Speed Through Know, Like and Trust

Posted on August 27, 2014 at 11:25 AM

The second part of the article "How to Shorten the Sales Cycle with Case Studies addresses how case studies get prospects to Know, Like and Trust your company, all prerequisites to a purchase decision.

Moving prospects through “know, like and trust” to get to the purchase decision takes time and 7-13 touches, according to current marketing thought. B2B case studies speed up the process by addressing all three milestones in a single document, performing like three or more touches:

1. Prospects get know your company reading details about the business, its products and services.

“Phast Online has extensive experience with QuickBooks and other financial applications.”

“Concentric Solutions is more than a software development company. They are a trusted business advisor for companies having technology as a core part of their business.”

2. Feelings expressed in case studies influence the buying decision. When a satisfied customer says they like you, others are more prone to as well3. 

“I love Phast Online! The time saved allows me to take on more clients with the same staff.”

“It just works and I love it!”


3. Positive feedback, quantified results and quotes from customers in case studies build trust, like getting advice from peers when you ask, ‘Would you buy from them?’

Does MedPix Hosted save 62 hours per week as MedPix claims? “Easily, and more,” responded Williams.

“I would recommend them to similar organizations because of their competency, collaborative spirit and ease to work with. I consider them a trusted advisor.”

Here's a good quote to wrap it up:

“Include case studies that document the success of companies that you have served in the past. Any positive feedback or proven results will help assure visitors that they can be confident choosing your business.4”

Watch for my next post on how case studies engage buyers emotions.


3“Emotions Are Contagious—Choose Your Company Wisely,”

4”Content That Helps Shorten Your Sales Cycle,”

Categories: Case Study Benefits

Post a Comment


Oops, you forgot something.


The words you entered did not match the given text. Please try again.


Reply RudolphTaido
3:04 PM on August 18, 2022 
Many thanks! Terrific information! canadian rx pharmacy shoppers pharmacy canadian prescriptions
Reply Hawreese
3:07 PM on August 18, 2022 
fildena viagra fildena 100 fruit chew what is fildena viagra generic 50 mg fildena 100 mg price in india no prescription
Reply LeroyGew
3:09 PM on August 18, 2022 
Seriously plenty of amazing info! canadian viagra generic pharmacy most reputable canadian pharmacies canadian pharmacy cheap
Reply RudolphTaido
11:04 PM on August 18, 2022 
You actually suggested that superbly. usa online pharmacy costco online pharmacy discount pharmacy online
Reply Lowellinfic
12:11 AM on August 19, 2022 
Useful facts. Regards. best prescription prices online meds
Reply RudolphTaido
7:09 AM on August 19, 2022 
Terrific information. Thank you! best price prescription drugs good online mexican pharmacy canada pharmacy
Reply Brentsek
1:08 PM on August 19, 2022 
Reply LeroyGew
3:06 PM on August 19, 2022 
Terrific material. Thank you! reputable online canadian pharmacy canadian drugs pharmacies online canadian drug pharmacy
Reply Lowellinfic
4:19 PM on August 19, 2022 
Cheers! I appreciate it! canada prescriptions drugs top 10 online pharmacies
Reply loyarge
3:54 AM on August 20, 2022 
- stromectol 6 mg ivermectin tablets stromectol 3mg scabies.
Reply RudolphTaido
8:57 AM on August 20, 2022 
This is nicely put. . online pharmacy store mail order pharmacy canada walmart pharmacy viagra
Reply LeroyGew
9:14 AM on August 20, 2022 
Lovely information. Cheers. canada pharmacies top best prescription drugs from canada online canadianpharmacy
Reply cialisgenericoDub
1:04 PM on August 20, 2022 
remedios disfuncion erectil cialis generico como tratar la disfuncion erectil cialis 5 mg prezzo disfuncion erectil herbolario
spedra urologos especialistas en disfuncion erectil

disfuncion erectil que es comprar viagra contrareembolso 48 horas
tratamiento disfuncion erectil
Reply Alvenidemn
1:48 PM on August 20, 2022 
You actually mentioned that well. canadian pharmacy online canada online prescription
Reply Lowellinfic
5:12 PM on August 20, 2022 
This is nicely said! . reliable online pharmacies prescription drugs canadian
Reply LeroyGew
1:17 AM on August 21, 2022 
Incredible loads of useful facts! best online canadian pharmacy review safeway pharmacy canadian pharmacies shipping to usa
Reply Alvenidemn
2:25 PM on August 21, 2022 
With thanks, Terrific stuff! usa online pharmacy viagra generic canadian pharmacy
Reply RudolphTaido
4:59 PM on August 21, 2022 
Excellent postings. Many thanks. canadian pharmacy no prescription needed discount drugs canada cheap prescription drugs
Reply RudolphTaido
12:58 AM on August 22, 2022 
Perfectly expressed genuinely. . mexican border pharmacies shipping to usa safe online pharmacies in canada non prescription online pharmacy reviews
Reply Lowellinfic
1:20 AM on August 22, 2022 
Whoa a good deal of very good info. top 10 online pharmacies navarro pharmacy