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Product ID: 392933EAU
 
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Results Envy: Case Studies That Increase Sales

OnDemand Webinar (59 minutes)

Compelling case studies invite prospects to place themselves in the story and imagine the rewards of their own successful outcome. Case studies become a marketer's secret weapon for creating an emotional link with valuable prospects. A well-told case study, complete with a high-stakes problem and a high-value solution, makes getting to yes easier.

In this on-demand webinar you'll learn: why case studies sell; how to write a case study that will have prospects on the edge of their seats; how to tailor your case study to the needs of the end user, gatekeeper, influencer or decision-maker; and how to incorporate knock 'em dead case studies into all of your marketing communication. You'll come away with a whole new perspective on what case studies are - and what to avoid; a five-step process to write gripping case studies that read like a suspense thriller; tips on how to uncover the great case studies hiding in your company; and ways to get maximum marketing benefit out of each case study you write.

Authors

Gail Z. Martin, DreamSpinner Communications, LLC

Agenda

Uncovering Great Case Studies

• Don't Take Miracles for Granted

• Look for the Sales Trigger

• Five Hidden Audiences Essential for Success

Case Study Mistakes That Derail Sales

• Strike the Right Tone

• Create Reader Empathy

• Make the Pain and Results Tangible

• Avoid Jargon

How to Create Case Studies That Sell

• Focus on the Customer

• Include the Drama - Five Must-Have Elements

• Create Results Envy