Case studies - small and medium business
Driveway construction - focusing on benefits
A company providing high quality driveways were not growing their business as customers did not understand the value - until the driveway had been installed for some time and unlike their neighbours did not have weeds and drained well. By shifting the emphasis of the quality to the longevity of the installation and focusing their marketing on referrals they achieved a 100% increase in their business over 12 months.
Recruitment testing - the importance of testing and measuring
By moving advertising from their trade press to "Situations Vacant" section of professional publications and testing results of each; company identified two markets that delivered significantly higher response and conversion rates.
Marketing agency - the value of referrals
Instead of advertising used email addresses to regularly send special offers, asked for referrals. Results - increased business by 25% in three months with referrals doubled. Cost: £0.