One of the most important components of a digital marketing agency’s sales process is having quality case studies. Showcasing your agency’s measurable results can do a lot to win the trust of potential clients. But what should you do if you don’t have case studies?
If you’re just starting your agency or launching a new service, how do you gain a prospect’s trust without having any measurable results from previous clients? Below, I’ll outline three different options you have for kickstarting your sales process without case studies.
1. Do a Campaign for Free or Reduced Fee
You most likely know someone who owns a business or makes marketing decisions for a business. The best way to get a case study for your portfolio quickly is to offer to do a free campaign or project for that business.
Note that it’s important to keep the scope of the project very narrow; you don’t want to get stuck doing free work indefinitely for someone looking to take advantage of your time. Also, if your service is PPC management, be sure that the company pays for the ad spend.
2. Create Your Own Business to Use as the Case Study
This tactic only works for certain services, but it can be a very quick way to get a case study added to your portfolio. If you’re a web designer, you can simply create a “dummy site” to use as an example of your work.
In other words, if you’d like to have local service businesses as clients, create a website for a maid business in your city using whatever brand name you’d like. To take this idea one step further, you can rank the site and partner with a business in the same area that would buy the leads from you.
If you provide graphic design, SEO or other similar services, this method is for you. It is a great way to create your first case study.
3. Create a Detailed Outline of Your Process
The reason that many prospects like case studies is that they give them a better idea of what working with you will be like. If you don’t actually have any case studies, the next best thing you can do is give prospects a clear idea of what they can expect from you.
For example, you could create a timeline of the first month of service, providing details on the activities you’ll be conducting each day on behalf of the client. This can give the prospect much more certainty about your service, allowing them to more easily make a decision.