Case studies are a core foundation of marketing.
In recent years however, marketers have neglected them in favour of high volume, low quality social content.
These days no one wants to read a 1,500 word case study - video is the preferred medium.
Yet marketers insist on using the stale and overly simplistic Problem-Solution formula which fails to deliver what buyers want.
What Buyers Want
Today's buyers are highly driven to make an educated and informed decisions.
Above all else, their greatest current demand is for materials to help them with their research process.
Case studies are the only asset truly capable of this.
The Opportunity For CMOs
Your competitors are all focused on pushing reasons to buy their product or service.
But smart money is on the step before that...
Educate first, then lead them to make the right choice.
Make Your Client The Hero of the Story
Positioning your client as the hero makes the case study instantly more appealing and relatable.
As the viewer, learning from someone who is a similar position is seen as a quick-route to achieving a successful outcome.
Help Buyers Better Understand Their Problem or Need
The attraction of a case study is for a buyer to better understand their problem or need.
This is why we deliver educational insights to fulfil that desire.
Warn of Potential Problems To Avoid
Educated buyers make the best buyers.
By understanding the problems they need to avoid, they are then able to better appreciate how you can help them.
Educate On Factors Which Determine Outcome
This is the opportunity to pre-qualify the various elements of your product or service as essential to success.
Highlight Competitor Weaknesses
You can't talk negatively about your competitors.
Instead, we strategically cover your competitor's weaknesses to hurt their suitability in the eyes of the buyer.
Define How To Make The Right Choice
Buyers are highly motivated to make the right choice.
Here we set out how they can make an educated and informed decision.
Every factor covered is one of your key strengths.
Show What Life Is Like With Your Help
This is where we sell the dream.
This is where we clearly demonstrate what they stand to gain if they choose your company.
Facilitate The 'Ideal Choice Epiphany Moment'
This crucial final step is where we facilitate the viewer realising for THEMSELVES that your company is their ideal choice.
We do not tell them - we purposefully guide them to that epiphany moment.
Example - Fujitsu
Here is an example of this new style of case study in action.
This case study entirely reframes the decision making process for an IT Director.
It allows Fujitsu to fully capitalise on their core strength as a value added technology partner.
Regular video production companies simply do not have the same level of expertise in B2B sales and marketing as we do. They are generalists, we are specialists.
This is why our case study videos are the best you can get.
3x Author In Video Production & Marketing
CEO, Story Hero
If you believe the concept is solid, the next step is to book a brief call to discuss your case study strategy.
Story Hero offers a complete done-for-you service.
Filming where ever in the world your clients are.
During the call you can get complete clarity on how it could work for you as well as discuss who would be best to feature.
Alternatively, if you would like to see some more examples - click below.