June 18, 2009
Filed under: Sales Dish of the Day
Case studies are used as powerful sales and prospecting tools in virtually every industry. They provide the necessary proof that your company’s value claims are true and, therefore, it’s necessary for you to build a portfolio of promotions with which you’ve been directly involved. Here’s how: Choose convincing stories. They are those that represent areas of business you’d like to do more of and that have positive, measurable results you can share. Identify specific outcomes. Effective case studies, shouldn’t be complicated, but should address the problem, the solution and the measurable results achieved. Get your client’s approval. A “generic” case study is always suspect. Getting specifics and naming names lends credibility.
– From Advantages magazine