Summary

Big clients come because of expertise More than case studies your pitch, your approach, When you package it with related material that’s when they really help.

To quote Shane Parrish from a recent newsletter: Truth trumps narrative.

Summary of Key Points:

• For existing leads: Use case studies in discovery calls, proposals, objection handling, and follow-ups
• For new leads: Transform case studies into content marketing, SEO assets, outreach tools, and speaking topics
• Organize case studies strategically to support various sales scenarios
• Implement specific follow-up systems to measure case study effectiveness
• Create a systematic approach to case study deployment throughout your marketing and sales process