I often speak with business owners about various marketing methods. Many times when I ask them if they’ve used case studies to generate business, I get that deer-in-the-headlights look.

Case studies are great business generators that are often overlooked even though they are effective and easy to use. Simply put, a case study is a 1 to 3-page report (story) describing how you helped a client solve a particular problem. You write it (or have it written) and offer it to prospects and clients at no charge which gives them some insight into solving a similar problem.

Case Studies Demonstrate Expert Status
It need not be too detailed but should contain enough information that it establishes you as the expert in your field. A printed case study written by you earns you instant expert status.

Some of these prospects will attempt a do-it-themselves fix using your information, but many will ask you to solve their problems for them. After all, you are the expert. They will become good customers. As for the do-it-yourselfers…they probably wouldn’t have hired you anyway.

Use Case Studies to Generate Interaction With Prospects and Clients
You can offer free case studies on your website, at speaking engagements as a hand-out, or at meet-and-greets. Get their business cards and promise to email it or mail it. This gives you a reason to contact them and find out if it was helpful…and if there is anything else you can do for them.

So what are you waiting for? Get out there and make your case!