Buyers are savvier, the market is noisier, and testimonials aren’t moving people the way they used to. In this episode, we break down how to create case studies that don’t just show results, but actually build trust and drive decisions. Mariela Del la Mora joins Kierra to unpack how she used case studies to respond to a shift in buyer behavior, meet more nuanced objections, and turn a slower-than-expected launch into a six-figure success.

What This Episode Covers

1. Why client wins alone aren’t enough to close sales anymore
2. How to pivot your marketing when warm leads stop converting and how to reach colder, more discerning buyers.
3. Why even the best testimonials can fall flat and how to use case studies to shift buyer beliefs.
4. The psychology behind why potential clients rule themselves out of your offer and how you can reframe that with the right storytelling.

If you’ve been wondering…

• What to do when people say they love your work but still don’t buy.
• Whether it’s too early or too late to invest in case studies.
• How to market to people who have already invested before and are more skeptical this time around.
• What it really looks like to sell sustainability and nuance instead of hype and screenshots.

You’re going to love this episode! It’s deep, tactical, and full of ah-ha moments for seasoned service providers and coaches alike.

Links Mentioned

Mariela’s Podcast: Cycle Breakers & Money Makers

Private Podcast: Identity ROI

Follow Mariela on Instagram

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