing

5 Ways to Use Case Studies in Your Marketing

5 Ways to Use Case Studies in Your Marketing You’ve heard case studies are good for your company. You know they’re like testimonials on steroids that show readers your company’s ability to offer a valuable service. Case studies also give your prospects an idea of how your company operates and how it and its products or services can help them find a solution to a specific problem. You get that case studies can help a prospect understand the process involved in using your product or service. But how do you get them to your prospects? That’s an important question considering the effectiveness of a case study greatly depends on how well it is delivered to prospects. There are a number of ways you can accomplish this. Today, I will be discussing five ways you can get your case studies into your prospects’ hands. 5 Ways to Use Case Studies in Your Marketing Website A great location to store your company’s case studies...
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The Structure of a Customer Case Study

The Structure of a Customer Case Study

The Structure of a Customer Case Study The structure of a customer case study can take on many forms. I talked about this in a previous post, but I wanted to take it a step further.  There aren't any hard and fast rules when it comes to the structure and layout of a case study. In general, however, a case study contains a distinct beginning, middle, and ending. It's all about story. A good case study copywriter gathers information through research and client or subject matter expert interviews and weaves it into an engaging story. "Engaging", of course, is relative, based on the ideal client or prospect. The thing to consider here is: what is interesting to the prospect? This ties directly into the unique and urgent problem the prospect is experiencing, either in his company or in his personal life. A customer case study works well for both the business-to-business and the business-to-consumer markets. Everyone loves a good story. And using a story to share your company's capabilities can get...
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