Pump Up Your Business By Exercising Your Case Studies These 15 Ways

by jdn74 on September 6, 2011

Before you say it, I know.  I’m sick of the number 15 too. So far we’ve covered 15 reasons why case studies are such effective marketing collateral and 15 formats that success story content can take.  And now, it’s 15 ways to pump up your business using case studies.

Are there any numerologists in the house that can shed some light on the significance of 15 three times in a row?

In any case, it’ll be retired to the Blog-Post-Title Hall of Fame after this entry is complete, I promise.  But since you’re already here …

Put Your Case Studies to Work:

 

Generating Leads & Driving Traffic

     1. Give browsers a reason to click through by making your case study an offer in your banners and other online ads.

     2. Build a bridge from your offline advertising to your website by directing viewers to check out your success story.

Assisting Your Sales Force & Channel Partners

     3. Use your success story as a handout at trade show events, or set up a display broadcasting video testimonials to draw people to your booth.

     4. Add credibility to direct mail materials by including one or more win stories in the package.

     5. It’s never too late in the sales process to utilize a customer testimonial. Why not put a success story right at the Point of Sale, either as a print or video display, or right on the packaging itself as an endorsement?

Educating Your People

     6. Whether you’re teaching internal procedures, or best practices for relating to customers, use the success story format to make the information more memorable and interesting for your staff.

     7. Put a face on all the facts and figures published in your annual report by adding case studies of your business successes for that year.

Starting a Conversation with your Customers

     8. Success stories are an effective means of entering into conversation with your customers.  One way is to run a promotion seeking their stories in the first place.  Another is to share an already published success with existing customers and ask if they can relate — are their experiences similar or different from your featured client’s?

Attracting Positive Attention

     9. A recent success story should be a feature element in any good press kit.

     10. Having trouble keeping your people on message?  Why not use a success story that reflects your desired talking points.  It’s easy for them to remember and to relate to others.

Recruiting

     11. Use an employee success story as a Job Fair handout to attract the best recruits.

     12. Whether you’re a trade association or a local gym, don’t underestimate the power of a customer story to drive home the benefits of membership at your organization.

Raking in the Dough

     13. Include one or more success stories as part of grant applications to demonstrate why you’re worthy of the award.

     14. If you’re raising money for a start-up or other venture, convince potential funders to back you by putting your successes front and center.  And if you don’t have any yet, use the power of story-telling to paint a picture for them of what such a success would look like and why you have the goods to deliver it.

     15. When responding to an RFP or placing bids on other projects, do more than just quote a competitive price — show why you’re the best company for the job by including a case study of the value you’ve provided previous customers. 

Well, that’s that.  Hope you had a relaxing Labor Day, as oxymoronic as that sounds. 

A comment form and share buttons await you below. Use them or lose them.

And don’t forget to tune in next week when I’m forced to generate a blog title that doesn’t include the number 15.  I was thinking maybe, “Walk Softly, But Carry a Big Shtick.”

…To Be Continued…

Leave a Comment

Previous post:

Next post: