Feedback Form
Home Features Mastermind Forums About Advertise Blog Network Contact Be An Author

3 Simple Steps to a Powerfully Effective Case Study

3 Simple Steps to a Powerfully Effective Case Study

When it comes to buying anything—whether it is a product or a
service—the first things we all want to know are “What can it
do for me, and how effective is it?” Then we want proof, right?

So how do you offer up the kind of proof that turns
tire-kickers into paying customers?

Well, the best way is with testimonials.

But if you don’t have those, or can’t use them in your
industry, the next best thing is a case study. And even when
you do have testimonials you can use, a case study offers even
more information. Plus you can always put the two together for
added punch.

Case studies are easy to write once you understand the basic
format. And they can be just a few short paragraphs, or a
full-fledged white paper up to about 18 pages long. Either way,
the same basic rules apply.

The best part is, the information I’m going to share with you
today can just as easily be applied to testimonials. And it is
the basis for most sales letters too...

How do you write case studies that make people buy?

It really isn’t hard. You just need to break it down into this
surefire formula.

**Problem (or Pain or Concern) + Solution = Results**

It’s that simple.

Let me show you what I mean...

I’ll use a short case study from one of my own client projects
as an example:

Step #1: Explain the Problems, Pains or Concerns

The idea here is to give readers an idea of why the client bought your product or
service. You want this to really hit home with the reader and get them
thinking, “That’s me!”

So the more you know about your ideal
clients—and their wants, needs and problems—the easier it’s
going to be to write a case study that connects with them.

Example #1: “Because of my outdoor industry background and
years of experience doing outdoor sports, MSR (a leading manufacture of outdoor equipment), came to me to write the sales
copy for their dealer workbook. At the time, they were getting ready to
launch a highly-innovative new Fast & Light backpacking
tent collection. And knew this was going to be especially
tricky because many of the new tent designs were WAY
out-of-the-box.

Some were oddly shaped, a few were floorless tarp shelters, and
one was a strange-looking single-wall design. Until recently,
most consumers thought fast & light meant bug-filled, damp and
uncomfortable (at best). But at that time there was growing
mainstream interest in reducing weight.

However, the company just wasn't sure how they were going to get buyers
interested in the new designs and keep them from ordering only
the more traditional-style tents—especially since tents take up
a lot of valuable floor space in a store.”

Step #2 Outline the Solution

Now, explain what you did to solve their problems. You don’t have to
go into every detail. Just show that you came up with a
well-thought-out solution to the problems and concerns you outlined above, and why you thought this would be the best way
to go.

Example #2: “After much discussion with their tent, sales, and marketing teams, I came up with a
sales angle that positioned the tents as steps in a ladder
going from more traditional, to hybrid shelter, to tarp-style
shelter. So if a buyer ordered the whole line, then customers
could choose the right balance of light weight and comfort for
them. And the store would have an option to suit everybody.”

Step #3 Spell Out the Results

This is the most important part. No one cares about what you do
near as much as they care about what you can do for them.
Show ‘em by explaining the great results you created for
someone else.

Example #3: “It worked like a charm. Their Fast & Light
collection quickly became the largest and most successful in their tent
line, and the Hub tents from that collection have become best
sellers. The company also went on to win numerous
awards including Backpacker Magazine’s Editor's Choice for two of their most
innovative (and weird looking) designs.”

Step #4 Make it Sell (optional)

Depending on how you use your case study, you could even put in
a quick pitch and call to action at the end. If you’ve written
it right your reader may be convinced to hire you to do the same
thing for them. You could throw in something like...

Ready to take your sales to the next level? Call me at
___________ to find out how I can help.

Or better yet, offer a link to more information in the form of a free report they can download in exchange for their name and email. That way, if they’re not ready to buy right then you can help them learn more—and stay in touch until they are.

That’s it. Done. Now post it on your Website. Add it to your
press kit. Or put it in the package you give to prospects. It’s
sure to add credibility and let people see the benefits of
buying from you.





3 Simple Steps to a Powerfully Effective Case Study - To learn more about this author, visit Stacy Karacostas's Website.

Like this article? Share it with your friends

Article Feedback
 Article Feedback No article feedback found.
  Leave Your Feedback
article feedback

Article Feedback
Cheryl Matthynssens

Cheryl is a life skills coach, licensed Chemical Dependency Counselor and a 20 year entrepreneur.  Cheryl's dedication to achieving a life of balance led to her expanding her teaching from the simple managing of life's daily challenges to adding financial well being as well.  A direct marketer with DrinkACT, she is gaining ground in the online community with her concepts of making sure business owners, entreprenuers and employees have well rounded life styles.  She opened up a small affiliate site - The Balance Guide-  to help others find resources for mental and emotional well being.  Visit Cheryl's blog to see more of the diversity beyond business she has began offering online at www.thebalanceguide.blogspot.com

- Visit Cheryl Matthynssens's Website


To learn more about the Evan Elite Author Program please contact us.

About The Author


Stacy Karacostas
(Visit Stacy's Website) Practical Marketing Expert Stacy Karacostas—author of the 2-page marketing plan workbook “Putting Your Business on the Road to Success”, and “The Small Business Website Bible”—specializes in taking the stress, struggle and confusion out of growing your small business. For more down-to-earth, business-building wisdom grab a copy of her free report “The 7 Deadliest Small Business Marketing Sins…Are You Guilty?” at http://www.7deadliestsins.com.

Stacy Karacostas is a Platinum author on EvanCarmichael.com
About The Author

View Author Blog
Marketing Junkie - Offers tips and strategies on how to market your small business.
Marketing Junkie
View Author Blog

View Author Video
Stacy Karacostas Video - Stacy Karacostas brings you another free small business marketing tip. This time Stacy shares important statistics on marketing through a recession or poor economy, and a few more reasons to keep your marketing machine cranking no matter what!
View Author Video

Free Downloads


Stacy Karacostas's

Complete
List Of
Marketing
Articles

Name
Email
If you enjoyed this article, get Stacy Karacostas's Complete List of Marketing Articles For FREE!

More Stacy Karacostas
How To Choose The Best Marketing Strategies For You
Dont Go There6 Small Business Marketing Mistakes to Avoid Like the Plague
Effective Small Business Marketing is About Building RelationshipsNot Just Making Sales
Seven Tips to Amp Up the Power of Your Marketing Copy
How to Get All the Clients You Can Handle Banging Down Your Door
8 Simple Ways To Start Writing
Market Your Small Business for Free by Harnessing the Power of Online Forums
Why Sizzling Hot Prospects Suddenly Go Stone ColdAnd What to Do About it
The True Cost of Free Marketing and How to Choose the Right Marketing Tactics for Your Business
How to Create an Offer Your Prospects and Customers Cant Refuse
Free Downloads


 
 
 


Evan Elite Authors
Staging Diva  
Jay Kubassek  
David Acheson  
Evan Elite Authors

Become An Author
Have you written articles that would be of value to entrepreneurs? Become an expert on our site by publishing them! Expose yourself to a wide audience, drive more traffic to your website and get more sales! Click Here for details.
Become An Author

Evan's Latest Video
Modeling the Masters: Learn the true secrets behind Walt Disney's business success factors & grow your company! Video produced by Phanta Media
Evan's Latest Video

Business Opportunities
"Learn straight from Evan how you can Make a Full Time Income (And More) from a Website"

How to Start An Online Business

Click Here To Learn More
Business Opportunities



Evan's Newsletter
Get advice & tips from famous business owners, new articles by entrepreneur experts, my latest website updates, & special sneak peaks at what's to come!
Name:
Email:
Evan`s Newsletter

Free Downloads
FREE Business Plan Template Icon FREE Business Plan Template
Quick Start Guide Icon Quick Start Guide
Selling Shovels Icon Selling Shovels
Sample Press Release Icon Sample Press Release
Host Beneficiary Icon Host Beneficiary
Free Downloads - Complete List

Entrepreneur Tools and Guides
Top 50 Business Plan Blog Posts for 2008
Top 50 Business Plans
Top Business Plan Blogs
 
Top 50 Social Entrepreneur Blogs of 2009
Top Social Business Blogs
Top Social Entrepreneur Blogs
 
Entrepreneur Tools and Guides

SEO For Africa
SEO For Africa
Rebecca Arthur Mankessim, Ghana,
Rebecca Arthur
Mankessim, Ghana
SEO For Africa

If I Were A Startup...
Gord Hotchkiss, $113k to $1.5 Mil in 5 years
Gord Hotchkiss
$113k to $1.5 Mil in 5 years
Robert Iachetta, $372k to $921k in 2 years
Robert Iachetta
$372k to $921k in 2 years
If I Were A Startup... - Complete List

Famous Entrepreneurs
Ralph Lauren, Polo Ralph Lauren
Ralph Lauren
Polo Ralph Lauren
Donald Trump, Trump Org.
Donald Trump
Trump Org.
Famous Entrepreneurs - Complete List

Entrepreneur Advice
Ask Michael Gerber, Reader Questions
Ask Michael Gerber
Reader Questions
Donald J. Trump, Trump University
Donald J. Trump
Trump University
Entrepreneur Advice - Complete List

Popular Articles
(Premium Authors)

     He Who Hesitates…waits…and waits…and waits…
By Mike Yates
     How often do You Think ‘Outside the Box’?
By Mike Yates
     How to Improve Your Time Management
By Mike Yates

Have A Suggestion?
Toronto Salsa Classes / Toronto Salsa Lessons Email us your ideas on how to make our website more valuable! Thank you Sharon from Toronto Salsa Lessons / Classes for your suggestions to make the newsletter look like the website and profile younger entrepreneurs like Jennifer Lopez and Sean Combs!
Have A Suggestion?

More Evan Carmichael
More Information