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How to Create a Great Client Case Study
| Guest post by: Jeff Ogden |
Article Overview: I’ve been researching a software company in Colorado. On their website, they had a few Case Studies“customer success stories.” But they were atrocious – simply shilling product.
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Free Download - Marketing Made Simple TV is looking for a few good sponsors By Jeff Ogden |
How to Create a Great Client Case Study
B2B Lead Generation | Using Customer Case Studies
The "Success Stories" at this company were more product brochure than customer case study. It was
clear to me that the person who created their success stories had no idea
what she was doing.
To help companies like this create better case studies, I decided to share our case study worksheet, so B2B sellers have
the tools to create good case studies. The key is using a systematic
approach and collecting the right information. Case studies are a very useful B2B lead generation strategy.
How to Create a Great Case Study
When desiring to create a customer case study, the best approach is
to interview the client using a worksheet like this. By collecting the
right information, you’ll make the creation of a compelling case study
much easier.
With your submittal, please provide as many images as you can, such as logos, executives, products, etc.
Section 1 – The Challenge
Fundamental Facts
Company Name ______________________________
Location ____________________________________
Industry ____________________________________
Annual Revenue _____________________________
Number of Employees ________________________
What did the client/customer/subject want (the challenge)? (Be specific)
______________________________________________________________________
______________________________________________________________________
______________________________________________________________________
Why does the challenge matter (the stakes)?
Stakes can be something positive – that you wish to attain, like
profits, savings, fame, etc. They can also be negative – a thing you
wish to overcome or avoid, such as costs, layoffs, taxes, pain, etc.
Ensure you clarify what the challenge means to the client.
______________________________________________________________________
______________________________________________________________________
______________________________________________________________________
______________________________________________________________________
______________________________________________________________________
Section 2 – The Solution
What exactly did our products/services do for/to address the client’s challenge?
The key here is to paint a very clear idea in the reader’s mind of
exactly how the client solved their problems using your company’s
products or services. This is where you tell the story of what the
client did.
______________________________________________________________________
______________________________________________________________________
Follow us at @fearlesscomp
Call us on (516) 495-9350
Email us at jeff.ogden@findnewcustomers.com
Visit us at http://www.findnewcustomers.com
We hope you found this worksheet helpful. We appreciate comments and those who share.
r
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Article Tags: b2b demand generation, b2b lead generation, btob demand generation, btob lead generation, demand gen, demand generation, demand generation companies, demand generation company, find new customers, lead gen, lead generation, lead generation companies, lead generation company, sales lead generation
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About the Author: Jeff Ogden RSS for Jeff's articles - Visit Jeff's website With 8 out of 10 companies saying the lack of quality sales leads is their biggest problem, they need help. SiriusDecisions also found that fewer than 1 out of 10 companies that implement lead management software went beyond the basics. They need help. We help companies implement world class lead generation programs. Companies need quality sales leads, so they need sales lead generation programs including social media marketing. They need to implement lead nurturing programs. We are considered one of the best leads generation companies in business today. Click here to visit Jeff's website   How to Find New Customers 7 Keys to Lead Nurturing 7 Keys to B2B Marketing Succes Definitive Guide Making Quota |
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