If you have great relationships with satisfied clients and you're not turning these into Case Studies, you're wasting an opportunity to beat the competition.
Over 70% of decision makers look for case studies in potential new suppliers.
And what's more they're easy to do - just contact me and I'll help you.
Sales campaigns and new business drives are business as usual constants nowadays.
But ask any salesperson, and they'll tell you just how hard and demoralising it is to get a buyer's attention, it’s why the turnover of cold call sales executives is high.
Customers are stressed out with so much noise and distraction in the market, and most cold sales approaches are about as welcome as a French kiss at a family reunion!
The last thing anyone wants is an email or phone call from someone trying to sell them something - even if it might be the answer to their prayers.
So smart companies give their salespeople a Reason to Call.
And a new case study is great reason to make contact with target customers.
‘I thought you might like to see our new case study about how we helped company X ….’
It's the reason salespeople always ask for case studies!
But here's the double whammy dilemma.
I don't want to throw salespeople under a bus, but they always want case studies without ever proactively offering one up from their recent successes.
And just to add insult to injury, marketing managers find case studies difficult to create.
Previously willing customers suddenly stop responding to emails, or it’s not a good time to contact that account just now, because guess what … the relationship has suddenly taken a turn for the worse.
So what happens next … yep … the marketing manager quickly files the idea in the too hard box, and focuses on something easier.
It's called the Pleasure Principle - a term originally used by Sigmund Freud to characterise our tendency to seek pleasure rather than pain.
Shall we pop out for a quick drink, or mop the kitchen floor? The drink wins every time!
Managers go to great lengths to avoid the pain of case studies, which should ring alarm bells because they are one of the most effective tools in winning new business.
As mentioned, over 70% of buyers say it’s one of the first things they look for in a new supplier.
Don't despair though - help is at hand.
I specialise in case studies, and once you've introduced me by email to your customer, I'll take it from there, setting up calls and creating the content - and it won’t cost the earth either!
So don't put case studies in the 'too hard 'box - give me a call and we’ll plan a way forward.
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