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March 2005
Welcome to the Brigham Scully Newsletter 
The Case for Case Histories

 

There's nothing quite like closing a sale, no matter how big or small. Each one is important. The old adage goes that 80% of your business comes from 20% of your customers. To keep business prospering, you must keep receiving referrals from (and getting additional referrals into) that 20%. How can you be sure your customers are talking about you?

The Case History lets you have your cake and eat it, too. Not only does it provide information about the successful use of your product or service to a slew of new prospects, many of those prospects could well be in your customer company…albeit in another division, another site or a business partner.

More than just a sales tool, Case Studies show prospects how someone in a situation similar to theirs is benefiting by using your product/service. Not only that, but publications love to hear about how products are being used. Case Study placements are a sure way to entice prospects…in and out of customer companies.

Recent case studies we've worked on this past month included Synovus Bank, City of Eugene (OR), Ducommon Aerospace, University of Toronto, Cal State-Sacramento, Aspirus Wausau Hospital, United Nations Development Program, two presidential libraries, Huntsville School District, and Richland Hospital, among others.
Welcome, NoFalse Alarm; Welcome Back, Affinity Group

U.S. Acoustics, in San Leandro, Calif., has created a system that solves the problem police have with false alarms. It verifies if the alarm is real or not within 20 seconds. We named this new division for them - NoFalse Alarm. We're creating the basics for them now.

For many years, we worked for publishers, helping them with campaigns that increased their ad revenues. One was Affinity Group in Ventura, Calif., which puts out a slew of recreational vehicle publications, among others. After some time, several of the salespeople asked that "Roads to Profits," an insert in RV Business aimed at RV dealers and their ad budgets be reinstated. So…that's what we're doing.

We hope you have found this newsletter to be informative.  If there are others you know that would like to receive this newsletter, please feel free to forward us their information or call us at (818) 716-902.
Copyright (c) 2005 Brigham Scully