A case study explains the problems your clients had and how your company was able to help them through it. Case studies, especially in B2B marketing, are important because sometimes there are industry-wide problems that your company is able to address. To use the pandemic as an example, some restaurants closed some opted to do curbside pick-up and some did carry-out. Each of these decisions caused their situation to be different than their normal practices. The problem they had was letting their customers know about the changes. Design Interventions was able to first, let them know how we could notify their customers – we added pop-ups to their websites, content to their blogs and content to their social media. And as their situations changed we changed their online marketing with it. Their problem is industry-wide. So, other restaurants that see the case studies know that we are able to address their specific problems. In essence, a case study highlights “what’s in it for me?” from the customer’s perspective.
Here are 6 reasons case studies should be a part of your website:
- Positions you as an industry problem solver. A case study is factual. It has a conclusion that shows you solved a problem for your client. There are other businesses looking to have that same problem solved that when they see what you did, will be swayed to choose you.
- A case study shows how you solve the problems. A case study is about problems and solutions. While your marketing can claim results, case studies actually show the results. It explains the journey you and your client went through to achieve the goal. It shows the process to other interested prospects in the same situation.
- A case study is specific to a niche or a specific industry. A case study in general is not written to be vague. They tend to be very specific, and that specificity pertains to industry specific problems. This is great for creating your niche. You have something specific to offer to a specific industry.
- A case study builds trust. By reading a case study, your prospects trust that you can solve their problem, just like you did in the case study. There will be one less element of trust to bridge when moving forward in a sale.
- A case study helps support the decision making process. When a prospect is making a decision, they are looking for any facts that will help them decide. There is no fluff in a case study. It is almost scientific in it’s factual-ness.
- A case study will increase website engagement. A case study is usually told in story form. Prospects will take the time to read a story thus staying on your website for a longer period of time. Case studies are great examples of your work.