For the longest time, I’ve noticed that most accounting firms are so focused on listing what they do that they miss the one thing that actually gets prospects to believe them.
I’ve been using it in my own marketing for a long time now.
In this episode, I’m breaking down what it is and how to build your own.
Listen below.
0:46 There’s a sales tool most firm owners overlook: the case study. It’s simply a story about a client you helped get a real result, and that’s it.
1:56 In a lot of industries, from SaaS to healthcare to construction, the companies that use case studies well often stand out more. Accounting firms shouldn’t be an exception.
3:52 A single good case study can fuel weeks of content across channels, no fresh ideas needed. That’s the kind of efficiency that tends to change how you spend your time.
4:45 Firm owners often ask me how to write a case study and what should go in it. It’s pretty simple: start by showing where this client was before you came in.
6:32 As for where to put these case studies — your website, blog, and LinkedIn are the obvious choices. I’d also suggest sending them out to your clients and prospect list via email.
7:40 Here’s a real case study from my coaching community. Victoria Thayer is originally from Venezuela, where her mom and grandmother were maids. Now she owns a firm bringing in $50,000 a month, $600,000 a year.
9:51 A reader can see themselves in the story, or at least what’s possible for them. That’s usually what resonates, not abstract principles. They want to see a real person, a real problem, real results.
