Case Studies – Huge Game Changer For Our B2B Marketing Efforts

The advantages of case studies are often overlooked. Marketers, especially B2B marketers, often underestimate the power of case studies. Often deemed to be unimportant and tedious, case studies have serious impact in the overall B2B marketing scenario.

Case studies have the capacity to educate potential clients by a great extent and provide delicate details which a marketer can miss out during the sales pitch. Business clients generally invest substantial amount of money in their purchases and for that reason, detailed information contained in a case study always help them take proper decision.

However, certain things are needed to be kept in mind whilst writing a case study:

Keep it Simple

It should be a quick read. The client will have a limited attention span. Keeping that mind the structure should be plain and straightforward. One should not confuse case studies with white papers.

White papers are completely different. However, a case study should be crisp and concise and will very subtly point out to the advantages of the product or the service offered by the company.

There should be enough details to provide the relevant facts surrounding the product but at the same time an elongated explanation might make it a mundane read.

Solve a Problem

By default, case studies should solve problems. The presentation of the case study should be such that it aptly points out to the areas of challenge or problem faced by the customer, the solution provided by the marketing company and eventually how the customer benefited from availing the product or the service.

This sequence is the most desired one as it helps the target readers relate to the issues and understand how the product or service offering might help them overcome the problem.

The first and foremost duty of a case study is to make the customers aware that there is a problem. Once they connect with the issue in terms of incurring overheads or reducing efficiency, they will be enticed to know more.

Thus the idea is make the target group of companies to comprehend the problem and how the marketer’s solution will help them perform better.

Support your Claims

Case studies are based on real solutions provided to real clients. That is why, whilst drafting a case study it is important that essence is maintained.

The reader (potential client) of the case study should understand that the marketing company has already implemented the solution and it has benefited a similar company in many ways.

That is why case studies should support the claims with the help of one single real life event.

Conclusion

Case studies are like more realistic and business oriented forms of testimonials. It is like sharing a story of one consumer to another and how the issues of the former is similar to the latter and how the product or service can be of help.

In industries like health care, education, manufacturing and even retail, case study based marketing strategies have proved to be very handy. It is one of the most subtle and effective means of attracting new B2B clients.