Even in the digital age, word of mouth remains one of the most efficient marketing methods at our disposal. Newcomers to your website and prospective customers don’t trust you yet. They do, however, trust other consumers. Think about it: whether you’re buying new sneakers or looking into fasteners for your industrial application, what’s the first thing you do? Read reviews, find testimonials, and see what others are saying about the product you’re researching. In short, you look for reasons to trust the supplier and their products.

So, how can you quickly create that trust to translate anonymous website visitors into a loyal customer base? It might sound like a complex task, but there is a simple solution: Case studies.

What is a Case Study?

A case study is an in-depth look at a particular instance (aka a “case”) where quantifiable results came because of a successful application of a process. Case studies showcase a structured problem, illustrate the solution to provide context, and tell a story to the reader while generating insights about your products, company, and services.

The Benefits of Case Studies in Industrial B2B

Demonstrate Your Expertise & Establish Credibility with Your Industrial Audience

In B2B marketing, we use case studies to build authority, create trust, and prove that you are great at what you do. After all, anyone can say that they are the best in their industry—the trick is showing it.

Case studies create a space to sell your knowledge and expertise in your field while showing a customer’s perspective in interacting with your business. You can take your customers through a hypothetical B2B interaction with your company from design to support after the project is completed, allowing a glimpse into how you conduct your business. As a result, case studies do a lot of heavy lifting for you, including:

• Showcasing a loyal customer base. Customers were so happy with past work they agreed to be linked to your company within a publicly displayed case study. Compared to a basic testimonial, case studies imply a greater level of trust and credibility.
• Displaying professionalism. Case studies often show a time when you overcame a challenge. Most industrial applications hit road bumps along the way, and case studies show how you reacted and tackled those challenges expertly and efficiently.
• Laying the groundwork to pivot. When you decide to target an audience in a new industry, you may not have specific experience within that industry. With case studies, though, you can show you have the skills and industrial expertise to handle the requirements of your targeted industry.

Using Your B2B Case Study Content

Once you’ve created your case study content, the next step is to promote it within your B2B website. You can link to case studies via your homepage, create a page specifically for case studies, or even feature them within pop-up windows or sidebars.

But it is important not to draw the line at your website. Case studies are an excellent marketing tool within almost any medium. Include studies in emails reaching out to prospects or link to your case studies within your newsletters, email blasts, or other promotional materials. You can easily share and distribute case studies via social media or discuss them on your blog, staying at top-of-mind for prospective clients and creating opportunities to appear higher in searches.

When it comes to distributing and using your case study to build credibility and establish your expertise, the possibilities are endless.

A Personalized Approach to Industrial Marketing

Most modern customers—especially Millennials and Gen Z—respond more favorably to a personalized marketing approach than a strictly by-the-numbers interaction. Case studies give you the chance to present an authentic customer interaction. Unlike other marketing approaches, case studies represent a unique opportunity to show off quantitative victories while also demonstrating less-measurable quantitative achievements such as commitment to quality or fantastic customer service.

Staying Relevant in B2B Marketing

One possible issue with case studies is that they can become outdated. Old or poorly presented information risks chasing prospects away instead of engaging them. Web presences should always be updated and current, and case studies are no exception. By producing interesting and relevant case studies, you can keep existing business engaged while bringing in new customers and making sure your online content is fresh and recent.

Ready to Get Started on Your B2B Industrial Case Studies?

Ready to integrate your case studies into your online industrial B2B presence but aren’t sure where to begin? Don’t worry—you’re in the right place. Ecreative’s expert team of digital marketers and copywriters are here to help you optimize your website to increase your business. Our proven strategies for online success will take your B2B industrial website to the next level. Contact us today to get started.