Ideally, customers do research before they dive head first into purchasing a product or service. And ideally you'd like them to look into multiple options including your solution before buying from a competitor. One way you can use to set yourself apart from the competition is by proving that your solution is successful and effective. Case studies provide definitive proof that your offerings are successful as well as meaningful to current customers. They can be the catalyst a customer needs to purchase from you over the competition.1
Here's how to transform your case studies into effective lead generation tool:
- Put the results first - explain what your solution accomplished to entice viewers to read more
- Include the numbers - get specific with your results, right down to the dollar value to establish credibility
- Testimonials are powerful - quotes from the customers add a storytelling element to make it relatable
- Make it pretty to look at - utilize visual content to communicate important points, such as graphs, tables, images, and in some cases video
- Give them something to do - provide contact information or embed an online form submission within the case study2
Some examples of effective case studies that we found interesting are:
- IBM's case study about AMD
- Cisco's Talbots case study
- A collaborative case study between VMware and CenturyLink3
A few ways you can showcase your case studies is through your website, where you can dedicate a page to them. Another option is to feature a select few on your home page. You can always write blog posts about your case studies, or transform them into creative videos. Some people are more likely to watch a short video than read a lengthy case study.4
Contact resellerCONNECT's marketing experts to learn how we can help create and produce case studies as well as help promote them. Send us a message or call us at 800-500-3501.
Stay tuned for next month's post where we'll talk about how webinars help generate leads
