Those who sell know that “warm calling” is the way to go. Unlike cold calling, warm calling typically involves approaching a contact of one of your existing contacts, making for a warmer introduction.
While it might be tough to get your case study requests to the very top of reps’ lists, Compelling Cases has seen several strategies that help ease the process.
Choose an individual who has an established relationship with the customer—like a sales or account rep, or reseller partner—to contact that customer.
Make it Simple for Prospects: Keep Case Studies with Product and Services Information on Your Corporate Site»
When a prospect visits your Web site to research a product or service, they should find all the necessary materials and links right on the main product page.
The case study process shouldn’t stop with approval. Establish a formal method of thanking customers for their time and willingness to share their success stories.
If you’re reaching out to small and mid-size organizations, using big-name case studies in your marketing and sales may not always be the best approach.