Do Industrial Case Studies Help Close Business?

In the Industrial B2B sales model, showing your value is of high importance. One way is through the development and use of industrial case studies. Industrial case studies are not just another piece of marketing collateral; they are a showcase of how your products or services have successfully solved real world problems for your clients. They are a crucial component in helping close a deal.

Producing The Best Industrial Case Study

A case study should move a potential customer from "This sounds good" to "This will work for us." A well made case study tells a compelling story, starting with a client's initial problem. It should then end with your solution and a review in quantifiable results. The narrative helps potential buyers see themselves in the story, envisioning a similar positive outcome for their own business.

Identifying the Story

For an industrial case study to make an impact, even help close a sale, an industrial case study needs to be more than just a story; it must be a credible story. This is where data and statistics become important. Including specific metrics—such as a 40% increase in efficiency or a 25% reduction in costs—backs up the claims made in the narrative. Client quotes and testimonials further enhance the credibility, providing a human voice that adds weight to the success story. 

Industrial Case Studies

Industrial case studies, in particular, often involve complex problems and solutions. This makes the narrative structure and the use of data add more value. A company in the manufacturing sector, for example, needs to understand a clear and detailed account of how a new piece of equipment or software improved their production line, not just a vague claim of success. The industrial case study becomes a technical document and a marketing asset, speaking the language of the industry and addressing specific pain points.

Client Testimonials

Client feedback serves as a social proof. Take note of client quotes in your case study, and to ensure approval of the story and their quotes. The client testimonials, which are derived from the industrial case study can be used beyond the story. These client testimonials can be used on the website, in press releases, brochures or even emails. That’s why gaining their approvals is essential for sales and marketing. 

Distribution

Industrial case study distribution is key to its effectiveness in promoting your businesses solutions. Place case studies on your website, promote on social media, and include it in email marketing campaigns which ensures that it reaches the right audience at the right time. A well-placed case study can be the final nudge a hesitant prospect needs. 

Use in Cold Calling Efforts

Using industrial case studies in cold calling efforts as a follow up lends you credibility for what you are selling. However, making the calls, sending follow up emails is a longer process and can be slow going, especially when you need to continue to sell what’s in your current sale cycle. If you need additional assistance, be sure to contact us for our Prospecting Services.