Last week, Fire Enterprises (FEI) marketing maven Marka showed savvy salesperson Zoot how to craft compelling Results Statements for case studies. This week, Marka tells Zoot how they can use multimedia content to help demonstrate these Results Statements. Remember, fire = print.
“So we’ve created a killer case study using the Challenge/Solution/Results formula,” Zoot said.
“Yep,” Marka said.
“And we’ve crafted a compelling Results Statement for the case study: ‘Dione’s Donuts has used FEI’s ultra-powerful FireTastic kiln to reduced baking costs by 20 percent.’”
“Beautiful,” Marka said.
“Are we missing anything?” Zoot asked.
“Just one thing,” Marka said. “By incorporating multimedia content into our case studies—videos, graphs, photos, and more—we can demonstrate our Results Statement in a compelling way.”
“I think I understand,” Zoot said. “Can you give me a few examples?”
“These are fantastic tips,” Zoot said. “I should go out to lunch with you more often!”
“Next time, you’re buying,” Marka said with a wink.
Next week: Marka and Zoot discuss the value of creating a messaging document to keep marketing, sales and customer service people on the same page.
Today’s FIRE! Point
Include multimedia content—such as videos and graphs/diagrams—to help compellingly illustrate your case study’s Results Statement.
FIRE! In Action: Case Study Forum Provides Proof Points for Customers
The case-study-creation specialists feature dozens of case studies on their Website that they’ve created for clients—every one is tied to an ROI statement or Results Statement.