The Proof (Case Studies)

Jane Wilson
Owner

Challenge:

Solution:

Results:

Our retention rate is very high, and we have maintained a high standard of quality in our customer service.

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Vicki & Rick Werkman
Chiropodist/Podiatrist

An honest to goodness email referral from Vicki to her colleague Bert:

Dear Bert, yes, we did have someone come into the office about office etiquette. Her name is Wendy Marlow. She is the owner of The Art of Marketing and is fabulous. Her business name says 'marketing' but she does so much more than that. We have worked with her since 2002. Wendy has assisted our clinics with not only marketing but everything from editing print material, website review, trade show exhibiting, how to reach production/revenue goals, and plain old motivation. She has an amazing ability to read people - ask the right questions to pull information from the client, and identify their strengths and weaknesses from her questions. Our Oakville location has been open for almost 4 months, and we have reached and passed our revenue goals each month. I can't recommend her enough, she is truly amazing at what she does. Give her a call.

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Matt Jackson
Owner

In the beginning: I have to say that Wendy was a big help to me when I first started out. I had taken the marketing as far as I could with instinct. I was pretty uncomfortable at first, because I found marketing sort of secret and incomprehensible, so it was difficult to talk about it. Basically, I was scared because I didn't understand it.

Wendy made sense of marketing priorities and strategies. She educated and supported. She stood me in front of difficult questions and helped me answer them. One of the great things Wendy did was give me the confidence to tackle this crucial element of my business. She helped me take the big deep breath and say "Ok, I can do this" and more importantly, keep doing it.

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Deborah Portelli
Owner

Background:

Challenge:

1. To find the exposure needed to expand our customer base without spending a small fortune on advertising. I needed advice on where was the best place to spend my advertising dollars.
2. To let customers know that I can custom make matching pieces for the church and reception venue.
3. To let customers know that I can do invitations for any occasions not just weddings.

Plan:

1. We talked at length about advertising. There are any number of avenues to walk down regarding this area, however Wendy recommended that I contact Gold Book and talk to them regarding advertising. She felt that they had a good web presence as many times when she Googled a business type, the businesses which came up first were all listed with Gold Book. I contacted them and for a reasonable fee I received the following: a really great, optimized, webpage with pictures and testimonials on goldbook.ca along with a link to my website and email, and a print listing in the current Gold Book under Hamilton/Burlington area. I am happy to report that this has resulted in an increase in traffic to my website and contacts which have resulted in commitments from quite a few brides. Hurray!
2. We also talked about the next two items together and decided that it was time to update my existing website. We decided to expand the existing gallery to include some new areas, and to also put subsections into the main wedding gallery which showcased the additional church and receptions items that I could create. We also put sections in for Baby, Corporate and Special Occasions such as First Communions, Baptisms and similar events.
3. Additionally, Wendy, suggested some follow up with previous customers by sending them a handwritten thank you note with a gift certificate that they could pass on to a friend or relative who would be getting married soon. Also in the note I would let them know that I am able to do invitations for other occasions as well.

My website may still be a work in progress at the moment, but when it is up and running it will be really sensational. Wendy gave me some great advice on where to put my advertising dollars so that it will give me the most value and I am happy to report that it appears to be working as my current website has had over 500 hits in the last one month period! I think of Wendy quite honestly as a trusted and honest resource person.

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Karen Baring
Owner

Taking the Plunge:

Opening an Anthill:

Where We Are Today:

We've just recently celebrated our first anniversary. We've had over 450 parties to date and are thrilled to have won awards for best new business, best play centre and best kids parties. The reason I mention this is because I truly believe we wouldn't be in this position without Wendy. Her guidance has been paramount in helping us achieve our business goals and we look forward to continued use of her services as the business grows.

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Jim Barton
President

The Situation at L.J. Barton Mechanical:

• We had a logo - but with several variations created over the years, we lacked consistency. There was no method to our madness! Whenever asked to sponsor events, do print advertising or promotional products - we struggled. Our logo, look and message was always different.
• We also wanted to shift our focus from one type of client to another. This was and still is a difficult task.
• And finally, we believed our current customers may not know everything we do. We wanted a way to tell them – simply and concisely.

