B2B Case Studies have now become one of the simplest ways to engage with your customers, target markets, and audience. Not just because they help showcase your products, services, people, capabilities, and expertise. They also help build trust and cultivate customer loyalty.
We encourage our clients to think of structuring their case studies into challenges and solutions. The challenges involve the issues faced by the client, their pain points, and problem areas. Be specific and outline the situation. what you are being asked to do. Use language and terms that you know will resonate with your ideal customers.
For solutions, be clear about what you were able to deliver and solve. Play to your strengths. You can describe materials, capabilities, and technical solutions – without giving away your IP. If you can’t go into too much detail about the results, go into detail about how you met the challenge. Ask the client to provide some testimonials or quotes.
3 KEY STEPS TO DEVELOP WINNING B2B CASE STUDIES
The following 3 key steps are critical to set your company up for long-term success with powerful B2B Case Studies:
1 – Plan
Plan well and start to make note of key questions you can ask your key customer contacts and people. If the case study is project-related or applicable to a specific product/service attempt to capture information by asking open-ended questions.
Open-ended questions such as:
- Tell us a bit about your business / project?
- Tell us a bit about your role?
- Tell us a bit about the market you operate in?
- How would you describe it and why?
- What value do you provide your customers and markets?
- What was the problem – key issues faced ?
- What was the solution offered – why did it work?
- What value do we provide to your business as a supplier? Why?
- Describe your culture and values?
- What’s next for your business?
- Can we support your growth plans / vision – how and why?
In the last decade, the buyer journey has shifted dramatically. Your buyers are now self-educating and in complete control of their journey. With access to all the information they require, they may make purchasing decisions very quickly.
It’s your job to create content that resonates with them. B2B Case studies can build trust, enable you as a supplier/manufacturer to become more customer-centric, with the end goal being that your target audience becomes loyal paying customers.
2 – Thought Leadership
B2B Case studies will enable you to become a thought leader in your industry. By showcasing expertise and knowledge on the specific subject matter you will build credibility.
Industrial brands become thought leaders by developing B2B Case Studies that help answer the questions your primary target market or audience is asking. Solutions tailored to an industry or market segment can tell a powerful story. Be relevant and compelling with your content – provide examples of your knowledge at every step. This will engage your audience and entice them to want to learn more about you.
3 – Execute
Execute and be brave. Think about the B2B Case Studies you plan to develop and tailor your content to ensure it is both relevant and engaging. Think about how you will get the attention of your target market to then convert and move them from a prospect to a customer.
It’s critical to execute fast, test, measure, and improve. Make changes to improve your results. This will enable you to create more successful content in the future as a leading industrial brand.
B2B CASE STUDY SUCCESS
Most industrial brands aren’t curating real and meaningful content… yet. That’s why you’ll have an advantage if you jump in with B2B case studies.
If you are ready to develop a winning content marketing approach, let’s chat.
Related: Download your Marketing Content Guide
Other Reading: Examples of our work – B2B Case Studies
MARKETING CONTENT GUIDE
Learn how to develop a winning marketing content strategy. You’ll need to consider a different approach to crafting content to set your industrial brand up to win for the long-term.
With our Marketing Content Guide, you’ll have access to a proven approach to creating a consistent and strong content strategy underpinned by your brand promise.
ABOUT THE AUTHOR
Peter Zafiris is an industrial marketer and founder of Industrial Ideas. Having built his experience in B2B marketing from the ground up, Peter understands what it takes to succeed with your marketing strategy. All client projects are personally managed by Peter to help industrials like you get the return on investment you deserve. Peter and team, work hard to become an extension of your business, to help you get the most out of your marketing efforts. Get your free 30 minute marketing consultation to learn more.
YOUR
FREE MARKETING
CONSULTATION
OUR SPECIALISTS CAN HELP YOU
- Generate more sales qualified leads
- Conduct market/customer research
- Increase Brand Awareness
- Produce content that drives sales
- Develop a Brand Positioning Strategy
- Build on Customer Loyalty
- Align sales and marketing
- Improve Customer Experience
- Enhance your sales presence
- Drive Sales Force Effectiveness
