Blog Layout

Using customer case studies to build credibility and attract new sales

October 21, 2013

sheree

Case studies can be a powerful marketing tool when trying to attract new sales leads to the business, demonstrating your business capabilities and skills to potential new customers often looking for similar services.

A recent report highlighted the importance of building credibility through the use of case studies, with 48% of B2B companies say customer case studies play a role in their decision-making process.

What makes case studies so attractive to marketers and B2B prospects is that they're based on real-life, real business experiences. Case studies are credible, third-party endorsements that carry a high degree of believability. That gives case studies a big advantage over traditional advertising, which are often view with a high degree of scepticism.

If you’re unsure of where to start with writing – or even filming – a case study to build your sales resources, below is a fairly typical case study outline that can be applied in 95% of product or service based case studies to the best advantage.

The Challenge : Begin your case study with the challenge the business was facing – what was the issue that led them to seek your product or service solution. Be highly descriptive, so potential sales leads can identify with the initial problem.

The Solution : What did you do to help your client and why did they choose your solution. Highlight why your solution was chosen to be the best fit for their business and include a description of the solution they chose.

Approach: Specifically, what did your company do to overcome the challenge and offer a solution. The more detailed you can get the more credibility you earn with your reader. casestudy

Outcome : Include specific improvements and advantages your client experienced – where possible, include sales figures, increased productivity savings, anything that can help to highlight the point – your solution saved this company money or drove sales.

Done properly, case studies can be a powerful part of your sales and marketing programs

< Older Post Newer Post >

KEEP IN TOUCH

Contact Icon Visual Marketing today on 1300 138 984 or fill out our

online enquiry form to start your journey to business growth and prosperity.

ENQUIRE NOW

How to keep marketing in uncertain times

By Joe Papadatos • August 4, 2023

Companies are tempted to cut budgets during uncertain times but it’s imperative to keep investing in marketing with companies like Icon Visual Marketing.

Image showing a row of people standing against a window all on their mobile phones

What is paid, earned, shared and owned media?

By Erica Williams • February 8, 2023

Media is complex. Much more than it used to be. Since the dawn of the internet and rise of social media, the number of media options has exploded. For a marketing manager, they are like pieces of a puzzle, interconnecting and working together. So, how does a marketing manager make the pieces form a nice, big, beautiful picture, to successfully stand out not only amongst the competition but above the vast array of media noise? American digital marketing expert, Gini Dietrich, identified four types of media: Paid, Earned, Shared and Owned. She called it the PESO model . Here we look at the four types of media. We describe and analyse each one and discuss how they all fit together.

Image of glass plaque celebrating 20 years in business

Icon celebrates 20 years in business

By Joe Papadatos • February 5, 2023

When we launched in 2003, the trend in agencies was to provide a specialist service, like creative or media buying. But we saw the opportunity to offer full-service marketing to our clients, taking the pain away from managing multiple agencies with multiple processes. We’ve chosen to continue to base ourselves in the Macarthur region, moving to Campbelltown in our current office nearly six years ago. This has enabled us to build strong working relationships with many companies in our region including property developers, builders, manufacturers, local Councils, venues, and many more. We’ve also worked with loads of companies outside the region which is becoming so much easier with the aid of technology. We’re not just suppliers, but genuine business partners. I’d like to thank the many clients I’ve worked alongside in the past 20 years and look forward to continuing many of those relationships.