Case studies and testimonials speed the sales process
Your past successes are often an under-utilized part of your marketing
By Dan Antonelli
Posted on Tuesday, August 30th, 2016
I learned very early on that marketing my agency was more about telling the story of what I could do for a client, and less about us, our awards, or how “great” we thought we were. The reality is, people don’t make decisions based solely on how many awards we have, or how good we may say we are. Rather, they make decisions solely on their best interests. It’s less about your “greatness,” and more about how your so-called greatness is going to solve their problems.
So we’ve worked hard to tailor our messages and make sure our marketing materials identified with our core verticals. We wanted clients to see themselves first in our materials—and us second. We wanted them to see how we’ve solved small business problems just like theirs. And after years of success stories, we have so many to use in our arsenal.
There’s a few ways to approach case studies, and they should be written and designed to help address some of your challenges in your sales process. Is it that clients don’t understand the value of your service? Do they not understand why the design process is so critical? Are they worried about the ROI on a more expensive sign? Tailor your content to best address some of their key concerns.