People love stories and a case study is just a story; they are the preferred communication of the unconscious mind.
Here are a few pointers for using a case study effectively:
If you have permission from a client to tell their story, you can take the case study even further. The case study is more believable if it’s in their words. If they are short on time, talk to them on the phone and transcribe your conversation. If possible, take the story one step on. For example, if you saved your client £2,000 per month, find out what they are doing with that money now. You might be able to say: ‘With the £2,000 a month we saved our client, they were able to employ a member of staff.’ Finally ask to use a photo of them and add that in to make it even more real.
As well as creating an engaging and memorable presentation, using case studies can be a powerful sales technique. Try it!
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