Nick Devine Presents...

How To Use Case Studies To Get Sales

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{ 72 comments... read them below }

1 Comment by Jamie — March 17, 2011 at 3:06 PM

Excellent Video, Will definately use case studies on my current pipeline
2 Comment by Bubba — March 17, 2011 at 3:10 PM

Thanks Nick
3 Comment by Su Savage — March 17, 2011 at 3:13 PM

Great information will use to get video testimonials
4 Comment by alejandro castillo — March 17, 2011 at 3:13 PM

I have learnt to understand the importance of case studies.

i will use to all my next customer visits.
5 Comment by Keith Mathews — March 17, 2011 at 3:23 PM

Many good points, a route to success
6 Comment by Peter — March 17, 2011 at 3:24 PM

Very good indeed. Be more factual is the key to this message and use the facts. Will use on a direct telemarketing campaign in April.
7 Comment by Peter — March 17, 2011 at 3:27 PM

I learnt a great deal from this short video clip, particularly in the area of the "Implication" - i.e. the I within the acronym SPIV. I intend it to use with some of our prospective customers who don't usually look very far beyond their usual day-to-day concerns
8 Comment by Jarek — March 17, 2011 at 3:30 PM

Now I am even more certain video testimonials and success stories are the way to go.
9 Comment by Steve Jones — March 17, 2011 at 3:37 PM

Hi Nick,

I really enjoyed this case study video ~ thanks for the advice. Could I ask then about your experiences with prospects wishing to validate the case study, by speaking to the Company concerned ? (references)
10 Comment by Nick — March 17, 2011 at 3:38 PM

excellent concise information
11 Comment by saifullah Paracha — March 17, 2011 at 3:47 PM

Niec video great opportunity to learn regarding sale
12 Comment by Gene — March 17, 2011 at 3:50 PM

I learned the SPIV concept and the idea to video success stories. I have an excellent current one.
I would use the video on a special Case Study link on our Web page.
13 Comment by marco — March 17, 2011 at 3:59 PM

immediate, positive, original
14 Comment by rick whitledge — March 17, 2011 at 4:12 PM

Thank you, very good idea, I had not thought of putting case studies on our web site but I plan to use your idea and feel it will help convert prospects to clients.
15 Comment by Scott — March 17, 2011 at 4:38 PM

Solid Reminders of Good Basic Business Practice. Thanks!
16 Comment by jarmo — March 17, 2011 at 4:42 PM

Thanks Nick!

Great idea to make case studies on video. I will add them to my sales toolbox.
17 Comment by Lee — March 17, 2011 at 4:57 PM

I like the SPIV acronym! Very catchy and I will ensure that the rest of my team adopts this philosophy.
18 Comment by Lau — March 17, 2011 at 7:45 PM

Obvious issues made simple
19 Comment by jon orpwood — March 17, 2011 at 8:15 PM

Great at re qualifying the value reasons for keeping up-to-date with case studies but also reinforcing them with client comments to give extra kudos to your hardwork. Thanks for the extra insight.
20 Comment by David — March 17, 2011 at 10:54 PM

Great reminder of human nature
21 Comment by Alan Chait — March 18, 2011 at 3:00 AM

I'm going out to get a small video camera tomorrow morning. Great idea
22 Comment by Krasimir — March 18, 2011 at 7:57 AM

Case studies - excellent helping hand in getting new customers !
23 Comment by Joseph — March 18, 2011 at 3:22 PM

Just crisp and well presented. Gives priority to what a customer needs and how to deliver it.... case studies. In my view this reduces the sales efforts by nearly 50%... trust and confidence building are the areas where more time is spent in a sales cycle. But with case studies well presented can save the time. I admire the contents.
24 Comment by Tim — March 18, 2011 at 3:46 PM

love the idea! Now to implement it....this must be a priority.
25 Comment by Judy — March 18, 2011 at 5:12 PM

Capturing people's case studies on video is something we had never thought about. We could do that and then transcribe the words and put them on the back of our line card as "testimonials" or "Case Studies". Very good ideas. Thanks!
26 Comment by beverly — March 18, 2011 at 9:36 PM

Loved the idea of capturing video right then!
27 Comment by Tom — March 21, 2011 at 1:11 AM

very informative, practical
28 Comment by Jim Darcey — March 21, 2011 at 3:38 AM

Learned the key elements of a testimonial and good ideas on how to get them. Have already been working on this area, and this sharpens things up!

How to use? With our literature we distribute to prospects, for a leave behind on sales calls; for possible emailing to both clients and prospects. Packaged professionally, can be used in many ways
29 Comment by ulf — March 21, 2011 at 11:47 AM

I could use it when i train people in solution selling.
30 Comment by Reza — March 22, 2011 at 5:32 AM

Good Idea, I will use the technique
31 Comment by Emilia — March 22, 2011 at 7:51 AM

ok, easy to do, good Idea
32 Comment by STEPHEN — March 22, 2011 at 8:16 AM

Capturing people's case studies on video is something we had never thought about we will now do them and put on website. Thanks Nick
33 Comment by Paddy — March 22, 2011 at 12:10 PM

Excellent.I will play it a few times over the next week or so and forward it to my collegues.
34 Comment by Delbert Kahn — March 22, 2011 at 1:49 PM

SPIV is a new arrow in my sales quiver. Planning to reintroduce the use of case studies into my presentations. Great session Nick!
35 Comment by Lynn — March 22, 2011 at 5:09 PM

Importance of discussing the the implication and how the partnering printers suggestion might poositively affect that outcome if done differently...
36 Comment by Ross Zautner — March 22, 2011 at 5:18 PM

A good back to the basics suggestion. Thank you
37 Comment by Ira — March 22, 2011 at 8:47 PM

compelling enough to dig deeper
38 Comment by Rui Vide — March 24, 2011 at 12:48 AM

Hi Nick! Always great resouces to create value in sales!
39 Comment by Tony — March 24, 2011 at 8:10 AM

the difference between a testimoial and a case study...fantastic insite thanks Nick.
40 Comment by Tony — March 24, 2011 at 4:12 PM

It's down to earth common sense. I'll seek out case studies and incorporate them into sales literature and our website.
41 Comment by ASHWIN PARMAR — March 25, 2011 at 1:54 PM

excellent guidence
42 Comment by Hellmuth Frey — March 25, 2011 at 9:14 PM

I learnd that it is right what we do for ower Custumers.
Inform them about the benefit it will bring them
43 Comment by Enda — March 28, 2011 at 3:26 AM

very very informative.
44 Comment by Enda — March 28, 2011 at 1:36 PM

great stuff
45 Comment by Dave — March 28, 2011 at 1:41 PM

You makes us think of the simple things we should have been doing all along BUT DON"T
46 Comment by Akif Kazmaz — March 29, 2011 at 8:19 AM

Thanks, it was valuable to listen. We already use the case studies, but I discovered a couple new points from you.
47 Comment by Joe — March 30, 2011 at 1:14 PM

Great idea, I'm going to try to use them at our next trade show exhibit
48 Comment by Jani — April 2, 2011 at 9:47 AM

We have done a few and it works
49 Comment by Peter — April 3, 2011 at 5:20 PM

Good video - very focussed
50 Comment by Nick Errington — April 4, 2011 at 3:56 PM

This is valuable info, I am interested in doing more of this for our business, builds so much credibility and so quickly. SPIV!!

P.s I really like these videos, keep them coming!
51 Comment by tom — April 4, 2011 at 5:26 PM

Many good points and informative.
52 Comment by Jason Harris — April 13, 2011 at 1:55 PM

No proof no sale is so true...in the process of getting case studies for all the various different aspects of print we have done so that future clients can see how we can make them look good. Will have case studies in our website and will have it on marketing literature that we send out to new prospects
53 Comment by whitney — April 28, 2011 at 6:13 AM

fabulous.
54 Comment by Annie — April 29, 2011 at 8:07 AM

case studies can be very persuasive
55 Comment by sandeep — June 8, 2011 at 8:05 AM

very good video
56 Comment by Janet — June 15, 2011 at 1:07 PM

Brilliant. So simple to do. We are going to put these testimonials on the web, facebook, etc
57 Comment by laura williams — July 7, 2011 at 8:02 PM

sales strategies very well presented, clear and simple explanation of how study cases will definetly improve your sales performance
58 Comment by Mark Tomaszewski — July 8, 2011 at 8:39 PM

Video was okay. Expected more live video versus just audio
59 Comment by George Compiani — October 7, 2011 at 4:21 PM

Very interesting. This is what most printers are guilty of. The "show and sell" approach doesn't cut it in today's market.
60 Comment by Sarah McCabe — October 13, 2011 at 10:39 AM

Great video - I particularly like the idea of video testimonials!
61 Comment by Nick — November 8, 2011 at 6:18 AM

Again this is another great tool for my sales tool bag so I can increase my bottom line. Thanks
62 Comment by Christie — January 3, 2012 at 8:50 PM

Thanks so much! keep the good stuff coming!
63 Comment by Jennifer — February 15, 2012 at 7:36 PM

Thanks for this video. Do you have any statistics of very large companies' success with case studies? I am trying to "sell" doing case studies into a very large global organization and a number of time or money would really help.
Thanks!
Jennifer
64 Comment by Scott — April 3, 2012 at 6:14 AM

.
65 Comment by Dennis — April 26, 2012 at 4:56 AM

love it
66 Comment by Keith — June 22, 2012 at 11:43 AM

Very interesting content. This would work well on our website.
67 Comment by Sophie — July 11, 2012 at 8:18 AM

good
68 Comment by Arek — August 7, 2012 at 5:41 PM

Thanks, very useful piece of advice !
69 Comment by Stuart — September 27, 2012 at 8:56 AM

There are several customers we could go back to for a video Case Study which we could put on our Company Presentation video. Thanks.
70 Comment by Mimi — November 25, 2012 at 5:11 PM

Been using case studies for years, they are one of the most power tools in my arsenal.
71 Comment by Antti Piira — December 25, 2012 at 9:35 AM

Great video!!!
72 Comment by raed — December 31, 2012 at 3:02 PM

Great job