Case studies are a highly-effective marketing tool for your products or services. You take a success tale where your company’s products or services offered a successful option for among your customers – and also write a 1-to-5 page summary of just how you had the ability to resolve your client’s trouble. In doing so, you demonstrate the value and also effectiveness of your service or product solutions.
Possible customers are starving for this sort of info. A success tale with a previous customer offers proof of the worth of your product and services. The possible customer wishes to know exactly how your product and services can address their troubles also. A study might make the difference in persuading a potential customer to do service with you.
That’s why it’s best to use a Reader-Centered Approach to create your study. With this technique, you create your success story from the point of view of the viewers – that is, the potential client – that will certainly read the case study.
What Is Your Market?
First, specify your market(s) for the study. Which customers, in which markets, are you attempting to excite with your success tale? Will your study be a basic case study about your help to a huge, top-level business or organization? Or will your case study target customers in a details market, or sub-set of a market?
It is very important to have both sorts of study. General case studies reveal the convenience of your company in supplying solutions to various, top-level industries, health centers, universities, government companies, etc. Market-specific studies allow you to target potential consumers within those same markets.
When you have actually specified the markets for your study, choose a success tale for a client business that attracts those markets. For example, if you are targeting modern clients with your study, select a success tale where you gave a remedy to a state-of-the-art client.
Who Is Your Visitor?
What placement will your viewers hold at the firm where they work? Are they the chief executive officer? The CFO? The Chief Technology Policeman? The Director of Service Procedures? The VP of Sales as well as Advertising?
Ask yourself, who have you dealt with in the past? Look at the client company that is the subject of your case study. Who did you work with there? Which executive or supervisor made the initial phone call to involve your company? That decided to get? This very same sort of execs as well as managers at other firms will be individuals that will certainly read your case studies.
One technique I’ve discovered is to go to your customer firm’s internet site and read the short biographies of the execs as well as managers that you will discuss in the event research study. It’s possible that readers of your case study will certainly have comparable histories, responsibilities, and duties.
What Does Your Visitor Know?
How familiar is your reader with the standard ideas of your service or products? What do they know about the remedies you provide? What do they NOT know? How much will you need to clarify to them?
If your readers recognize your products or innovation, you probably will not require to discuss the standard principles. You can concentrate rather on the technological attributes of your product and services, and also exactly how those features supplied benefit the customer company.
If your visitors are Chief executive officers or various other executives, they will certainly be focused a lot more on the “bottom line” – the problems you solved for the customer, the cost savings, ROI, TCO, etc. You do not require to enter into too much technical detail. Yet watch out for presuming that a CEO or other exec instantly recognizes your services or products. You might require to explain some fundamental principles to them. Check out this case study assignment example by clicking on this link.
Once, a sophisticated exec returned a case study draft to me with a section deleted. He included a margin comment: “We do not require to describe this. Every person currently knows this part of the technology.”
I created back to him: “Everyone in your market knows this part of the innovation. However, we are targeting your sophisticated solutions to the organization’s Chief executive officers, realty execs, and also healthcare facility boards. They have no prior knowledge of this technology. Therefore, we need to clarify the principles to them.”