Case studies are an important part of many companies' marketing activities. If you’re not providing your prospects with case studies to show your past successes, chances are your competitors are. So write some!
If you’re not a competent or confident writer find someone who is. There are plenty of freelance copywriters and journalists around that you can commission to write for you.
But whether you outsource or go down the DIY route, there are a few things worth remembering.
The job of the case study is to tell the story of how you have helped your customer overcome whatever business problem they have been battling with. Whether you’ve provided a CRM system that allows them to capture leads which can be followed up, or your emarketing expertise has generated a 70% boost to their pipeline, the important thing is how their business has benefitted.
You care passionately about what you do and how you do it. And so you should. But no one else will care as much – they want to know what’s in it for them.
So show them.
If I'm writing about a client's customer I always stress to my client that their customer needs to be fully briefed about the process. Nothing is going to scupper your case study quite as effectively as the customer getting cold feet about being involved and that usually only happens if they don’t understand the process and/or what’s expected of them.
OK, that’s not strictly true – there is something that will derail it faster... an unhappy customer. Sadly I can recall several occasions when my scheduled phone interview with the customer turned into me doing a tea and sympathy routine while they ranted along the lines of “trust me, if I told you just how awful it’s been you wouldn’t want my comments to ever appear in writing.”
How long a case study needs to be is a moot point. I used to manage the UK case study programme for Microsoft's Business Solutions division. The typical case study length was 1,800 words. Sadly for some stories that was a bit of a stretch.
However, in recent months I have been writing shorter case studies for another client - around 500 words.
Keeping your word count down is a great way to make you focus on what matters in your story, whereas prescribing 1,800 words as the minimum can lead you to pad something out when the fact is some customer stories may be great but they don't always have the legs for a long write-up. If you have strict rules on word length you end up ignoring some potential stories.
By combining longer & shorter case studies with brief testimonials and customer win stories, you can end up with an impressive body of customer evidence.
You could even add video to your portfolio of customer evidence too. It can have a much bigger impact than the written word, but there’s no getting away from the marked difference in cost. One video case study could cost you the same as 100 written ones – maybe more.
Tuesday, 28 April 2009
Tuesday, 7 April 2009
can we fix it?
I’m sure I’m not the only person who came down with Barack Obama fatigue last week, although it’s deeply unfashionable to admit such a thing.
Don’t get me wrong. I think he is very impressive and there is something reassuring about knowing there’s an intellectual in charge of the US. Of course, he’s got a loooong way to go before he’s as funny as the last guy. But that’s not such a bad thing, I guess.
During the G20 palaver there was a great deal of attention paid not just to what was said, but to the way in which Obama says things. For me, the fatigue began to take its toll thanks to the seemingly never-ending stream of pundits on Radio 4 talking about him. How is he different, why is he different, etc etc.
One thing’s for sure, I don’t need to hear another reprise of his famous “Yes We Can” speech. My oldest son was the right age to get into Bob The Builder a few years ago. Let me tell you, I’ve heard the phrase “yes we can” so often it just doesn’t do it for me anymore.
Mind you, part of me would like to know what things would be like if the new US administration was left in the hands of a claymation builder with a gang of talking steam rollers, cement mixers, cranes and so on. At least they could have played an active part in rebuilding those bits of the world the Bush administration had broken.
Don’t get me wrong. I think he is very impressive and there is something reassuring about knowing there’s an intellectual in charge of the US. Of course, he’s got a loooong way to go before he’s as funny as the last guy. But that’s not such a bad thing, I guess.
During the G20 palaver there was a great deal of attention paid not just to what was said, but to the way in which Obama says things. For me, the fatigue began to take its toll thanks to the seemingly never-ending stream of pundits on Radio 4 talking about him. How is he different, why is he different, etc etc.
One thing’s for sure, I don’t need to hear another reprise of his famous “Yes We Can” speech. My oldest son was the right age to get into Bob The Builder a few years ago. Let me tell you, I’ve heard the phrase “yes we can” so often it just doesn’t do it for me anymore.
Mind you, part of me would like to know what things would be like if the new US administration was left in the hands of a claymation builder with a gang of talking steam rollers, cement mixers, cranes and so on. At least they could have played an active part in rebuilding those bits of the world the Bush administration had broken.
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