Case studies are a highly-effective selling tool for your products or services. You take a success story where your company’s products or services provided a successful solution for one of your clients — and write a 1-to-5 page summary of how you were able to solve your client’s problem. In doing so, you demonstrate the value and effectiveness of your products or service solutions.
Potential clients are hungry for this kind of information. A success story with a previous client provides evidence of the value of your products or services. The potential client wants to know how your products or services can solve their problems as well. A case study may make the difference in convincing a potential client to do business with you.
That’s why it’s best to use a Reader-Centered Approach to write your case studies. With this approach, you write your success story from the point of view of the reader — that is, the potential client — who will read the case study.
Read the full article by Robert S. Lindsay: