How To Create Case Studies for Your Business

About this video

Dan Martell shares his framework for powerful customer case studies under a ‘show, don’t tell’ philosophy. He traces his path from refusing case studies at Spheric over customer privacy, while working with clients he names as Procter & Gamble, Dole Foods and Johnson & Johnson, through Flowtown and Clarity, to SaaS Academy, where he claims hundreds of case studies, including clients helped to over $100 million in revenue and over $400 million raised — presented as his claims. His five strategies: 1) More like them — pick your best customers, e.g. only companies in a target revenue range and industry, because case studies attract more like them. 2) Focus on results, not fluffy characteristics — get ‘from here to there,’ time saved and business results in numbers. 3) Seed the agreement — put sharing their story in the contract from the start; it signals confidence and motivates clients to get a bigger story. 4) Create an assembly line — build an SOP from prompting wins to publishing weekly, citing friend Danny Iny’s process using videographers in clients’ cities. 5) Put it on tape — record on Zoom or in person, ask about before, concerns, how they were overcome and results, then edit to a tight 90-second micro-doc and repurpose to blog, email and social.

Key takeaways

• Show, don’t tell — let customers prove results for prospects
• Pick best customers as case studies to attract more like them
• Focus on results and numbers, not fluffy testimonials
• Seed the agreement in the contract when clients first sign
• Put it on tape and run case studies as a weekly assembly line

Episode details: published February 7, 2022 · 14:33 long. Summary written by Self Growth Videos from the episode itself. Business results and any income figures mentioned are Dan Martell’s own claims, shared for education — they are not typical or guaranteed.

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