One of the greatest stall tactics is the “Prove it before we touch it” technique. Objection #14 is exactly that, “Before I will even look at that, I want to see others who have successfully done this.” Basically, I don’t believe it will work so you need to prove it to me.
Answer: First of all we need to realize that this is new. The number of case studies cannot rival the number of case studies on Webinars or e-Learning, for example. But they are out there. Some have hard ROI numbers, some are success stories. These should give you enough to read.
- CustomerVision has a couple: CDS and School Loans Corporation
- Although more geared toward the enterprise, Cases 2.0 is a wiki where anyone can upload their case studies.
- Some more
I really need to write up my case studies as well. Someday when I get to it I will post it here…