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Why don’t we use more case studies when selling?

case studies

 

Did you used to think that telling a new prospect how good your product has worked for someone else was showing off?

 

Well, throw that thought out of the window, and start remembering who has really benefited from your product and write them down!!

 

Something I’ve realised is prospects do actually like to hear about success stories. I used to think it was showing off, but if you know the prospect is going to benefit from the product, then why shouldn’t we let them know about other companies who have really benefited?

 

Which diet book are you most likely to buy:

 

The one with pictures galore of people who have lost huge amounts of weight?
The book where it doesn’t show you any pictures? But does tells you it 100% works?!
Well, myself personally, the one with the pictures, as it proves to me it works. It makes me believe in the diet and get’s me excited (I’m SOLD).

 

Just make sure the case studies are relevant!

 

I have heard some bizarre case studies and have pondered after the phone call why on earth they have told me that. Why tell an SME how well a PLC has benefited from your product? Obviously this is going to give the prospect some trust, but apart from that it’s just a logo on your website, we’ve all seen them and really have no idea if they do actually work with them, but it looks good!

 

Get the prospect excited to work with you. Telling someone how you’ve worked with Vodafone, isn’t going to excite a small 5 employee business. Telling a small 5 employee business how you helped a 7 employee business increase revenue by 52% in the first year of working with them, now that’s EXCITING!!

 

First of all you have to find out stats and figures from your current customers on how successful it has been working with you, but that is also going to excite them so it’s aWIN WIN.

 

You have current clients who look at the stats and go WOW, and you also have excited prospect’s going WOW!

 

New revenue from new prospects and continued revenue from existing customer…………

 

USE CASE STUDIES!!

 

 

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