Case Studies and Customer References – Generating Leads

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It’s simple really – imagine reading a trade publication, and spotting a story about one of your competitors and how by implementing a piece of software or contracting an external service provider, they have gained a competitive advantage over you. Wouldn’t you be envious?

The same is true of your prospects.

So why not give them the opportunity to read about your b2b pr successes, and therefore be encouraged to make contact with you?

A worked example:

Our client Celebrus Technologies (formerly known as Speed-Trap), the online customer insight experts, wanted to generate new leads in the hospitality sector.

Using a press release on benefits seen by a recent customer – a well-known hotel chain – that mentioned a high value financial saving, the itpr team secured multiple placements of the content in the marketing, technology, new media and hospitality press.

Within 24 hours of the press release being published, eight of our client’s customer’s competitors made contact and requested more information – more than half of which requested demonstrations and became ‘hot’ leads.

Our client was of course delighted, as can be seen here:

“itpr’s work has certainly strengthened our lead generation activity. Eight sales leads were secured in one of our key verticals from an article that itpr drafted and placed in our target media. And because these leads came about through the PR activity, the length of the sales cycle was shortened as the prospects understood our proposition better and appreciated the potential benefits we can provide, removing the need for us to explain.”

VP Operations and Marketing, Celebrus Technologies

To see the details of itpr’s Customer Testimonial Package, click here, or to understand more about the processes involved, click here.

Or to find out more about digital PR and how case studies and customer references can boost your sales lead pipeline, you can contact us here.