Case studies are one of the most effective tools to generate new leads and nurture existing ones.
Well, before we begin, we’re going to ask a few questions of our own.
- The last time you bought a high-value item, like a new car, did you research it extensively first?
- Did you ask a family member or friend for their advice?
- Did you look up reviews for the product online?
If so, then you’ve already answered the question of why case studies are indeed so effective in generating leads.
When committing to higher risk purchases, consumers are more willing to trust the experiences of other customers than a brand’s own messaging.
Case studies help to build trust, tell stories, and showcase your expertise and could be the difference between you making a sale and not.
1) They build trust with your audience
One of the largest hurdles to overcome when selling any product or service is trust.
Your customers need to trust that your solutions that your solution is reliable, efficient and effective, otherwise they will go elsewhere.
One of the best ways to build trust is through social proof.
Testimonials and quotes can be an easy way to do this, however, they lack the depth and showcase of expertise that a case study can provide.
This will also be extremely beneficial for your sales team, as it provides them with an arsenal of examples of experience and expertise that can help to close more deals.
2) They (re)connect you with your customers
As well as being a fantastic medium to build trust with potential customers, case studies provide an excellent opportunity to develop relationships with previous clients as well.
You wouldn’t choose to write about a negative experience you provided to a customer, so when creating a case study, you’re in the driving seat to reaffirm the positive experiences that your work provided them with.
This could open up doors to future opportunities down the line, and further your lifetime customer value.
3) They suit a variety of mediums
One of the best things about case studies is how flexible they can be.
- Delivered a highly visual project? Shoot a video case study.
- Created a new technical solution? Delve into the specifics via a written case study.
- Don’t have a lot of time, but still want to show your work? Put together a short social post.
However, the best case studies will utilise a variety of different mediums to communicate.
Everyone digests information differently. So, make sure you are communicating your story across multiple formats to cater for this.
Opportunities, where you should be showcasing your case studies, include:
- Social media
How we can help
Generate UK is a full-service digital marketing agency that empowers industry-leading B2B & professional services companies to generate growth online.
We help brands grow at all stages of the funnel, with the expertise to support your organisation, whether you are looking to:
- Boost your awareness
- Improve demand
- Get more leads
- Generate more sales
Our marketing experts will help you get in front of the right audience, with content that’s designed to leave them wanting more.
Through a considered strategy of identifying your key audiences and understanding what matters to them, we deliver impactful tailored messaging through targeted advertising and owned channels.
- Get seen by the right people
- Grow your brand and product awareness
- Connect and engage with your target customers
Want to see how we do it? Check out our case studies!