Dream clients. Dream customers. Dream prospects.
Whatever you call them, they’re a joy to work with. If only you could have a million of those people…
But sometimes, finding them is like looking for a needle in a haystack. You’ve got to sort through prospects below your budget, that don’t respect your processes, burn through your precious time, and so on.
Here’s a good tool in your toolbox for making the dream prospect search easier: case studies.
Below, I’ll let you in on two simple tactics to implement in your case studies that screen out the clients or customers you don’t want while attracting the ones that make you excited to do your work.
Step 1: Interview Your Favorite Past/Current Clients or Customers
You know who your dream customers identify with the most?
Your favorite clients you’ve already worked with!
Think about it: If you loved working with a particular client, and you create a case study detailing their experience and successes through your offer…
Wouldn’t that case study only attract more of the same type of client that was a thrill to serve?
Of course, creating the case study isn’t enough on its own. You should always stay up to date on research — research your dream client to better understand their language, paint points, etc.
That way, you can hit on those more in the case study(s) you create. Not to mention it’ll inform other parts of your marketing so you can fine-tune for your favorite clients or customers.
Oh, and researching them will help you write better questions that pull out better information while interviewing them, too.
Step 2: Be Detailed About Your Process in the Case Study
My favorite clients are the ones that respect my process. They can ask questions or see clarification, but as long as they let me do my thing, it’ll be a lovely relationship.
On the other hand, some clients fight you every step of the way, even if you already mentioned your process to them.
You’ll say that the first step is XYZ, and they’ll agree.
Then, later, they’ll tell you they can’t do that.
At best, they waste your time if you can shrug them off for another client or customer.
At worst, if you’re desperate for money, you’ll forsake any sense of standardized processes to earn some cash.
Let me tell ya: that ain’t fun.
Case studies can help with that by providing a place to showcase your process. Your customer can see how you work in action with another client just like them — instead of reading about your process in the abstract — which helps them decide if you’re the right solution provider up front.
If you are, great!
If not, you just saved time and a potential headache.
Now, you’ve got clients/customers you love to serve… that respect your process… and they’re much more eager to buy from you.
Create a Dream-Prospect Magnet
Clients and customers you love to help give you energy — energy that leads to better service all around.
And by using case studies to speak to those customers and screen out those who hate your process, you save prospecting and work time.
Ultimately, that means more profits for you.
Sounds nice, doesn’t it?
If you need help writing one of these case studies, you’ve come to the right place. Contact me today and let’s talk about your case study needs.