Case Studies – what’s in it for your customers?

What’s in it for your customers to spend time sharing their experience of your work for a Case Study?

You’ve already delivered great work for your client, and now you’d like to showcase what you’ve done to inform new prospects. Hopefully your delighted customer is happy to be interviewed about your product or service, and give you a glowing, insightful review. Certainly, Case Study Writer very rarely has a problem securing time with its clients’ customers. But what if your customer is a little bit resistant? What can you do to  persuade them to share?

Free publicity

A Case Study allows your customer to tell their story to a broader audience than they might normally reach. They get to explain who they are and what’s important to them in their own words. They also get to portray that they are on a path of positive growth, and hint at the additional value they are now able to create in their business.

Favourable terms

It’s reasonable for you to offer your delighted customer some kind of reward for participating in the Case Study process. Maybe they can enjoy favourable terms on their next project with you, or achieve a period of VIP support. The important thing is that the business relationship is enhanced.

Professional Integrity

Sharing problems and solutions is a vulnerable thing to do – however it also demonstrates a high level of professional integrity. This portrays your partnership in a positive light that is beneficial to both parties.

New enquiries

Linked to the benefit of free publicity, fully attributed Case Studies can enable other businesses to make direct enquiries to your customer, with the potential to spark new relationships and possibilities.

Other benefits

Though not necessarily a way of persuading your customers to agree to a Case Study,  many people I interview say it’s useful to have an objective conversation to reflect on the work they have received. It can be helpful to reflect on their investment and revisit the new possibilities that your work introduced.

Apart from anything else Case Studies are a great way of focusing on and celebrating success for both parties in a project. They are a way of having an on-going conversation with your customer that enhances the B2B feel good factor – and that’s always a good thing.

Get in touch to discuss your Case Study requirements and how to engage your customers in the process.