No matter how upfront you are, buyers don’t generally just “take your word for it” when you explain to them why you’re the best consultant to meet their needs. They want cold, hard proof of your skills and abilities.
Enter the case study.
While case studies certainly can take some time and effort to create, it’s a worthwhile investment when you consider the benefits.
For instance, case studies are a powerful way to answer the most important question swimming around in your prospect’s head – i.e. “Can this consultant really get the job done?”
In addition, once you create one case study, you can use it many times over and in many different scenarios, such as in sales presentations or on your website.
What are some essentials each case study should include? If you follow this simple format of essential elements, it can make writing a case study less daunting:
Essential #1: The Introduction
Include some basic information and any important details to note in the beginning of each case study about your business, the client, and the industry they operate in.
Essential #2: The Problem
Be as specific as possible when you detail the problem that your client was facing. In addition, explain why it was important to solve the problem. For instance, would they have faced a compliance fine or lost revenue if the issue went unresolved?
Essential #3: The Solution
Describe – step by step – how you went about solving the problem for your client. Here’s where it pays off to go into detail about service approaches and methodologies.
Essential #4: The End Results
Define the results you were able to achieve for your client. Be as specific as possible, especially when it comes to financial results – that means including percentages, statistics, and dollars.
Beyond dollars and cents, also offer any detail about more abstract benefits you were able to deliver to your clients; for instance, peace of mind or more time to focus on other priorities.
Finally, before you even begin writing the case study, make sure you ask your client for permission ahead of time. Typically, clients don’t have a problem, but it’s wise to ask first. You can also ask if they’d be willing to provide you with a testimonial for the case study, which would strengthen it even further.
At the end of the day, effective marketing is about educating your clients – and case studies are a powerful educational tool you can use to showcase your level of expertise.
Need help writing yours?
Contact The Clever Consultant. Our copywriters have years of experience crafting engaging content for a variety of marketing materials, including case studies.