I’ve been working with group of engineers on a website project that includes rewriting their content. I’m trying to make technical language accessible; they’re stuck on engineerspeak. Happily, we’ve been able to compromise!
We’re developing case studies that clearly demonstrate how they’ve helped their clients automate processes that save money, eliminate waste and grow their businesses. A company that’s been around for more than 20 years with an impressive client list of big brands, including Tesla, they’re competing in today’s red-hot robotics market.
Building trust through real-world examples
A case study showcases how you work with your clients. It’s a chance to demonstrate your problem-solving skills, breadth of experience and efforts to go the extra mile to make sure your clients are happy. Convey credibility by highlighting a real company with real metrics. If the information is confidential, describe the company without using its name.
These days, good marketing tells a story
One thing that hasn’t changed is that when it comes to marketing and sales, it’s still all about relationships, and we need to reach our audience on a visceral level. Speak to the pain—the real-time challenges. Showing how your services helped another company is a powerful way to connect with a potential new one.
Case studies follow a formula
A case study follows the traditional story format. You should be able to do this in a few hundred words. Include a client testimonial for additional validation. Include the following:
- Company introduction
- The problem/challenge
- How they found you
- What you’ve done to solve the problem
- Successful conclusion
Look for ways to get more exposure for your case study
Of course you want to post this to your website, hopefully to the Case Studies section, but look for other ways to position case studies to help tell a story.
- Add client recommendations to your Testimonial page.
- Search your website for appropriate places where adding a call-to-action (CTA) to view your case studies is relevant.
- If your homepage has marketing modules or banners, swap these out on a regular basis with a headline and link to your case study page.
Sales collateral and event handouts
Include case studies in any print or online sales and event collateral. Tailor these by industry to help customize your content. Keep them short and accessible. Use a testimonial as a pullquote/graphic for visual appeal. If you’re participating in an event or trade show, prepare a few case studies as handouts.
Add a case study to your email signature line!
Okay. How long has it been since you took a look at the stuff that lives below your signature on your email? Think about using this space to feature a case study. Something like “Read about how we helped our engineering clients increase their 2018 revenue” and include a link.
Considering a video?
Videos enhance SEO and millennials love them. They’re particularly effective when used as testimonials.
Having trouble developing your own case studies? Let me help you develop stories for your marketing program.