Practical Sales Training™ > How To Convert > Case Study Offer
What is it?
A case study offer is a form of discounting to attract buyers, with the purpose of building up evidence that your offer works.
Why does it work?
It works because it allows you to acquire some much needed social proof that will become an asset for you going forwards, as well as providing buyers an attractive reward for them having faith in you and buying without seeing proof that your offering works.
How can you use it?
This is suited to new offerings for both products or services, being clear with your buyer that they are one of the first and that you do expect a review (but it doesn’t have to be positive) is the only way to do it.
Case Study Offers aren’t excuses for having a poor early version of your product, but they provide a mechanism for you to get revenue and feedback without working for free or misleading your buyers.
Hypothetical Example:
A business coach is launching a brand-new 12-week program but doesn’t yet have testimonials or proven results for this offer. To build credibility quickly, they create a case study offer:
“I’m offering this program to just 5 business owners at 50% off in exchange for detailed feedback and permission to use your results in a case study.”
This approach gives early buyers a compelling reason to join despite the lack of social proof and provides the coach with success stories that will help sell the program at full price in the future.
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