Case Studies

Case studies are highly effective in B2B marketing. In addition to giving your readers an incredible testimonial, case studies allow you to tell an engaging story about your products and demonstrate ROI potential. In fact, 79% of technology purchasers feel that case studies are moderately to extremely influential. When compared to other collateral types, respondents ranked them as second-most influential after white papers. (2009 B2B Technology Collateral Survey Report, Eccolo Media) Specifically, case studies increase sales by:

• Injecting life into your product or service, giving it meaning in the mind of your reader. GPS software isn’t just GPS software. It’s an efficiency- and productivity-enhancing tool that saves money and makes life better for its users.
• Giving authenticity to your marketing with real quotes from real customers.
• Highlighting credible and measurable results. If you present a high ROI, the numbers will sell your product.
• Conveying the experience that your prospects want for themselves. After all, you’re selling an experience, not a box of software or other canned product.
• Addressing and countering your prospect’s concerns. Tell the story about how your existing customers overcame those objections.
• Connecting your prospects with your customers (through the page) so they can learn about new and undiscovered uses of your product.

It’s because of these compelling reasons that I love to write case studies. You secure a customer who’s interested in participating, and I’ll do the rest. I’ll interview them, write the draft, route it for approval (from the customer and you and your colleagues). I’ll even contact your existing customers to solicit their participation in case studies. Contact me today to get started.