CUSTOMER CASE STUDY:

David Wiltshire Architectural Design

David Wiltshire Architectural Design Company has been established for 15 years.  The company provide Architectural services including residential and commercial building extensions, property restoration planning and design, planning applications and advice on energy conservation design.

Building a Business

In early 2006 David Wilshire approached Isocube for assistance in marketing to grow his business.  David wanted to grow the business in a controlled way, generating just the right amount of enquires to fit the companies growth requirements but not so many that the company would not be able to maintain it’s record of individual attention and outstanding service.

Making a Plan Come Together

Analysing where the current enquires came from, Isocube found that they were predominantly from recommendation and referral.  It was clear that the company’s customers were happy and were willing to say so to their contacts and associates.

Isocube put together a plan, working with David, to interview as many of his customers as possible in order to build a library of Case Studies.  These case studies described how pleased David’s customers were with the service and how it had benefited them.  Many of the customers received significant value from the case studies themselves, so it was a win/win situation for all.

Close that Sale

David used the case studies as part of his proposal to new prospects.  He no longer had to wait for a referral or recommendation to come his way, he could immediately use the testimonial the case study represented; and he no longer needed to ask his customers to talk to prospects to help close the deal.

Since the case study library was comprehensive, David was able to select the right case study for each prospect, so that they could see how he had helped people with similar needs.

If a new prospect wanted and old building restored, David would provide case studies from happy customers who were had similar needs.

“It’s been fantastic” said David “I’m not a born salesman so the Case Studies have enabled me to let my prospects see what a good job we can do for them without being pushy salespeople.  My prospects become customers because they can see the independent evidence of our work directly from the people who would know best; My Customers!!!!!”

Final Verdict

David finds the ability to speed up and slow down the amount of business they have to suit the company and to ensure that there is always plenty of business coming in, but not so much that they cannot provide proper customer care.

“It was very good value, the whole project was paid for in the first order I won; and the customer told me that we won the final selection because of the testimonials we had provided.  Business is much easier these days and I could grow the business even more now, if I could find enough good architects”, said David.