Trying to sell a product to prospective customers for the first time is difficult. They have no reason to trust you, especially if your product is not familiar to them.
When people want to buy a product, they will first ask friends if they have used it before. They also look online for reviews to see what others think about it.
This means that most people rely on peer recommendations to make decisions. So, if you are not a popular brand, you may not have people recommending your product.
This is where case studies come to play.
What Is A Case Study?
A case study is an analysis of your product. It shows proof of its quality and how it has helped customers to achieve desired results.
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In marketing, case studies help customers to know if they are making a good choice or not. It is persuasive, showing the value your product has brought to other customers, as proof that it’s worth it.
Case Studies are an important part of the sales process. Having them on your website even makes your business appear credible.
So, you can leverage case studies to drive more sales. In this article, we’ll show you how to do that.
How To Use Case Studies When Selling
Here are some ways to use case studies when selling:
#1. Establish The Problem
The purpose of case studies is to remove any doubts your prospects may feel. So, you must first determine what problems they have.
Here are a few ways to do this:
- Carry out a survey to find out questions people have.
- Check social media for mentions of your products or services.
- Check review sites for diverse opinions.
#2. Rely On Data
Without data, your case study is a mere story. So, when talking about the benefits of your product, back it up with numbers.
Also, try to be as specific as possible and use precise figures to prove your point. Show the extent to which the customer improved after using your product.
#3. Use Visuals
People do not like to read long texts, and the average attention span is eight seconds. So, try to add fun and informative visuals to your case studies.
For instance, you can add images of customers using your products. Also, you can share graphs and charts that show the results.
#4. Share On Social Media
After creating your case studies, you must get them out to reach your prospects. This is where your social media channels become useful.
You can share customer quotes or short videos as your marketing content. This will, in turn, engage your audience and drive leads.
Conclusion
Case studies are potent tools to have in your arsenal. They can position your brand as an ideal choice in the mind of prospects.
These days, customers trust product reviews more than sales copy. So, you must furnish them with the right data and testimonials to help them make a choice.
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