A Case Study for the Doubters
Welcome back fellow sales professionals!
We’ve been in the archives for a bit on the blog as summer lazes on, work drags by, vacations abound (I hope for you!), and life journeys on. We’re continuing on our case study journey in today’s post and wrapping up the series this fall.
You may be wondering why oh why are we still talking about case studies. It’s been months Keril! Fine, I’ll tell you.
In “case” you haven’t been paying attention: Case studies are the bread and butter of a sales professional’s playbook. You can’t get better unless you watch the game film. You’ve got to evaluate yourself and analyze your own behavior.
Listen, of course, you can wait until your boss calls you in for your formal evaluation. You can wait to hear you’re bad at something and you need to improve. Sure.
But how does that really help you advance in your career? No. It helps you keep your job.
And here at This Sales Life, we’re not about “keeping a job”. We’re about building a career you’re obsessed with. Helping people through the sales profession. And relying on ourselves and our own work, not outside influences.
So, yeah, we’re talking about another case study. And yes, it’s worth your time.
You get a Case Study…and YOU Get a Case Study!
It’s easy to do a case study for a new client. All the information is shiny, you’ve got a lot of ego wrapped up in a new deal and you’re ready to brag to all who will listen. Because your team snagged a brand new client. Y’all are superstars.
And of course, you’re right to think so. But case studies shouldn’t just be reserved for new clients. You should complete a case study with old clients, returning clients, and even clients who’ve been dedicated to your digital products for decades.
Keeping a lot of case studies on the same client can, in fact, be an extremely valuable resource. Before creating new offers for old clients, you can tap into the archives to see what’s worked for them in the past, objections you (or your predecessor) overcame, and how their needs have evolved over time.
In short, old clients are the best. You’ve already built a relationship, fostered trust, and are continuing down a well-worn path. What’s better than that?
Recently, a client of mine was looking to get more use out of their current tech products from my company. They’d been a client for over a decade. Creating an offer for them should have been easy.
BUT…being a financial client, they’d suffered losses they were still recovering from the 2008 crash, laws had changed around their industry, and, suffice it to say, there were a lot of new hurdles to hop and hoops to jump through.
I can say, without a doubt, that having some historical case studies on this client would have been EXTREMELY helpful for me when tackling this case with my team.
But alas, there were none. And so, we created them for our future selves. God helps those who help themselves, right?
Of course, I can’t go into great detail here on the blog… sensitive information and all that jazz. That’s why I’ve created: This Sales Life Patreon! New and improved, our Patreon is where I’m able to speak more plainly about client identification, dollars, cents, and general details. There’s several in-depth case studies to peruse, conversations about sales in general, free courses, Q and A sessions with myself, and even coaching available for a variety of different budgets and time commitments.
What about MY Case Studies?
What about you? I’ve got you boo!
Lissen, I know that everyone doesn’t have the budget for another monthly membership—although this Patreon is pure gold so you may wanna give it some thought—so y’all know I’ve always got a freebie or two ready for instant download and implementation.
Every new blog series at This Sales Life includes a juicy new freebie that’s only available for a LIMITED TIME! To accompany our new account planning blog series, we’ve created This Sales Life’s Exclusive Case Study Template. (Cue fanfare!!!)
Join This Sales Life’s email list and receive your Case Study Template TODAY!
This free template will set you up for sales success by providing you with not only a spectacular example but a clean sheet for you to implement the practice of creating case studies on your own time.
If you’re enjoying our deep dive into case studies—or even if you’re not…you may want to evaluate why it’s striking a negative note??—make sure you snag this free resource to integrate this career-catapulting practice into your sales routine. It’s one thing to read about how account planning can help you close more deals and increase your commission, but it’s another to put this knowledge into action. Don’t leave this advice on the blog, take it home to make it work for you!
Join the email list and get access to This Sales Life’s FREE Case Study Template NOW.