How To Make A $2000 Sale In 1 Day Using Case Studies
We need to establish credibility and demonstrate that we have the expertise and authority.
We need to build trust and we need to do that quickly because they’re also our prospective buyers who are looking around at other suppliers and vendors.
Set Clear Expectations
You also need to set honest and clear expectations of what can happen in the next 90 days and really be upfront with that. Tell them what you can do for them and tell them what you can’t do for them.
The third thing you want to do in that sales conversation is to demonstrate leadership right. So how do we do that?
We do that by getting rid of anything that might create confusion or friction in the buying process.
Any time the buyer feels that the seller wasn’t wasn’t transparent or was hiding something, it sets off alarm bells and reduces the chances of a successful sale.
Case Studies Are Powerful Because They Do All of These Things.
How Can We Do A Case Study If We Have No Track Record?
I would challenge that assumption. I actually believe if you’re starting up in six months time or next month whatever, it is the first thing you should be doing.
You really need to go out there with a proposition and say look this is what we can do for your business and then in exchange for either a discounted rate or even I’ll do it for free, you can start building up case studies.
How Many Case Studies Should I Write In The Beginning?
Your goal is to get three to five case studies up front and put that on a landing page. Now you have something powerful to show prospects. Imagine if you go to a prospect or a lead and you say hey, this is what I can do for you
and here’s three case studies to prove that I can do it.
Case Studies Remove Objections
You’ve removed a lot of the objections that may arise from being brand new and not having a track record.
Case Studies Make Your Customers The Star
When you tell a success story about your customers, thay naturally want to show off by telling everybody about it. They are almost guaranteed to share it on social media and spread it by word of mouth.
Case Study Of A Case Study
Here is an example of a recent customer that I developed case studies for.
This one I’m really particularly proud of it’s a case study where we worked with an accounting firm.
They were shifting from online businesses before covid to an ecommerce focus post-covid.
They came to me and said look, we want you to start interviewing the 1% of our customers that are involved in the e-commerce business.
They want to track more of those types of clients and so I did that.
I booked in a 20-minute conversation with one of their clients.
What I asked:
- What were the challenges?
- What were the pain points?
- What were the different things that were going on that made you invest in that particular company?
What I Did Next
We kept working with them for 6 months and turned all that information into a long form article. I wouldn’t even say long form. I’d say it’s about 600 words and put that up on the website.
We then had to tweet it out through the company’s account and tag the client in that tweet.
The client picked it up a couple of hours later and saw it and retweeted it.
What Happened Next?
One of his buddies saw that tweet and responded. He read the case study and said “this is exactly what I need”.
He booked a call with the accounting firm and within a week he became a client.