Satisfied customers the most effective salesmen for a product

It’s a good idea for you or someone in your company to write the case study, rather than ask your customer to write it, for a couple of reasons.

First, it makes it easy for your customer to simply review and approve what you’ve written, rather than take the time to write the case study, which may not happen as quickly as you’d like.

Second, by writing your own case study, you are in control of the message you want to convey and can speak specifically to the points you want to get across to your prospects .

Your case study should be no more than about 100 words and should fit easily on one eight-by-11-inch page.

Case studies are also a great sales tool to display on your company website, in your marketing materials and in company press kits.

Sittig-Rolf is a sales trainer, public speaker, author and president of Sittig Inc., a sales training and consulting firm.