Search Results for “case studies”
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Selling Deeper into Existing Accounts»
…a warmer introduction. Customer case studies can play an important role in warm calling, especially when you’re looking to sell further into an existing client’s organization. Many companies have multiple…
Biggest Names Not Always the Best, When Choosing Customers to Feature»
When choosing customers to feature as case studies, it’s tempting to name drop—to showcase only your biggest-name, enterprise customers. But if you’re reaching out to small and mid-size organizations, using…
Whatever You’re Selling, Details Sell»
…of the main reasons why case studies are so effective – details sell. When people are considering a purchase, they want as many details as you can give them. That’s…
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…
“Stories That Sell” B-Day – 2-Day Sale»
Happy 2012! The holidays are over but there are still great deals to be had – including one free audio class on case studies and half off anything in the…
Share Your Promo Plan with Customers»
…on a brainstorming call this morning with a client that’s trying to feature several big-name customers in case studies. The question: How does the client approach each of these customers…
Never a Better Time for ROI: A Primer on Getting the Numbers You Need»
…customer case studies. Return on investment details, or ROI, are so persuasive, but so hard to draw out of customers. Here are few tips for getting the numbers you need:…
Sales with Storytelling»
I just read Charles Brown’s new ebook, The Plot Thickens: Why Case Studies Create New Customers, How to Sell Your Products or Services Using Story-Telling Techniques. Charles, of Dynamic Copywriting,…
Editorial Style – What’s Yours?»
…a case study I created for a client. While the draft originally said “Smith” when referring to her, she preferred “Ms. Smith.” Since all the other case studies this client…
Don’t Miss This Social Media Event»
…Examiner. Since then, I’ve had the chance to feature social media case studies on companies like IBM, Domino’s Pizza and Avaya. But the Social Media Examiner site itself is one…
How to Keep it Real – Authenticity in Customer Stories»
…a close second. As managers and creators of customer stories, it’s our job to help keep customer success stories and case studies high up on that list of trusted sources….
Marketers Increasing Content Investment»
…marketing spending for 2009. Among their plans for 2009, case studies. Fifty-five percent indicated they would be investing in case studies among other tactics such as social media, blogs and…
How Much to Talk about Partners/Resellers in Customer Stories?»
This question has come up a couple of times lately in working with clients… How much should customer case studies and success stories talk about reseller partners? On the one…
The Case Study Ask: Five Things Your Customer Needs to Know»
The more facts you give someone, the better armed they are to make a decision – like when you ask a customer to be featured in a case study or…
The Art of the Anonymous Case Study»
…to publish a case study without a name. But a strong story can still be influential with audiences. When the call comes to write an anonymous customer story (or remove…
3 Questions to Capture Customer Emotions»
…of emotions customers experience. Quotes give you the perfect opportunity to showcase the human aspects of a customer’s journey. Check out a few quotes from actual case studies, showing customer…
When Securing Customer Buy-in, It Matters Who Asks»
…approaching customers about being featured in case studies. When it comes to your customer’s agreement to share their success story, the asker matters. Choose an individual who has an established…
When a “Dated” Case Study is OK»
…to show longevity or durability, go ahead and include dates. In that case, the older the date, the better. I just included an install date of 2004 in a success…
Dear Vendor: You’re Not Helping Me Buy from You»
…quality work? Don’t Compete on Price A vendor-produced customer case study gives a business the unique chance to showcase a customer’s positive experience – and answer the most common questions…
You Look Good When Your Customer Looks Good»
…a media interview or speaking engagement, others want the defined parameters of a case study, and still others prefer private discussions or networking with industry analysts and peers where details…
