Case Studies in Outbound Marketing – Striking the Perfect Balance
When it comes to outbound marketing, striking the right chord with your messaging can make all the difference in securing a prospect’s attention and interest.
At RevBoss, we’ve been digging deeper into the types of credibility that seem to resonate with potential leads and we quickly noticed a pattern: the simplicity of listing strong reference clients often outperforms more elaborate approaches involving case studies and links.
The Power of Casual Credibility
Name-dropping a few clients you’ve worked with is effective in cold emails because it aligns perfectly with our strategy of crafting casual, off-the-cuff emails. It’s akin to “spitting off” a few names in a conversation, effortlessly providing confidence and credibility. Plus, it avoids the pitfall of transforming a friendly introduction into a heavy-handed sales pitch, which can happen when an email includes overly detailed case studies with specific statistics.
When to Use Statistics
That said, case studies and statistics aren’t entirely off the table. In instances where the reference clients may not be widely recognized, a compelling statistic can significantly bolster the credibility of the client’s value. The key is brevity and impact – a short line with clear, impressive stats that resonate with the prospect.
Linking to Further Information
If you want to incorporate more detailed information from case studies, we recommend providing a link rather than including it directly in the email. This approach respects the reader’s time and attention, ensuring that the primary message is concise and that additional information is available for those interested, without overwhelming the recipient.
Successful Examples
*Client names have been changed.
Our management of Nutrition Boom’s influencer funnel led to impressive results, including a $1.47 million CPM and featuring on Amazon’s homepage.
Our work with Lorax Tree Co. helped them achieve their ambitious goal of planting 1 billion trees and growing their revenue significantly.
The Gen Z Makeup Company’s campaign is another testament to our strategy’s efficacy. By focusing on integrated campaigns that resonated with their brand identity, they saw a substantial boost in sales across Sephora.
During the pandemic, we helped This Way Apparel scale its annual sales to over $7 million.
Our approach has led to numerous success stories. Consider Eat More Grocers: with our assistance in delivering short, engaging training sessions, they saw a 15% reduction in their OSHA incident rate in just one year, and by year three, it was 50% below the national average.
After the E-mail: Advancing the Sales Process with Case Studies
Case studies become significantly more important in the subsequent stages of the sales process.
Once you have a conversation on the calendar with an interested prospect, it’s necessary to showcase specific, detailed examples of how your services or products have positively impacted similar clients.
This detailed narrative is more than just a list of benefits or features; it’s a story that illustrates the real-world application and results of your offerings. It provides context, depth, and relatability, allowing prospects to visualize how similar solutions could work in their scenario.
In essence, while the initial outreach can pique interest and open doors, case studies are the backbone of the deepening conversation. They not only validate your claims and showcase your successes but also serve as a pivotal resource for internal champions to advocate for your solutions.
Need An Honest Outbound Partner?
Our outbound email campaigns are informed by years of experience building sales pipelines for companies with a desire for steady growth. Schedule a call with us to find out how we can help you win more clients.