Write your first B2B customer case study

 

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I have been working on some B1B business building projects, and am thrilled to now announce the first one:  write your first B2B customer case study, an online course dedicated to disseminating B2B knowledge.   B2B customer case study writing is perceived to be complicated and at times time-consuming. There are more than one element to work on – customer relation, creativity, interviewing, presentation and all these elements look to be of a diverse nature.

Learning about each of these elements and mastering them is time-consuming.

Creating case studies isn’t like writing a college business report. It isn’t like writing a blog post, white paper or research report, either. A case study needs to breathe life, have a story behind it and show—­­not tell—­­potential customers why your product or service solves a real problem. In short, building a case study that converts is as much an art as it is a science.

This course will teach you both – arts and science with this skill.

This course will take you through the exact steps you need to take to get your first customer case study quickly.

Click here to go to the course.  

Trust is the key to B2B sale 

Due to the accountability that constrains most B2B buyers, trust and security are key issues.  No B2B buyer wants to risk his or her livelihood or reputation buying an unreliable product and service.  This makes emotional issues such as trust and security absolutely critical.  This, in turn, places great emphasis on brand, reputation, case studies which convey reliability and consistency over the life of the product being purchased.

Tools and techniques for building trust 

You believe your product offering improves the user experience, engagement, and revenue for your customers.  But how can the prospect believe that statement? You need to show it’s true using a real-life example of an existing customer.   The case study will tell the facts of what we did for the customer and the actual results he saw.  As a marketer, one of our biggest goals is to build trust. There are many ways you can work to build trust, but marketing case studies are the best way to prove that your efforts drive results.

What you will learn 

The obvious outcome of this course is – your first B2B case study, in a more efficient manner, that doesn’t distract you from your core focus on business.

This happens with the least amount of investment in terms of your time and resources.

If you are an entrepreneur or a freelance service provider for B2B clients, this course would lead you to have a collection of case studies showcasing where you excel and what expertise differentiates you from competitors. All this would mean more lead conversions, more sales closing, shorter sales cycles and more business for you.

If you are a b2b marketer, this course would give you an edge to understand how to build a B2B customer case study and how to make use of it in the best interest of your sales goals.

Click here to go to the course.

 

I will also keep you informed as my other  B2B projects develop, and will keep looking for ways to support all of you in your B2B business building.

 

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6 Different ways to make use of a customer case study

8. how to use a casestudy

Most B2B companies have one or more case studies in use.  The power of the case study is simple to understand.  There can’t be anything else more persuasive than reading how a company has helped someone just like you. And helped them so much, they’ll sign up to tell the world about it.

Case studies are versatile and can be used in more than one way.  Six major ways in which you can use a case study are –

On your website

Ideally, your case studies can be accessible directly on your homepage, with some popup option based on the prospect’s interest. Or, at least you can try to place it in a way that prospect  can find it within 2 or 3 clicks.  You can feature your case studies on your homepage or any other page with higher traffic.  Case study on your website can help you capture leads by placing it behind a marketing form and including a CTA.

With a sales team

Your sales team is the front line of the company.  They can add many ways to increase sharing of case study among prospects. Your r sales team can add links to relevant case studies in their email signature.

Social media

You can  share your case study on relevant social media including  Twitter, LinkedIn and Facebook. You can also  use social ads to drive traffic to the case studies.

At conferences and events

A nicely designed printed case study document catches attention. You can hand them out at events, tradeshows or speaking engagements.

Publicity

You can do a press release  of your case study , if  your clients is ok for it. You can also pitch your case study to relevant media companies, who may like to feature your client.  Media stories will also help boost your search engine ranking.

Within the client’s network

You can ask your customer to share the case study with their network. Since this is a jointly created content, the customer will be happy boost it.

How do you decide on where to use a case study? In an early stage (upto product-market fit), you want to keep overhead at a minimum and managing multiple channels creates overhead.

The guiding factors as to where to use a case study would be the stage of your business building and of course your target audience.

B2B marketing case study – the ultimate weapon for social proof

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Case studies offer an in-depth, insider view into how a particular customer successfully engaged with another company’s product or service.

Most B2B companies have one or more case studies in use. So, case study is not a new invention or something that businesses have used only in recent time.  Case study has always been there;  though some may not find it glamorous. However, it is popular for one basic reason and the reason is – it mostly always works.

The power of the case study is simple to understand.  There can’t be anything else more persuasive than reading how a company has helped someone just like you? And helped them so much, they’ll sign up to tell the world about it?

Case studies are like branded storytelling that brings your company value to life through the experience of an existing  customer.

The content that you put in a case study, in terms of format, text, images, quotes of customer can have a huge impact on how effective your case study would be.