Good case studies are often the rarest part of proposals, yet they can crucially impact your success in achieving better conversions.
Here are some key points to remember if you're thinking of adding case studies to your proposals, including the best times to do so and when adding them might actually be less beneficial.
When to include case studies
1. You are an expert in a specific niche
Including similar projects to the end result the client want can be the greatest way to convince them that you are the right person for the job.
Even with a higher price, you showed you can do the job and the client will be more likely to be happy with the result.
2. You made good similar projects
If you have a good track record of similar projects, it’s a good idea to include them in your proposal.
Similar projects garantee the client that you can do the job he wants and that you have the experience to do it.
3. The client don’t really know you
If the client don’t really know you, case studies can be a good way to show him you are a business that can be trusted.
Think about the reasons why the client should trust you, what could give him the confidence more than a good case study similar to what he wants?
When not to include them
1. You don’t have any similar projects
If you don’t have any similar projects, it’s better to not include any case studies in your proposal.
Any projects that are not similar to the one the client wants can be out of context and can confuse the client about your services.
The proposal length becomes too lengthy or overwhelming
2. If the proposals is too lengthy or overwhelming, the client might not read it entirely.
It’s better to keep the proposal straight to the point the client need to be able to evaluate if you are the right person for the job.
And no one like to evaluate a long proposal traing to find the information he wants to hear.
3. The projects are too outdated and does not reflect current capabilities
If the projects are too outdated, it’s better to not include them in your proposal.
The client might think that you are not up to date with the latest trends and that you are not the person he needs to make his view come true.
In conclusion, case studies can be a great way to convince the client that you are the right person for the job. But it’s important to include them only if they are relevant to the project and if they can help the client evaluate if you are the right person for the job easily.