Case Studies
Case studies are proof of concept papers. They typically introduce a company or organization that had a problem. Then they show how your product/service solved that problem. They are especially
important for early adopter products where the prospect wants to see results before persuing your option. They can be listed on your website, but are also requested by the press who will use them
create success stories.
How to Get Case Studies?
Many customers will agree to participating in a case study--however, one way to help ensure it, is to get their permission in advance if there is ever a discount for the product (“The president
says I can offer you the lower price, on condition that we can later feature you in a case study”)--this way you get something for the discount. You can turn these discounts into
“promotions,” (I can offer you a $ discount if I can also include you in a case study), also volunteer no to use their name, explain how it will give them extra exposure and press, etc.
You can also find out more about case studies by visiting this link about case studies at, “That White Paper Guy.” Gordon has great resources including a good Q&A,
articles, book reviews and more.
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