How to Create a Great Client Case Study

Guest post by: Jeff Ogden
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Making a Marketing Reality Check - By Jeff Ogden

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.

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Jeff Ogden (@fearlesscomp) is President of the B2B lead generation consultancy, Find New Customers. Find New Customers helps companies dramatically improve revenue results by transforming the ways they attract and earn the trust of prospective customers. Contact Find New Customers by calling (516) 495-9350 or sending an email to sales at findnewcustomers.com.

Find New Customers helps companies (with between 150 and 5,000 employees who sell complex products to businesses) to implement world-class lead generation programs. As companies struggle to create quality sales opportunities, they turn to lead generation companies like Find New Customers.

“If more companies listened to (Find New Customers) a lot more would be sold.”

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Making a Marketing Reality Check - By Jeff Ogden

About the Author: Jeff Ogden

RSS for Jeff's articles - Visit Jeff's website
Global leader for General Electric for The Pedowitz Group. Also the host of the B2B marketing show, Marketing Made Simple TV. We help companies rapidly grow revenue by transforming the ways they attract, engage and win new customers.

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.

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