Use loyal customers as leverage
Proven results are a major selling point, which is why so many salespeople rely on buyer testimonials to boost their credibility.
Source: Sales consultant/speaker Kendra Lee
Used correctly, testimonials and case studies can create the type of urgency that compels a prospect to buy.
Case studies can also demonstrate how your products and services have helped some of the prospect's top competitors generate more revenue or branch out into new markets.
You may even want to take it a step further, by showing prospects how much revenue they stand to lose by stalling, or putting off the sale indefinitely.