Compelling Proof Points that Set the Stage for Successful Case Studies
“You bet,” Marka said. “And the best part of a baseline study? If we find Sully’s actual ROI is within the estimate range, then we’ve got an awesome case study to boot!”
“Every client proof point we collect is valuable,” Aetius said. “Why wait a whole year to confirm results we’re pretty sure will happen anyway? Baseline studies allows to get a jump on collecting awesome proof points, and can double duty as effective case studies as well.”
“Now you’re getting it!” Marka said. She gestured to her O-Powerpoint slide deck. “Now, if you’ll excuse me, I have to come up with some good chariot jokes.”
Next week: Marka teaches Aeitus how to create an effective whitepaper.
Today’s FIRE! Point
When your client is anticipating excellent results from working with you, don’t wait for the results to create a case study. Instead, get a head start by creating a baseline study that details anticipated results. Be sure to build benchmarks into your anticipated results, and check in with your client to see how closely actual results match anticipated.
FIRE! In Action: Hubspot Uses Customer Case Studies to Bolster Web Presence
The internet marketing software company posts dozens of case studies on its Website. Every case study is relatively short, includes graphics or video content, and, most importantly emphasizes the measurable results the client has seen.