The Perfect Pitch: Using Case Studies to Build Trust

Having a strong base of loyal, satisfied clients makes all the difference in business—especially when potential customers look for those voices before making a purchase or decision.

Would-be clients base purchasing decisions on the quality and value of your products and services as well as the experiences of current customers. For the latter, testimonials and case studies speak volumes. Potential customers look for positive business or product reviews—something they will like, know, and trust.

Showcase your successes with case studies. Produce a case study that includes the type and size of a specific client, their specific need, your business’s work, and the outcome or results. Depending on your business, you can keep the client anonymous or share the full details. A great case study demonstrates what it’s like to work with your business and also gives the sales team clear examples of your company’s success.

Look for testimonials. Your sales team can build an arsenal of strong testimonials by reaching out to current clients and asking if they would write a few words about their experience with your company. These client-written stories should highlight the progress the client has made because of your business. If you’re a B2C business, you can reward customers with a coupon or discount for leaving a review.