To help you prepare your brochure with reliable information, here’s a step-by-step guide on how to create effective case study model for your business.
In order to provide your sales team with truly valuable case studies, you need to have a final plan to select the most qualified candidates. Here’s what you should look for in a potential case study candidate:
Product Knowledge: The more knowledgeable the customer in the logistics of your product or service, the better. This will help ensure that they can talk about the value of what you offer so that it is perceived by your future clients.
Exemplary Results: The companies that have obtained the best results will be the ones that will give better case studies. Not to mention that if you worked well with them, they are likely to show the enthusiasm you are looking for.
Unexpected Success: Nontraditional customers who have had good results can help to take away any questions potential customers may have.
Recognizable Names: While small businesses may have strong stories, big companies, or more notable brands, they can help increase credibility.
Switchers: Clients who came to you after working with a competitor helps to elevate their competitive advantage and influence decisions in their favor.
Step 2: Reach Participants Model Case Study
To get the right participants for the case study, you have to set a clear and open communication scenario. This means that you need to set expectations and prepare a well-defined timeline right away.
The biggest reason for the delay of the case study process is because the client does not have a set schedule or the authorization rights to approve the case study so you want to be sure that you are covering all the bases before you deepen the process .
1) What is a Case Study Release Form?
It is important to note that this document varies based on various factors such as the size of your business, the nature of your work, and what you intend to do with the case studies when they are completed. With that being said, here is what you should normally include in the Case Study Release Form:
A clear explanation of why you are creating this case study and how it will be used.
A statement in which you define the information to include about the company – names, logos, job titles, images, etc.
An explanation of your expectations in terms of your participation beyond the completion of the case study. (Are they willing to act as a reference or share feedback? Are you allowed to pass your contact information for these purposes?)
A note about compensation.
2) What is a Success Story Letter?
The Success Story Card will serve as a sketch of the entire case study model process. As well as an explanation of how the client can benefit from your participation in the case study, you will want to ensure that the following steps in the Success Story Card are defined:
Acceptance: First, you will need to receive internal approval from the company’s marketing team. Once approved, you will want them to submit the signed Release Form. This will be a good time to determine a schedule that will meet the needs and capabilities of both teams.
The Questionnaire: To ensure you have a productive interview, you will ensure that the participant completes the questionnaire prior to your telephone interview. This will provide your staff with the basics they need to organize the interview and get the most out of it.
The Interview: As soon as the questionnaire is complete, someone on your team will contact the participant to schedule a 30-60 minute interview. The interview will address a number of issues related to the customer experience with your product or service.
Project Review: After the composition of the case study, you will want to send a draft to the client to give this the opportunity to provide feedback and issues.
Final Approval: After the necessary edits are complete, you should send a revised copy of the case study to the client for final approval.
After the page is launched live, it is best to contact the customer and send him a link to the page where the case study template is placed. Do not be afraid to ask if he can share the link with your network, this demonstrates not only his ability to deliver a positive outcome but also its development.
Step 3: Ensure You Are Asking the Right Questions
In terms of the questionnaire, here are some examples of questions to get you started:
- What are your goals?
- What challenges did you experience before buying our product or service?
- What made our product or service stand out from our competitors?
- What was your decision-making process?
- How did you benefit from using our product or service? (Ask about specific numbers if applicable.)
- Keep in mind that this questionnaire is designed to help you ask strong questions, issues focused on success during the interview.
- For the telephone interview, we recommend that you follow the “Golden Rule of Interviewing.”
Sounds fancy, right?
It’s really very simple: Ask open-ended questions.
If you are looking to create a compelling story, yes or no answers will get you nowhere. It is critical to keep a focus on issues that invite elaboration, such as “you can describe …” or “tell me about …”
In terms of a framework for the interview, we recommend dividing the process into six specific sections – Customer Business, The Need for a Solution, the Decision Process, the Implementation, the Solution in Action, and the Results. These focus areas allow us to gather enough information to work out a rich and comprehensive study.
Here is a more in-depth reflection on what these sections are:
Customer Business: The purpose of this section is to generate a better understanding of the company’s changes and goals, and how they fit into your business area.
Example questions: How long have you been in business? How many employees do you have? What are some of your department’s goals right now?
The Need for a Solution: To tell a compelling story, you need context. This helps to match the needs of the customer with their solution.
Examples of questions: What challenges and goals have led you to find a solution? What would happen if you did not find a solution? Did you look for other solutions before they did not work? If so, what happened?
The Decision Making Process: Exploring how the customer came to your decision to work with you helps guide the decision-making process of potential customers.
Example of questions: How did you hear about our product or service? Who was involved in the selection process? What was most important to you when evaluating your options?
The Implementation: Your focus should be on exploring your experience during the process.
Example questions: How long did it take to start and move? Did that meet your expectations? Who was involved in the process?
The Solution in Action: The purpose of this section is to better understand how the customer is using your product or service.
Example questions: Do you have any particular aspect of the product or service that you highlight the most? Who is using the product or service?
The Results: This is where you want to find measurable results. The more numbers, the better.
Examples of questions: How does the product or service help you save time and increase productivity? How does this increase your competitive ability? How much have you increased your metrics X, Y, and Z?
Step 4: Layout Your Case Study: Sample Case Study Format
When it comes time to pick up all the information you have collected and turn those into something, will it make you feel lost?
To help you have a hand on the layout, we recommend concentrating on building the following seven sections:
Title: Make it small. Focus on highlighting the most interesting point.
Executive Summary: This should be a summary of 2 to 4 phrases from throughout history.
About: It serves to introduce the person or company.
Challenges: This section includes two or three paragraphs showing the challenges to the client.
How to help: Define how the product will help
The results: It shows the impact of the product with measurable results.
Testimonials: Illustrates the results visually.