Stories that Sell

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5 Tips for Tweeting Your Customer Case Studies

Stories that Sell

Customer success stories - with their focus on real customers, real results and how-to messages - are some of the most engaging content to share. And on Twitter, posting a written or video customer case study is pretty quick and simple. Here's a short guide for crafting your customer-story Tweets: Use Graphics. Maybe even overlay a featured customer quote. Tag It.

The Small Marketer’s First Steps to a Customer Advocacy Effort

Stories that Sell

A few years ago, I delightfully observed as a client started a customer advocacy program. It’s an effort to go beyond one-off case studies and reference calls to engage with customers who are willing to serve as advocates for your products and services in a variety of ways. But ideally, a customer’s praise isn’t limited to a single case study. What’s that, you might ask?

FAQ 58

The Risk of Stripping Down Customer Case Studies

Stories that Sell

What about customer case studies? Among my clients and peers, the debate is whether buyers will read longer customer case studies. Still, customer case studies seem to be getting shorter - down to a few paragraphs - because companies believe that buyers don''t want longer stories. Validate - A case study shows that real customers are seeing real results. billion in 2013.

Another Idea for Getting No-Go Customers off the Fence

Stories that Sell

And year after year since then, I hear the same challenge  from organizations as the main reason they don’t create more case studies. "We can't get customers to agree to do them!". The truth is, you have to sell the idea to the customer. Or they might be moved by activities in tandem with a case study such as the chance to network with peers on your customer advisory board.

The B2B Marketer's Field Guide To Customer Engagement

Leverage customer engagement and advocacy to drive brand, demand and profitable growth

7 Companies Boldly Leading with Customer Stories

Stories that Sell

Potential customers distrust nearly all marketing. That’s why prospects considering your products and services need to hear the stories of your happiest customers. And I’m suggesting that you shouldn’t just use customer case studies, you should lead with those customer stories. A few organizations do just that. Feature a Range of Customers. Microsoft. Avaya.

5 Trends in Customer Case Studies – An Interview with Projectline

Stories that Sell

What's new with customer stories and where are we headed? That's the question I recently asked Erica Hansen, director of customer engagement at Projecline. The fast-growing marketing services firm has built a solid reputation by assisting companies like Microsoft with customer references and evidence. Hansen shared five trends she's seeing in customer storytelling: 1.

One Case Study Helps Land FIVE Major Customer Awards

Stories that Sell

Never doubt the power of a single case study or the positive impact for the featured customer. • 2012 1to1 Media Customer Champion. It''s a powerful but often-overlooked way to get more mileage out of a customer case study. It''s a big benefit for customers. • 2012 DMA – Marketer of the Year. • 2012 DMA Innovation Award. How about you?

You Look Good When Your Customer Looks Good

Stories that Sell

Many things can motivate a customer to be a reference for your company. "Free PR" is just the beginning. Customers are increasingly seeing other answers to the question, "What''s in it for me?" Reference activities can help customers communicate with a number of audiences. But what about the customer''s objectives ? Customers appreciate the partnership.

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B2B Marketing Trends for 2016

And they expect an optimized customer experience from end to end. Manage the customer experience: great content alone won't save a lousy product or cumbersome experience. always make more content, their customers can't make any more time. will be forced to value "fit" over "reach" where they target the customers that fit. or current customer is. B2B Marketing.

Case Study Copywriters: Juggle More for Your Clients

Stories that Sell

With multiple interviews and customer review cycles, case study projects demand more project management than other types of writing assignments. Case study writing customer case studies Customer success stories case study writer When we want to stock our kitchen, our family shops at three different grocery stores. High maintenance? Probably. We want what we want. case studies).

Survey Says…Customer’s Voice Most Effective Content Marketing Tactic

Stories that Sell

I''ve seen the influence that customer stories have on potential customers time and again, but a new survey provides validation straight from marketers. Customer testimonials and case studies lead the list of most effective content marketing tactics, according to the newly released B2B Content Marketing Survey for 2013. It makes sense. Check out the full survey here.

Are You Prematurely Aging Your Case Studies?

Stories that Sell

Now I more readily notice story around me and am more mindful in trying to weave those pieces into my customer case studies to keep readers engaged. But there’s a challenge with the “time” in customer case studies. If you talk about a customer deploying a solution in 2014, by 2016 it sounds like old news. Case study writing customer case studies Customer success stories

Enter to Win – One Free Ticket to an Online Storytelling Conference

Stories that Sell

It's not just about customer storytelling but about the power and practice of story in general, with much of that translating to customer stories. How can you score my free ticket? 1- Go to the Stories that Sell Facebook fan page. 2- Post on the wall or on my recent Reinvention Summit entry a link to one of your favorite examples of a great customer success story/case study.

