How Case Studies help you turn prospects into loyal clients
Part of being a service provider means that some of your time – in fact, a good deal of your time – will be spent trying to convince people to hire you. You can’t turn every person you meet into a client. That’s just impossible. But there are ways to make yourself stand out, put yourself at the top of a warm (maybe even hot?) prospect’s list, and get hired. One of the best ways to do that is through case studies.
Whether you’re a startup or a well-established company, prospects usually don’t know what you do. Well, let me take that back. They might know what you do and who you serve. But they may not know how good you are at what you do, how you take complex problems and solve them beautifully, and how your work contributes to your clients’ success.
A case study can make it easier to explain what you do and why you’re so good at it. By telling the stories – which is really what case studies are – of what your clients’ problems are, why they came to you, how you solve their problems, and what the positive outcome was – you move yourself much closer to being hired. Your prospect moves closer to saying, “This is the person we want. This is the service provider we need.”
I don’t believe there’s a one-size-fits-all way to put a case study together. But I do know that there are some really important components that every case study must have in order to be interesting, informative, and convincing. I’d really like to stress the convincing part because that’s what you’re essentially doing in a case study: you’re convincing a prospect to hire you.
To get an idea of what you need in a good case study and an example of one I put together with a client, watch this video:
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