Customers spotlight interviews or case studies can be an effective way to generate leads for your company by showing social proof to prospects. You can include these in your homepage content, product pages and any other relevant pieces to provide them.
At interviews, it’s key to pose pertinent queries. Here are a few tips to get your started.
Focus on the Results
An extensive portfolio of case studies can be an effective tool in winning new business by providing evidence of how your product or service works, while at the same time aiding sales teams when pitching. They allow them to refer back to success stories during pitches as an aid in showing what makes their offering so compelling to prospective clients.
As part of an interview, ask clients about their use of your product, as well as any hesitations that they encountered before adopting it. Addressing these potential customer challenges shows just how accommodating your company can be.
Utilize direct quotes from clients throughout your case study to make it more readable and credible, adding human elements that are necessary for engaging readers. A great way to do this is introducing them in their own words at the beginning of an article, such as App Annie did with their Rovio case study.
Don’t Be Afraid to Ask Questions
Do not be shy during an interview to pose pertinent queries that demonstrate your interest in both the job and company, and show why you would make an excellent candidate. By showing that they care, employers will likely offer you the position.
If the interviewer asks what challenges you’ll be up against in this role, you could respond by inquiring how the team has overcome these hurdles and learned to work together in order to overcome them. This will demonstrate to your interviewer that you aren’t afraid of taking on difficult challenges and are adept at finding solutions to problems. This will demonstrate your dedication and problem-solving capabilities as an employee.
Hoover advises interviewees to ask questions that will provide more insight into the company culture. She suggests asking if employee happiness is prioritized within their corporate philosophy – this way you can determine whether this position is suitable and stop wasting any more time on applying if that turns out not be your cup of tea.
Don’t Be Afraid to Share
Case studies can demonstrate to potential customers how your product or service works in real world businesses and assist in understanding if your solution fits with their business needs.
Provide your customer with an opportunity to express themselves. This may help them feel more at ease opening up and being honest.
At an interview, it can also be beneficial to allow customers to discuss how they first came across your brand and what led them to choose your product – this way both parties feel as though the process was beneficial for both.
As with anything, having a clear and detailed process in place for how your company plans on using spotlight interviews will make the client more receptive and decrease anxiety over what will become of their feedback – this is particularly important for smaller firms with limited capacity to manage a high volume of responses.
Don’t Be Afraid to Make Changes
As your interview continues, you may notice certain questions are no longer pertinent or fit into their story as effectively. Don’t be intimidated to alter or modify these queries to make sure it goes as smoothly and comfortably for them; the goal should be for them to feel at ease when sharing their journey of success with you and your business.
Case studies that showcase your product or service successfully tell an engaging tale of customer success by showing them overcoming challenges and reaching goals through it. With quotes directly from their clientele and more persuasive persuasive than just marketing messages from your company.
Case studies don’t need to draw as much attention or engagement as your other forms of content, as they’re tailored towards an audience already strongly considering working with you. Use these tips for crafting engaging case studies that can help close more sales deals.