Case Study – Demonstration of successful implementation of complex products or services
If you are working in the B2B market, especially when engaged in production under the order or the provision of exclusive services, it is likely that you had to write something similar to the case study.
Case Study – a detailed description of the success of the project, the equivalent of a written demonstration of the capabilities of your company the opportunity to show your product or service in action.
The main objective of case studies – show that customers trust you and are pleased with the results of joint work.
The more complex and expensive your products / services, the more valuable are case studies. Furthermore, case study allow your potential customers to take the place of customers held, make it possible to travel back to the future and to present the results, which will lead your cooperation.
Case study – a cross between a deployed and revocation of business articles. Review – because the case studies is a satisfied customer, speaking on your behalf. Article – because the case study has a structure typical of a literary work, throughout the document keeps the reader in suspense and waiting for resolution of the conflict.
As for the shape, everything is very simple. Many generally limited to one page – this document is useful at trade shows, including it in the set of handouts, and single-page document is easy to use direct mail, as additional pages on your site, a single page can always be faxed.
Classic case study consists of three parts: the problem, the solution, the result.
However, before you get started, you need to identify the potential reader – ideal customer – and don’t forget about it throughout the work. The same facts (a case study – a detailed description of the facts) can be presented in different ways, so try to make it as attractive to the particular business person.
So, the problem.
The first part of case study begins with the presentation of the protagonist:
a description of the customer (name, market, geography, customers, etc.)
description of the tasks that have been set by the customer
description of the reasons why the solution of these problems is extremely important for the company.
The second part of the case study at the scene leave your company (your product). However, it’s important not what you or your product it represents, and what you have done. Namely: How did you decide the problem of the customer. Describe in detail the company, products or services made to solve customer problems.
Break the problem into smaller tasks, and show to your ideal customer, how you dealt with them. Detailing makes your “success story” more real, so do not skimp on the details.
The third part of case study is to be performed in comparison style “that was” and “what happened.” Yes, just as at the time shown in the “store on the couch”. If a customer wanted to increase the number of applications through the site, or write to: the introduction of a new system the number of applications through the site to visit the workshops of “company name” increased by 15% in the first week, in the next three weeks, after the optimization – by 20-24% . Total for the month the number of closed transactions increased by 21% compared to the same period last year.
Be sure to ask feedback from customer. Unfortunately, customers tend to be stingy with words, so it makes sense to write review yourself, and then send it to the customer for approval. Perhaps this is the most effective way to get a sensible result.
Each marketing message should “sell” some action – go to the website, the call to the office, online application form, etc. Therefore, at the end of the case study is required to place your contact block and inform the reader that he needs to do and how to do it the most affordable way.