In the competitive B2B landscape, telling your prospects about your products and services is not enough for survival. If you want to convince today’s savvy buyers, you’ll have to show the real evidence. This is where a case study can help. It is an effective and efficient marketing and sales tool that helps demonstrate the outcomes you provide for clients. You’ll be surprised to know that 71% of B2B marketers use case studies as part of B2B marketing strategies. Continue reading this post to learn more about B2B case studies and why they’re important.
What is a B2B Case Study?
A case study is a type of marketing content that you can use to share authentic and concrete examples showing how your business has solved problems using your B2B firm’s products and services. It includes well-crafted and tailored information in a simple way that attracts readers and entices them to learn more about your services. It lets you share your successes, which can ultimately help convert prospects into clients.
Benefits of Writing a B2B Case Study
If you are wondering why case studies should be included in your B2B business plan, you must first learn the top benefits of B2B case studies –
1) It helps build credibility and trust
Prospects are interested in hearing how your products and services have solved problems similar to their businesses. Case studies are not about your business; they are about your clients. As a result, when prospects learn about the benefits of your services from past or existing clients, they trust them. If you want to build credibility and trust, you should definitely take advantage of case studies.
2) It guides the sales process
When a reader goes through the case study and reads about the business problems and solutions of others, they can relate to it. A case study guides the buyers in the sales process, and they get to know what results can be expected. An effective case study also includes a CTA to ensure that readers can easily access information they need.
3) Case studies can be easily repurposed
Content repurposing is a trending term in B2B marketing. It is a cost-effective way to create engaging and effective content. With case studies, you get content that you can use in various ways on different channels. You can even have a dedicated page on your website for case studies. It’s easy to convert case studies into blog posts to make them more discoverable.
4) Case studies are relatable
The case study is a type of storytelling, and people love and remember stories. B2B decision-makers have a lot of information, and if you want to present yourself in a unique way, you must create your case studies in interesting ways. Your case studies should sound realistic and authentic so that readers can relate to them.
How to Write an Effective Case Study?
Although you can use B2B marketing frameworks to write case studies, you should follow the tips shared below to write a case study that will keep your readers engaged –
1) Executive summary – You should begin your case study with a short but effective and engaging executive summary stating what readers are about to learn. Introduce the challenges your clients were facing and how you helped them.Make sure to back up the results with statistics so that it looks credible and trustworthy.
2) Focus on the customer – Many marketers forget that the readers want to learn about your customers in the case study. Including too much information about the company can make your case study less impactful. Share your customer’s company, its size, and the name and title of the person you interviewed for your case study.
3) Use Quotes – Hearing the praise of your company from your clients is a great feeling. When prospects see your clients singing the praises of your company, they will take an interest. That is why using quotes is one of the most popular techniques for writing honest and impactful case studies. Highlight the quotes, and don’t forget to include the headshot of the client to make it look more personal.
4) Add a call to action – Readers enjoy reading case studies, and once they are done, what’s next? Without a proper CTA, you’ll leave them hanging on where to go next and what to do. Therefore, if you want real results, you must add a CTA directly speaking to the target audience stating what to do next. You can use unique colors and designs to make your CTA stand out. Remember, you can add more than one CTA in your case study to make it more effective.
5) Make it Unique – If you want to captivate readers and get more eyeballs on your case studies, making them unique. Here are some tips that can help you leverage your case studies to their full potential–
- You must create a separate section on your website for case studies.
- Use different formats to create a case study.
- Don’t forget to promote the case studies on social media and in e-newsletters.
- Promote case studies from your home page and relevant landing pages for your services.
- You can also use case studies in presentations and conferences.
- Share case studies with the sales team so that they can use them to convert prospects into clients.
The Bottom Line
We hope this post helped you learn the various aspects of case studies. A well-written case study is credible evidence that your products and services have helped other businesses achieve their objective. If you need professional assistance in preparing case studies, you can contact Company Expert. With the help of our playbook products, you will develop robust case studies for your B2B firm. You can also use our highly specialized consulting team to boost your other marketing strategies. Reach us to learn more.