LinkedIn strategy, check out our free LinkedIn guide for professional services executives.On Linkedin? Join us on LinkedIn and in the Professional Services Executive Forum. Did you know that 84% of shoppers say they won't interact with a brand if they don't trust it? Or that more than a third of shoppers trust a stranger's opinion more than a brand's?So how do you get buyers of professional services to trust your business?You create case studies. Case studies use the voice of “others” (i.e. your happy customers) to tell prospects why they should trust your business and buy your services.In a recent study, the Hinge Research Institute asked buyers of professional services to identify the best ways to market to them. To a large extent, buyers of professional services said that “building a reputation to deliver results” was the best way to market to them, far employee email list more effective than forging a personal relationship.Top Ways Buyers Want to Be Marketed toUsed effectively, case studies are a tool that can build trust and help you develop a reputation for delivering results. A strong case study should communicate enough of your expertise and approach that people feel like they know you even if they haven't worked with you.So let's see how to create a compelling case study.1. Identify the right partnerThe first thing is to identify a client with convincing results or an innovative project. Talk to your business development and account management teams to find customers who would make great business cases.In addition to having a compelling story to tell, a client with whom your firm has a close relationship or who frequently comments on how satisfied they are with your firm's services