Our work with The Art of Marketing:

• We had a couple of meetings and then I had to answer the "four questions", not as easy as it sounds. Wendy was very helpful. We then brought in a graphic designer and created a new corporate identity. This allowed us to set guidelines for how the company is to be presented – ALL THE TIME.
• We started to create new databases - something we never had before.
• Our preventive maintenance contract for clients has been completely revamped so that it is easy for the customer to follow and easy for us to sell by keeping it simple but also legal.
• We also did some mailings to provide customers, new and old, with information they needed related to new government legislation, which - after we followed up turned into profitable class="case-study" work for us.
• Wendy also looked after a slide presentation for one of the associations we are members of. Thanks to her, we were the first sponsor to present three slides. Before that, sponsors were limited to one, hardly enough time or space to deliver a clear and compelling message to an entire room of prospective clients.

There's something about Wendy:

• Wendy is constantly there for support. You can bounce any marketing or business development idea around with her. She is also very good at reminding me that she is there when I get lost in the day to day operations and temporarily lose sight of the importance of telling people about us.
• It is still too soon to measure the increased profit since we started working together but I know in my gut that our relationship with Wendy has not cost us a penny. I am measuring revenue differently now, I have created a few more specific categories so that I will able to see a direct relationship between increased profits and marketing efforts. Wendy has also been able to find a way to involve a number of key people with the administration of the company. She works with the different departments to look after their specific needs.
• The new tag line Reliable. Resourceful. Responsive. has to be one of the biggest improvements; it is on the sleeves of the guy's clothes, every letter and email that goes out and even on our new trucks. Our people had input into its creation and therefore with seeing it everywhere everyday, I truly believe they take pride in it and strive to live up to the philosophy.
• Wendy has also become a good friend to me and the company. I am confident that everything we send out will be as professional as it can be thanks to Wendy's touch.

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F. Charles Waud
Software Developer

In 1999, we were struggling with which direction our company should take. We had diversified from our original target market, but were unsure as to how to attract more customers. So we turned to The Art of Marketing.

First they helped us create a comprehensive marketing plan. After that, and through to the present day, they have professionally guided our marketing efforts such that we have become very successful. Working with Wendy, we have updated our marketing plan every two years, and have navigated through another change in business direction in 2003-2004.

We are now the most successful company in our line of business in Canada, have gained 2 customers in the US, and our plans for US Expansion are really heating up!

The results speak for themselves!

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Ryan McLean
Real Estate Representative

I went to The Art of Marketing and Wendy Marlow to help me with a variety of marketing tasks.

Wendy uses her excellent writing and editing skills to take my information and point by point notes to produce multiple comprehensive and concise materials in electronic an print form. I was very impressed with her personal and knowledgeable approach.

From business cards to multi page brochures, Wendy is an essential part of my marketing team.

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Peter Boxall
Owner

There are lots of home renovation and repair companies out there. I needed a way to build my client base and let people know that I'm not like "the other guys". But how to communicate that - without advertising. And I also needed on ideas on how to present myself – on a budget.

With Wendy's help we made up a folder with some helpful hints, created a VIP customer program, and a referral reward program.

Thanks to Wendy's guidance and suggestions, I haven't done any advertising in almost a year and I'm a lot busier. In other words my business is booming – to the point that I may have to hire someone part time!

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Tracy Irwin, AMP
Accredited Mortgage Professional

What Was Missing:

• A structured marketing plan
• An articulated unique selling proposition
• Direction on how to spend within my budget and optimize results
• Support to edit copy for website to enhance readability
• Support to develop a monthly newsletter to optimize readership
• Ongoing direction and accountability

The Solution:

Together we reviewed and analyzed my strengths and then developed a genuine unique selling proposition that I communicate with confidence. We were also able to get the thoughts and ideas I had rolling around in my head – down on paper – in a logical marketing plan that included optimizing my budget through creative marketing strategies. We also worked on my website content to create educational information written in the reader's language. And last but not least, we set up a schedule to meet regularly to review marketing results and next steps.

The Result:

• regular, consistent, professional "touches" with clients, prospects, influencers and referral sources
• increased referrals from all sources
• a marketing plan compatible with sales plan and fantastic growth.....50% for 2007!
• raised the bar with the professionalism and trust perceived by clients and referral sources
• Confidence in where I am going and the success that I will achieve

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Louise Rayner, CMA
Certified Management Accountant

In the clients own words: I have been working with Wendy since 2003 on marketing my accounting practice. We meet on a quarterly basis to develop/update my marketing plan for the next quarter. We set revenue and new customer targets, as well as develop plans for communication to clients.

Wendy not only has terrific and unique ideas, she also acts as a business coach and sounding board. Wendy has helped me through difficult times such as when I lost a major client who represented 20% of my top line revenue. We worked diligently to create and implement realistic ideas to help make up the shortfall.

