Articles

Making the Case for Case Studies

The purchasing process is usually lengthy, with many individuals involved.

 

It is a major investment they are looking at making. Deciding which product or service provider to go with to solve their unique challenge(s) presents your potential customers with many factors that need answered.

 

ROI, implementation cost, implementation time, technical support, internal process improvement, labor cost savings, material cost improvement, customer satisfaction …

 

One factor that plays an important part in the decision is how well others have been served by your product or service.

 

What better way for your prospects to get that answer than from none other than your satisfied customers themselves? Let your past customers sing your praises.

 

Actually, the old saying that word-of-mouth advertising is your best advertising, still carries a lot of weight. That principle may never go out of style.

 

This is where the case study comes in.

 

These success stories present a concise but detailed timeline of what your customers had to overcome, possible alternative attempts, and finally choosing you as their knight in shining armor. The story ends happily with a description of the positive results obtained by the implementation of your product or service.

 

People just love a good story, whether that story is real life or make believe.

 

Telling the real life story of how you came to the rescue by helping others out of a jam is not only a positive experience, but can also plant seeds in the mind of the reader, just how you can save them from a similar bind.

 

It’s one thing to learn the nitty-gritty details of your offerings by reading your white papers, technical spec sheets and others. These all play an important part of the decision process for the many folks involved. These items fulfill the technical side of the decision.

 

Even though your solution looks to be the absolute best fit for your prospect, the success stories, these case studies, help in a large way to reduce doubts about the effectiveness of your product or service. With these doubts removed, these successes can be the tipping point in the decision coming your way.

 

How?

 

By easing the minds of potential buyers because they see real life examples of your offerings at work. It is the next best thing to actually implementing your solution without making that decision yet.

 

Credibility is generated by testimonials when looking at making a purchase.

 

But, case studies are ramped-up testimonials that go much further by answering several potential questions that your prospects have.

 

Let your success stories transform your prospects into positive leads and more customers.

"One factor that plays an important part in the decision is how well others have been served by your product or service."

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© 2019 Duane A. Sipe