[EP.30] How to Transform a Case Study into a Customer Success Story

How to Transform a Case Study into a Customer Success Story The phrases “case study” and “customer success story” are often used interchangeably by sales pros and prospects alike. But the truth is, there are some subtle and unique difference between the two – and knowing when to use one over the other could be the difference between a "YES" or a "NO". In this episode, I share my interview from Insightly's show, Closing Time, where I dig deep into my ACORN checklist and how it can help you craft a compelling customer success story. Click play to check it out and I'll see you on the other side! What We Discuss (02:41) The differences between case studies and customer success stories. (03:52) The ACORN acronym: A – attention grabbing. Your story must have a strong hook. (05:47) C – contain a relatable main character. Your sales story needs a hero. (07:02) O – organically unfold within a simple story arc. Your story needs a logical sequence of events. (12:39) R – reveal the villain. Your story needs an antagonist. (14:52) N – nurture trust. Your story should focus on accelerating trust with your prospect. (16:28) The PSA method for sharing your story: Point, story, Audience impact. Valuable Insights and Key Topics Attention is the currency you need to earn. Once you get it, you need to learn how to keep it and earn the opportunity to solve your prospect's million dollar problem. To find the villain in your story, don’t think about your prospect’s pain – think about the root causes of that pain, and how it's preventing your prospect from achieving their version of success. Useful Resources Learn more about Ravi; https://www.theravirajani.com https://www.linkedin.com/in/ravirajani/ https://www.tiktok.com/@theravirajani Want to learn more about Insightly, our sponsor of this week's show? Head over to www.insightly.com/influential to learn more about how you can build customer relationships that last a lifetime through a CRM that aligns your teams, elevates the customer experience and drives sales growth. Your free 14-day trial awaits you!