The Agency Accelerator The Hidden Power Of Case Studies With Joel Klettke: The Important Role They Play In Your Sales Process
In this episode of The Agency Accelerator, Rob is joined by guest Joel Klettke to discuss the hidden power of case studies in the sales process.
Joel shares valuable insights on how customer stories can support your new business, the different formats to deploy them, and their importance in winning, upselling and retaining clients.
We also delve into the value of creating compelling anonymous case studies, the key elements of a successful case study, and the strategic use of case studies throughout the buyer's journey.
Time Stamp
[02:43] Case studies are critical for agencies as they demonstrate skills, differentiate themselves from competitors, and provide proof of value
[08:12] How do get clients to agree to a case study and when should you ask for them?
[14:12] Joel’s view on anonymous case studies (if a client doesn't want you to use their name)
[17:00] How can you get clients to share their ROI and metrics with you?
[21:19] How do we drive the approval process and ensure things don’t stall at this stage?
[25:29] Different levels of content repurposing: nibble, bite, snack, meal & buffet
[29:38] How many case studies should you aim for?
[32:16] What advice would Joel give his younger self, just starting out in business?
Quotations
“There are a few assets more powerful at demonstrating how you think, how you treat clients, how you work through problems than a case study. When everyone's making similar promises, it really comes down to your proof and your ability to show that thinking and value in action." — Joel Klettke
“When considering how many case studies you need, look at it through the lens of who you're trying to appeal to and what stories will be most relatable for them." — Joel Klettke
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Useful links mentioned in this episode: