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The Edge 365

New Thinking that Drives Marketing Results

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  • Jon Rivers

Why Are Case Studies So Successful in Generating More Leads?

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For marketeers, case studies have been a marketing staple when it comes to one type of content; companies should have easily accessible on their websites. They allow businesses to showcase how their product(s) or services have been able to solve a problem successfully at a customer. So instead of just talking about, they have real-life examples that future customers can relate too.

If you haven't embraced case studies, you're probably wondering, "Hmmm, how can a case study really be so successful in generating leads?". Good question, so let's answer that with reasons why:

#1: Allow You to Tell a Story

Case studies tell a story. Through that storytelling, you're able to show how your product or service is used. Without them, it can be a little challenging at times explaining what you and why a new customer should buy your product or services.

Stories are known to activate the brain and get people to remember what you're saying, thus allowing you to bring to life how your product solves a problem.

#2: The Focus on The Customer

Instead of focusing on you, case studies focus more on the customer's perspective and how they utilized your product. They allow you to explain the problem, the process to solve, and the benefits to the customer after the product was implemented from the customer perspective.

When it comes to the website, many partners, tend to talk too much about themselves, so case studies take the focus back to the experience of the customer. This allows future customers to relate better as they can expect similar results as the case study example.

#3: Shows Success

We have talked a lot about the benefits to show the benefits from the customer's perspective, but a case study shows that your product was used successfully. Prospects are always more interested in how your product solved a problem than listening to your talk about what it possibly could do.

Case studies add to your company's credibility.

#4: Leverage Your Customers Brand

When showcasing case studies, you now get the opportunity also to leverage the brand power of your customer as well.

#5: Little Investment

Compared to other types of content, case studies can be inexpensive and give you a better ROI. They typically take around 10 -20 hours to pull together. Now, if you are willing to spend some additional money, you can always look to turn your case study into a video as well. That's right; make sure to have both a written and video version of your case study if you decide to go down this path, so you give your prospects the options to consume your content.

#6: Unknown Advantage

When creating case studies, companies tend to learn more about their customers and products.

By learning more, you're able to take that information into your other marketing assets and be more in tune with what your customer are looking for.

After reading these reasons, we hope that you understand the benefits of why you need to have case studies on your website.

Contact us today at 617 256 6178 or click here to book a meeting to find out how you can turn one of your customers in a success story on your website.

About the Author

Photo of Jon Rivers - President of Marketing Monarchs

Jon Rivers – Jon has been recognized as a pioneer within the partner channel as a digital marketing expert for his leadership in helping partners develop social brands, marketing strategies, and content to drive successful marketing campaigns.

Before starting Marketing Monarchs, Jon spent many years working in the Microsoft Dynamics ERP ecosystem system. Jon serves on various boards, including Directions North America, IAMCP (International Association of Microsoft Channel Partners), and CMA (Channel Marketing Alliance).

When Jon is not busy running Marketing Monarchs, you can find him Co-Hosting Leadership Goes Beyond one of the fastest-growing virtual conferences for Leadership.



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