- Value Inventory Workshop
- Whiteboard Video
- Email & Social Marketing
Freight Forwarder Plants a Tree for Every Pick-Up or Delivery
The business had relied exclusively on word-of-mouth referrals from satisfied customers as well as cold-calling persistence or just good timing (luck).
Sales and marketing messages were not differentiating SKN from its many competitors and they had not identified a specific market segment or ideal customer profile to target. They were casting a wide net and hoping to land a few accounts in the process.
Achieving these goals required a clear understanding of how their ideal customers made their purchasing decisions, as well as what those customers found unique, important or compelling about SKN’s service offering.
The Value Inventory Workshop helped SKN to uncover both the identified and unconsidered needs of their customers. The Whiteboard Explainer video we created for them also helped establish more credibility and trust with their customers and prospects, which helped differentiate them from other commodity suppliers. Finally, we helped them execute a successful PR campaign by partnering with The Carbon Farmer and planting a tree on behalf of their clients for every time they book a transport.
SKN applied the work they did with Keystone to their daily operations and within months we saw a 20% increase in sales, an influx of new customers and a daily reminder of what their company can accomplish. They now have a clearer picture of where their real focus should be.