She is a tiger when it comes to insisting I celebrate my successes – big and small. This seemingly simple act has a profound effect on my psyche and gives me tremendous confidence as each new month begins.

My revenue increased 28% last year, well over my target of 10%. That success in part was achieved with the marketing plan Wendy helped me develop. Wendy's marketing plan is easy to implement and sensitive to time constraints and finances.

Wendy does regular follow-up and is always available to lend a hand. My business is now in its 8th year and continues to grow and reach targeted goals. Wendy is a valuable asset to the Rayner Accounting Services team, and I look forward to working with her going forward.

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Jeff Buschhausen, CFP
Consultant

Situation:

First off, let me be the first to say CONGRATULATIONS to you. Why you ask? You are reading this testimonial because you are considering the services offered by Wendy Marlow. Thus , it is incumbent upon me to congratulate you because you were taking another step toward elevating your business - the smart way!

The challenge:

I work in a business that severely restricts my ability to differentiate myself not only because of compliance boundaries, but also because the market is saturated with "financial planners". Trying to be the BIG RED crayon amongst a thousand white crayons is a dying challenge in my industry.

The payoff:

Working with Wendy has allowed me to implement practical, effective, and easy-to-follow steps into my business that make me stand out from the rest.

In fact, I bet the "big red" word was one of the first things that caught your eye when you looked at this page - well , that's how Wendy can make you stand out if you choose to employ her professional advice.

Wendy is a wealth of knowledge and a true expert in her industry I cannot say enough about her! I would highly recommend Wendy to any business owner looking to take their business to levels they thought impossible. She will not only help you to implement strong marketing practices, but she will empower you to fulfill your action plans and achieve the success you desire.

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Paul Brohman
Mortgage Specialist

It is easy to come up with ideas for improving your business and helping your client base at the same time. The truth is though, implementation is quite another thing.

I had spent more than a year and a half getting a 'first-time HomeBuyer's E-Course" ready for clients who were entering the housing market. It is a fabulous way for new home buyers to get access to the techniques that one can never learn from books and the 'insiders' know-how to avoid mortgage traps. In all it is a great way for buyers to save thousands of dollars on their purchase and throughout the life of a mortgage.

Having a great idea though is different than selling it and getting the concept to make a large positive difference on my return of investment. When it came to proper marketing and wording - I was out of my element. That's where Wendy and the Art of Marketing made a massive difference.

By refining the marketing process for me, choosing the most simple wording for the largest impact and recommending magnetic media for me to spread the message - Wendy has literally been a life-saver in a sea of marketing chaos.

The effect of her instruction, expertise and guidance? I expect to have my main referral sources clamouring at my door to use this valuable service. It will keep an important message in front of my clients every week - that this mortgage expert is what every home buyer needs.

With clients and referral sources consistently calling with new business - I can expect my income, and freedom, to grow.

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Tahira Badre
Teacher/Choreographer/Performer

I wanted to put together a business and marketing plan so I could take my home-based business to a more professional level and promote my DVDs.

Through gentle questioning Wendy was able to draw out what makes me unique in my field, why I believed my classes would offer more benefits than my competition, what my visions and goals were, and what I needed on my website. She even went so far as to toss out a great idea for my phone message. Wendy also wrote a media release for the DVD.

What happened: The big picture - I took a giant leap of faith and bought my dream home with attached studio!

I get comments all the time about how people called because they found me on the internet, checking out various sites, and they liked mine best. There's no flashy hype, it comes across as authentic and approachable. Women have said they read my story and felt this was the kind of place they wanted to connect with. I have mothers and daughters in my classes. A Mom is sending her 13 year old daughter to me because she feels this will be the right place for her daughter to gain self-confidence and self-esteem. People love my phone message…..and say so when they're leaving a message for the first time. Thank you! I'm proud and confident of the first impression given by my website and phone message to bring customers to me. The journey continues...

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Karen MacKenzie-Stepner
Director, Speech-Language Pathologist

Our biggest challenge at Halton Hills Speech Centre was developing a fee-for-service clinic in an environment that is not used to paying for health care in general and speech therapy services in particular.

To help you understand what we do, at Halton Hills Speech Centre we provide speech, language and swallowing services for all ages. One in 10 Canadians has a speech or language disorder that hinders their capacity to communicate. We assist children who are experiencing developmental delays of language, and literacy difficulties; as well as adults experiencing neurological impairments or disorders following stroke, surgery or trauma, swallowing and/or feeding disorders, stuttering and those who have a desire to improve their accent.

