{"id":3395,"date":"2021-02-12T15:29:05","date_gmt":"2021-02-12T15:29:05","guid":{"rendered":"https:\/\/beedigital.marketing\/?p=3395"},"modified":"2024-03-25T15:36:48","modified_gmt":"2024-03-25T15:36:48","slug":"how-to-create-powerful-case-studies-that-fatten-your-sales-pipeline","status":"publish","type":"post","link":"http:\/\/beedigital.marketing\/how-to-create-powerful-case-studies-that-fatten-your-sales-pipeline\/","title":{"rendered":"How to create powerful case studies that fatten your sales pipeline"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"3395\" class=\"elementor elementor-3395\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-39947a3d elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"39947a3d\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-7b117b37\" data-id=\"7b117b37\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-266ca633 elementor-widget elementor-widget-text-editor\" data-id=\"266ca633\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.23.0 - 05-08-2024 *\/\n.elementor-widget-text-editor.elementor-drop-cap-view-stacked .elementor-drop-cap{background-color:#69727d;color:#fff}.elementor-widget-text-editor.elementor-drop-cap-view-framed .elementor-drop-cap{color:#69727d;border:3px solid;background-color:transparent}.elementor-widget-text-editor:not(.elementor-drop-cap-view-default) .elementor-drop-cap{margin-top:8px}.elementor-widget-text-editor:not(.elementor-drop-cap-view-default) .elementor-drop-cap-letter{width:1em;height:1em}.elementor-widget-text-editor .elementor-drop-cap{float:left;text-align:center;line-height:1;font-size:50px}.elementor-widget-text-editor .elementor-drop-cap-letter{display:inline-block}<\/style>\t\t\t\t<p dir=\"ltr\"><strong>I\u2019ve lost count of the amount of B2B case studies I\u2019ve written and edited (let alone read) over the last 10 years, including award-winning case study submissions.<\/strong><\/p><p dir=\"ltr\">The case studies have spanned multiple industries &#8211; from the biggest tech giants to cottage industry SMEs and everything in between, including the education sector.<\/p><p dir=\"ltr\">Every case study reveals different business models and budgets, but they all have the same goal: to showcase massive success.<\/p><p dir=\"ltr\">But not all case studies are created equal. It\u2019s true to say I\u2019ve read some shockers.<\/p><p dir=\"ltr\">The worst offenders &#8211; by far &#8211; represent nothing more than lazy sales-brochure fluff.\u00a0<\/p><p dir=\"ltr\">For customer-centric businesses and brands who nail lead nurturing though &#8211; <strong>case studies can be a lucrative weapon in their marketing arsenal.<\/strong><\/p><p dir=\"ltr\">So what makes a case study with sales-driving clout?<\/p><h2><strong>Sack-off the sales spiel<\/strong><\/h2><p>First and foremost &#8211; avoid those pointless lists detailing features and functionality.<\/p><p>Dressing these up using bland stock images or fancy graphics and icons won\u2019t cut the mustard either.<\/p><p><strong>No one wants a sales pitch.<\/strong><\/p><h2><strong>Create a s<\/strong><strong>olution-focused story<\/strong><\/h2><p>Okay &#8211; so if you\u2019re not selling, what are you doing?<\/p><p>The answer is you&#8217;re solving&#8230; and you\u2019re storytelling.<\/p><p><strong>The best case studies underpin the need to solve a customer\u2019s problem with good old-fashioned storytelling tactics.<\/strong><\/p><p>Think main character (that\u2019s your customer &#8211; not you), a problem or challenge that needs overcoming, a hero (now you can start talking about how your product\/service stepped up the challenge and why your customer chose you over another) and finally a happy ending (your customer has now solved their problem).<\/p><p>Lots of brands are slowly getting the hang of storytelling in their content marketing but often neglect to adopt the same strategy in their case studies.\u00a0<\/p><h2><strong>Customer<\/strong><strong>-centricity wins<\/strong><\/h2><p>Place the customer in your case study at the very heart of the whole thing.<\/p><p><strong>You need to make that customer\u2019s story resonate with as many prospects as you can.<\/strong><\/p><p>Remind prospects how they are likely to face the same challenges, obstacles and pain points as that particular customer by showing in-depth awareness of the education landscape.<\/p><p>Your knowledge of the industry, any research you\u2019ve conducted and all the anecdotal feedback you\u2019ve garnered should feed into this.\u00a0<\/p><h2><strong>Dig out the data<\/strong><\/h2><p>Your case study might have done a great job in answering how your product\/service solved a customer pain point but the icing on the sales cake is if you can incorporate some well-placed stats.<\/p><p>Prospects in the deliberation stage of your sales funnel want to know about results.<\/p><ul><li>How much money does your average customer save?<\/li><li>How much could you improve students\u2019 grades by?<\/li><li>How much time can you save teachers every month?<\/li><li>What percentage of headteachers would recommend your product?<\/li><li>What impact has your product\/service had?<\/li><\/ul><p>A picture might paint a thousand words but when it comes to marketing to schools, <strong>budget holders want cold, hard data<\/strong> to back up your claim so get specific.<\/p><h2>Leverage case studies across multiple channels<\/h2><p>Ok so you\u2019ve got your awesome case study and most likely uploaded it to the \u2018case studies\u2019 section of your website where it will sit and wait for prospects to root it out for themselves.<\/p><p>Or &#8211; you can use it as <strong>valuable sales enablement training for your sales team<\/strong>, repurpose sections into social media posts and videos that drive greater engagement, create a customer advocacy programme, enter industry awards programmes, use it to secure investment\u2026 the list goes on.<\/p><p><strong>Stop thinking of customer case studies as just a \u2018nice to have\u2019 or a marketing bolt-on and start thinking of them as they truly deserve; a lucrative path to competitive advantage.<\/strong><\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>Are your case studies delivering more fluff than sales-driving clout? Start by sacking off the sales spiel and implementing THESE tips&#8230;<\/p>\n","protected":false},"author":24,"featured_media":7362,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"inline_featured_image":false,"footnotes":""},"categories":[155],"tags":[407,410,439,17,20,59,65,71],"class_list":["post-3395","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-marketing-to-schools-strategies","tag-case-studies","tag-case-study","tag-digital-marketing","tag-edtech","tag-marketing","tag-marketing-strategy","tag-sales","tag-strategy"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v23.0 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>How to create powerful case studies that fatten your sales pipeline - Bee Digital<\/title>\n<meta name=\"description\" content=\"Are your case studies delivering more fluff than sales-driving clout? 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