Study after study tells us that people are much more persuaded by what they are able to see than by a story they solely hear. When your sales team is pitching to a potential client, you don’t want to just tell them what you can do for them.
You want to show them and prove that it’s possible. This can be done via a case study. A case study takes your prospects’ goals from hypothetical to something they could actually see your team achieving.
What is a Case Study?
By simple definition, a case study is an in-depth study of one person, group, or event. They are used in many industries and educational opportunities, including marketing. According to Crazy Egg, a marketing case study is a document or web page containing several essential parts.
Let’s look at an example of what a case study should look like.
Description of the Subject
Who are you telling the audience about? You will need to explain your customer’s or client’s history and pain points. This sets the stage for the rest of the case study, including how you solved their problems.
After you go over the main subject in the case study, you will need to identify your prospect’s goal for the project, so readers understand what to expect.
Hypothesis for Strategy
This is the fun part. Here you get to tell the reader how great your team’s ideas are. You can share with your audience what you expected to happen after implementing the strategy for your client.
Now you need to show them how you did it. Take the reader through the step-by-step process you used to help your customer. Remember, you’re doing so to show them what you can do for them too.
Deliver the results in as much detail as possible. It is also recommended to add a quote or two from the client you’ve been discussing.
Lastly, explain what this case study has taught your team and how it can help other people. Also, you’ll want to highlight how it can help your future clients. This final piece is essential to demonstrate why case studies are an important part of the sales process.
Why Are Marketing Case Studies So Helpful?
Now that you know more about what marketing case studies should include, let’s go deeper into why they’re so important. A marketing case study allows you to illustrate and explain how you achieved enormous success in a specific situation. You want to show the world, including potential clients, how your product or service has helped a previous customer in a huge way.
Think of a case study as a lure. These documents are a way to dangle amazing results in front of your leads, basically telling them, “this could be you!”. If the case study is persuasive enough and relevant to their pain points, the chances are high that they’ll decide to become fully-paying clients.
How to Get Marketing Case Studies for Your Agency
At this point, you may be thinking, “That sounds great, but I don’t have any marketing case studies.” What if we told you this doesn’t necessarily need to be a roadblock for your sales team? When you have Compass from White Shark Media, you’ll have access to a complete collateral library. You won’t need to invest time and resources into creating your own. Instead of months down the road, you could have case studies tomorrow!
In Compass, you have access to a library of marketing case studies, Google and Microsoft vertical trends, pitch decks, one-pagers, videos, and more. Because it’s white-labeled, your prospects will attribute the entire sales presentation to your team and your team alone. In this easy-to-use content library, your team will find updated, well-crafted documents on everything they need during the sales cycle. In Compass, you will find all the support you need to pitch or upsell PPC, plus all Google and Microsoft products.
Whatever you need, you can find it in this library. Remember, the goal here is to show your leads how you can solve their problems. Updated every week with content directly from industry giants, our ready-to-use decks facilitate digital marketing pitches during each stage of the sales cycle. You will never lack the resources you need to succeed ever again, and your sales team will close one deal after another!
Learn More About Compass By White Shark Media
Imagine that you’re the owner of a small business trying to decide between two potential marketing agencies that offer PPC services. One agency has a marketing case study that illustrates how they helped a small company bring in new customers for far less than traditional advertising costs. The other agency has no case study. Which one would you trust with your money and PPC strategy? The answer is clear!
When you work with White Shark Media, you can be that digital marketing agency winning new clients through marketing case studies.
Compass by White Shark Media gives your sales team everything you need to succeed. Our tool provides everything you’re looking for from marketing case studies and beyond.
It’s time to tell your leads that PPC done by your team is the optimal solution and show them why. Book a demo with our digital marketing experts to see everything Compass can do for your agency.