Andy NearyI help insurance professionals turn brand awareness into business growth.

Sharing a case study in the Discovery Meeting provides proof that gives your prospect confidence.

15 May 2025 · 1 min

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Andy Neary advises that in discovery meetings you should share case studies of previous clients who closely resemble the prospect. Presenting proof of successful outcomes with similar clients makes prospects more confident and more likely to believe you can help them; the closer the similarity, the stronger the effect.

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There's nothing more powerful in a discovery meeting than you sharing an example of another client, just like the prospect who you have helped overcome their challenge and achieve their goals. When you provide proof of the work you do, it gives your prospect that ability to say, if they've helped them, maybe they can help somebody like us. The more you make that case study look like somebody like them, the more powerful that case study is going to be.