Do Buyers Still Read Case Studies?

Stories that Sell

realize that I’m not the most unbiased authority on the supremacy of the written customer case study. This year''s Eccolo Media 2014 B2B Technology Content Survey Report revealed that more buyers prefer customer case studies in a written format than in other forms. And it''s excellent news for writers looking to help companies create their customer stories.

The Rise of the Customer Marketer

Explore the changes taking place in customer marketing from the perspective of customer marketers themselves

Customer Case Studies: More Effective, Loss Costly

Stories that Sell

Time and again, I've posted on the effectiveness of customer case studies. Response : 94% said content sourced from existing customers is either extremely effective or very effective, with case studies topping content written in house and third-party analyst content. customer case studies Customer success stories Value of Customer StoriesConclusion.

Supercharge Your Sales Conversations with Story

Stories that Sell

After listening to your customers for a bit, you’ll have a better idea of what to use from your StoryBank. Uncover customer needs. Many people find it helpful to have a “story starter” phrase that makes it comfortable for them and the customer to introduce a story into conversation. A guest post by Andrew Nemiccolo. After all, humans are wired for story!

Customer Videos 101: How to Score a Killer Sound Bite

Stories that Sell

But given a little practice – anyone can elicit uber-happy sound bites from satisfied customers on camera. Here are some guidelines before interviewing your satisfied customers: 1. Your Prep Work: Before conducting an interview, write out open-ended questions that help draw out the customer’s story. Face-Time: Your customers must smile. Excited? Positive?

How Customer Case Studies Drive Traffic to Company Sites

Stories that Sell

A glowing customer success story is a coveted piece of marketing collateral, but case studies are not always easy to create. If you manage case studies, or write them, you know the challenges: getting a customer to agree, conducting interviews, writing and editing the story, and getting customer signoff. Nearly every organization posts a completed case study on their website.

B2B Loyalty, The B2C Way

Find out how consumer loyalty principles can help B2B companies reward, recognize, and engage their customers

The Ugly Duckling of Case Studies – The “Not-for-Public-Use” Story

Stories that Sell

In the case study world, non-public customer stories are perceived as an ugly duckling of what we do. For Use BY or WITH the Featured Customer. The featured customer, a global maker of household appliances, requested that the vendor - a software company (my client) - create a case study on the success of their efforts in one German division. Here''s how. To Name or Not to Name?

Calling ALL Customer Reference Programs – Become Relentlessly Efficient

Stories that Sell

Do you lead an intergalactic customer reference program for a Fortune 500 company, or maybe you’re the one-stop-shop, all things customer reference at a start-up? Regardless of your title or company name, all customer reference folks are trying to accomplish more results in less time and with “creative” budgets and limited staff. Normal. 0. false. false.

Survey Says…Case Studies Still Influential in B2B Tech Purchases

Stories that Sell

Of course, I want to know, what's going on with customer case studies? Share: B2B marketing Case studies in the sales process customer case studies Customer success stories Value of Customer StoriesWe all work hard to create attractive content. But just how useful is it in actually influencing buyers? Again, this year's just-released report didn't disappoint. Podcasts.

The 4 Elements of a Technology Customer Case Study

Stories that Sell

It's no wonder that customer case studies are a staple in marketing and selling technology products and services. The customer case study uniquely demonstrates that a technology works well in a customer's environment and the experience has been positive. Just like consulting services , there are certain elements that typically should go into customer stories on technology.

B2B Marketing Trends for 2016

And they expect an optimized customer experience from end to end. Manage the customer experience: great content alone won't save a lousy product or cumbersome experience. always make more content, their customers can't make any more time. will be forced to value "fit" over "reach" where they target the customers that fit. or current customer is. B2B Marketing.

The #1 Question to Ask Before Starting Any Case Study

Stories that Sell

A customer story can't just be interesting or results-oriented. Before beginning customer success stories or case studies with a new client, I ask a LOT of questions of my marketing contacts - well before ever talking to one of their happy customers. Next, create your customer interview questions to elicit those key messages. It also needs to sell.

