Stories that Sell Blog

Nuture Leads – Feature Customers on Webinars»

This morning, a perfect example of customer case studies in action arrived in my inbox. The subject line reads: “Webinar – How IGN Entertainment Increased Self-Service Rates to Over 90%. . .

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A No-Cost Teleclass for Case Study Writers»

Copywriters: Want to make more money with case studies? Then your stories HAVE to SELL. Join me on Wednesday, September 8 at 9 PDT/12 EDT for a no-cost, one-hour teleclass:. . .

Copywriters: Homework Makes You a Better Case Study Writer»

Today’s the first day back to school where I live. Neighborhood kids are donning their new backpacks, books and shoes. Homework isn’t just for school kids. Now’s the perfect time. . .

Customer References Trim the Sales Cycle»

Customer case studies pull major weight among your marketing and sales materials. But they are just one way that a customer can serve as a reference for a business. Customer. . .

The ‘Tell ‘Em, Tell ‘Em, Tell ‘Em’ Approach to Case Studies»

Ever heard this popular expression regarding presentations? “Tell them what you’re going to tell them. Tell them. And then tell them what you told them.” Or something along those lines.. . .

Customer Presented on Your Behalf? Do More with a Live Case Study»

This week, two PowerPoint presentations came my way. My clients’ happy customers had actually presented these decks in live case studies (either in person or on a webinar). How fantastic. . .

Case Study Copywriters: Where’s Your Cheat Sheet?»

Customer case studies just aren’t like other marketing projects. With a brochure, data sheet or white paper, marketing managers can usually mark the calendar for when to begin. But as. . .

Selling More to Current Fans with Case Studies»

You’ve probably heard most of these stats before. Current customers are significantly more valuable than new customers. Acquiring a new customer costs 5 to 10 times more than retaining one.. . .

3 Tips for Finding Your Next Case Study Customer»

Several times a week, an appeal for funds from a charity (or alma mater) arrives in my mailbox or inbox. The same organizations contact me over and over. It’s annoying,. . .

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86,552 Views of a Single Case Study»

For those who doubt the draw of a customer case study online, here’s your proof. One Microsoft case study, posted online just four months ago, has racked up 86,552 total. . .

SNAP

Today’s Prospects Evaluate You on These 4 Criteria»

Sales isn’t what it used to be. Prospects are more overwhelmed than ever before. They’re pulled in a dozen different directions at any time, challenging them to actually get anything. . .

Putting Social Media Theory into Practice – Learn from 171 Authors»

About three years ago, a conversation between an American and an Australian – who have never met face to face – planted a seed. The ideas of marketers Drew McLellan and Gavin Heaton. . .

How to Repackage Precious Case Study Content»

Picking up from my last post commenting on Hubspot’s “27 Marketing Lessons B2B Marketers Should Know,” here’s another tip from Hubspot that ties directly with customer case studies: “Content is precious. Repackage existing. . .

Customer Success Stories Show You Solve Problems for Customers»

Last week, the Hubspot blog ran a story with lessons from the MarketingProfs B2B Forum, “27 Marketing Lessons B2B Marketers Should Know.” I picked up some fresh new tips and. . .

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Teleseminar for Coaches, Consultants and Solopreneurs – Weds, May 19»

If you’re a coach, consultant or solopreneur, you’ll want to join this one-hour, no-cost call on Wednesday, May 19. You may be one of the most experienced professionals in your. . .

Customer Case Studies: The “Maybe” Language Legal Loves»

In the world of customer stories, “legal” just might be our arch nemesis. Where marketers look for strong, absolute endorsement statements from customers, legal reviewers at vendor and customer companies. . .

Radio Interview: The Why and How of Customer Success Stories»

This week I was honored to be interviewed by Wayne Hurlbert on his Blog Business Success radio show. Now on demand, the one-hour interview covers the role of customer success stories. . .

Getting Measurable Results on the Hard-to-Measure»

In customer case studies and success stories, specific results impress. But not every product or service is easy to measure. Coaches, consultants and other service providers, for example, often provide. . .

Audiocast on Demand: Best Practices of Growing, Wealthy Companies»

How do you grow a company that has value and wealth in the eyes of your customers, partners, and potential investors or buyers? At a recent event, I met Lisa. . .

How Case Studies Get Done – One Leg at a Time»

Ever played a carnival horse racing game? To get your mechanical horse to move forward toward the finish line, you have to roll a ball into little holes, hoping to. . .