How case studies sell without selling

Hi, Today I want to talk about case studies. Case studies are an excellent way to provide social proof to new clients or prospective clients and to sell without selling. Now a case study is a story about a client who is already happy with your product and
service. It goes through how they found you and the benefits that they
received. 

I'm just gonna give you the six questions that I normally ask in
the a case study interview. Hopefully you can use those in your next interview
as well. 

The first one is what problem was your client trying to solve? You know really dig into the problem that they were having how that was affecting them, what other things that was causing, dig through that a lot make sure that you really get some good details about it. Have them explain their background, who they are, what they do, why they're even looking for a service like yours. Make sure to include that in there as part of step one. 

Step two is did they try anything else before you? So did they turn to anyone else to try and answer their problems, to try and solve the issues they were having?

Give a little explanation about that and if so why didn't that work out? Obviously they were still looking for you and your product and service. So why didn't it work out with the first company that they chose or whether that's the third company, whatever it is. But get that all in there as part of the story. So you're already on step three. 

Step four is now how they found you? How did they search for you? Why did they choose you? What did they see as a benefit of working with your company? Then you can go into all the details of your company. This is where you can have a little bit more of a brag fest, explaining your benefits, explaining your features, explaining how you work with people, and the result they get. That's more about you in step four.

Now step five you want to go back to a focus on your client and really have that be how they felt. Did they feel that it went well? Did they feel that  working with you was a good thing? Do they feel that they received lots of benefits from it? What types of
benefits you know it's not just about results here. It's about how the process
worked, how they liked working with you and really digging through being
your client, what that means. 

Step six is the results. So if you can have stats in here about the results that they got, that would be great. If you can find any numbers throughout make sure to use them as excellent proof pieces. The results that they achieved from utilizing your service or your
product, and how that could benefit other people. As always leave a call to action at the bottom as to why someone else would want to choose you. 

Those are the six steps that I go through when I'm doing a case study interview. You can also get an extra testimonial here and there and use those as breakout quotes. Or find some breakout quotes in the case study to use as well. Hopefully that helps the next time you have to write a case study.