To move the practice forward, we needed a system to track the referral trends of the private pay clients and develop a marketing strategy to target these specific clients.

Wendy helped us develop a tracking system and from there we determined that the majority of our private pay clients were between 4 to 7 years of age, and were referred to the clinic by word-of-mouth and other community agencies (schools, preschool program and physicians). We narrowed our marketing efforts and targeted specifics as opposed to mass print advertising. We have streamlined our communications and systematized our marketing efforts.

We have seen a steady increase in our referral rates over the years and are looking forward to our next challenge!

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Shirley Tilden
Hypnotherapy Specialist

Overview:

I'd been running an Hypnosis practice for Stop Smoking for over a year. Clients were doing so well that I'd see them for one visit and never see them again. Over time, however, they would refer other smokers my way. Then an interesting thing happened. Clients started to ask me if I used hypnosis to help in other areas such as Weight Loss and Stress Relief. As more requests came in for alternative help, I decided to pursue certification in Weight Loss and Meta-Physical Hypnosis and begin to expand my practice. That decision meant that I would need new and different marketing materials, and perhaps even a business plan.

What we did:

I set up a series of meetings with Wendy to review my business practices. At that point, my business centered on Stop Smoking, Weight Loss, Stress Relief and Life Improvement. Wendy worked with me to create a short and long term strategy for my business. That included, but was not limited to a monthly flow chart as well as positioning and creative wording for new business cards, advertisements, brochures, flyers, etc. She also recommended how I could get the most mileage out of my own energy and where and how I might choose to delegate responsibilities over time.

What happened:

Over the past six months, new business has been coming in for the Stress Relief and Life Improvement side of my business. It's a very interesting change of events, rewarding practically but even more so emotionally. I now help clients with fears and phobias: negative self-talk, exercise issues, nail biting, swallowing and vomiting problems, public speaking, fear of heights as well as internal conflicts, behaviour modification, self esteem, sports zone mindset, scarcity/abundance issues, transformation of physical, emotional, mental, social and spiritual limits, enhanced well being, calm and relaxation techniques, root cause of issues, expanded awareness, perceived addictions, validation, confidence, past life influences, control issues, happiness, decision making, releasing, enmeshment, reframing, anxiety, attitude shift, freedom, and empowerment.

Having a plan to move my business forward was essential. The marketing elements attached to this endeavour were critical. Having trust in Wendy was paramount. I received top quality service in all areas relevant to moving my business to its next level. I highly recommend Wendy to review your business strategy and/or to create a business plan and marketing materials together with you that work exclusively for you. In dollars and sense, it's worth the effort!

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Giulio Carlin
Certified Athletic Therapist
Certified Personal Trainer Specialist

We're great at what we do, but not so great at describing it. We wanted to improve the written description of all our services and polish them to a brilliant shine. Purpose: generate interest and stimulate further investigation.

Wendy reviewed our brochure and layout and offered suggestions on how we could make our brochure more inviting, informative and meaningful to prospective clients. We promote ourselves as an active and innovative therapy experience. Now we prove it in print!

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Glenda Van Koot
President

About our business:

Identifying our needs:

The Results:

We found a program that incorporates a very professional e-mail letterhead as well as newsletter component. It is helping to familiarize people with our logo, drive people to our website and after sending our first newsletter, we received a very nice reply back from a client that we had done work for two years ago. We have had many comments on the letterhead and are just beginning to send the newsletter. We are part of a world-wide franchise and we took Wendy's suggestion to our corporate office, and the program has now been introduced to the North American network.

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Craig Fairley
Owner and Creative Director

The situation:

What we did:

The result:

In a word, phenomenal. In the first year, sales increased 25% with similar results almost every year since then. Wendy Marlow has been there to give me a high five to celebrate successes and the needed encouragement to help me stick to the plan. The Art of Marketing is a vital part of my business team.

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Nancy Schreiner
President

A little about promotional products:

How we work with The Art of Marketing:

What The Art of Marketing has done for us:

Because we have worked with The Art of Marketing, we have streamlined our process to communicate with clients. Our sales have increased because of this. Wendy collaborates with us to develop winning creative ideas that have been very well received by clients. Wendy has a very good knowledge of our business and an excellent sense to develop business strategies which make a company's marketing successful. Wendy is very personable and professional to work with.

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Mike Pollington
President

About us:

How we worked together:

The results:

The best affect on the business is that we are perceived as a bigger player which gives me the opportunity to add the appropriate people for each project. We are more aware of the cash flow pitfalls that are associated with business. Even moving our main location to Ottawa has not affected the services provided to us.

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