Zahmoo: The Online Story Bank

Stories that Sell

Share: Customer success stories customer case studies online story bankIn an organization, a single, powerful story can help land new business, get PR, win awards, train new sales reps, and reinforce the company's vision among all employees. Yet so many stories go unrecorded - and lost as people leave the company. You need a process for capturing them, and a place to do so.

Want to Write Case Studies? How Technical Do You Need to Be?

Stories that Sell

Now as a freelance marketing writer, 90 percent of my clients for customer case studies are technology companies. So if you''re going to write customer case studies, do you need to be technical? Readers want to know how another customer solves the same problems they are facing. As an example, I''ve written many, many customer success stories on help desk/IT support software.

Can You Doctor Customers’ Quotes?

Stories that Sell

While customer case studies have many similarities to journalism, they're not. And customers have the chance to review and approve their stories and direct quotes. There's what the customer said. At this point, I've written more than 600 case studies, and interviewed even more customers. However, some customers are pickier than others. It's marketing.

B2B Marketing Trends for 2016

And they expect an optimized customer experience from end to end. Manage the customer experience: great content alone won't save a lousy product or cumbersome experience. always make more content, their customers can't make any more time. will be forced to value "fit" over "reach" where they target the customers that fit. or current customer is. B2B Marketing.

Happy Customers Tell Their Stories – Live and In Person

Stories that Sell

As you've heard here before, a customer's story can be used for much more than just collateral or for website content. Live presentations are one of the hottest ways to showcase customer stories - and all the more powerful when the happy customer does the presenting. Before the event, the presentation will likely need be approved by the customer's organization.

Why Some Buyers Don’t Look at Case Studies

Stories that Sell

Then you head to the automaker''s website and notice they have a link for customer success stories. You follow the link to see the customer stories and. It sounds ridiculous when you think about having to provide your information in exchange for seeing customer stories during a major consumer purchase. Last week I set out, as I occasionally do, to find examples of great customer case studies online. Case studies in the sales process customer case studies Customer success stories Organizing success stories online Locked. Toyota does this nicely.).

Kronos Spotlights Dozens of Customers through Expanded Reference Program

Stories that Sell

The book Stories that Sell , and a recent blog post here , lauded Kronos Incorporated for its Best Practices Awards Program, an annual program to recognize customers that achieve value and success with Kronos solutions. Those customers received significant exposure at the event and in the media. It found an even better way to engage customers and get them to share their stories.

How HP Case Studies Cater to Readers and Skimmers

Stories that Sell

So how does that affect the way you present customer stories? Given that, it's important to structure your customer case studies and success stories to meet the needs of both types of readers. HP does this nicely in a story featuring a restaurant customer. And remember, prospective customers aren't just reading your content online. First, that may not always be true.

8 Traits of Sales-Win Stories

Stories that Sell

Savvy sales teams share customer success stories to move prospects further toward a purchase decision. But customer case studies aren't the only type of story that can help a rep close a sale. Sales win stories usually come from internal team knowledge about how the sale and customer relationship unfolded - not customer insight. Focus on a single customer.

Case Studies: When Measurable Results AREN’T Necessary

Stories that Sell

For years, I've counseled my clients on the importance of getting solid results into their customer stories. Does it generate higher traffic, better customer satisfaction and so on. customer success story I'm working on right now features an anecdote instead of a measurable result. "Chris Strouth tweeted "sh*t, I need a kidney" then got one." Whoa, what?

4 Tips for More Seductive Customer Stories

Stories that Sell

That means, stop talking about how great you are and let customers do it for you. Showcase their stellar experiences in customer success stories. How do you create customer stories that elicit a reaction as emphatic as Sally does? Here are four ways to make your success stories more seductive: 1- Feature Only Insanely Smitten Customers. Choose your customers carefully.

Case Study Design – Turn it Sideways

Stories that Sell

Steelcase , known for its office designs and furniture, has brought its design inspiration to the customer success story. Because of the visual nature of what it provides, the company features customers in their actual workplaces, enjoying their Steelcase environments. Headline. Subhead. Photo. The result? more engaging, attractive story. Share

How to Cue Up Hard-Hitting Customer Quotes

Stories that Sell

There are times when, magically, customer quotes are exactly what you dreamed they would be. The featured customer delivers glowing, colorful, emotive comments that speak to the exact challenges that the audience is facing and provide the much-desired validation that the vendor wants in the case study. • The Decision - Why did the customer choose the solution?