According to Harvard, 84% of B2B buyers now enter the purchasing process following a referral from a trusted source. A word-of-mouth referral means that the referrer is having a genuinely positive experience and receiving a good service. Nobody ever knowingly recommends a bad product or service, so it stands to reason it must be one of the most impactful and powerful sources of new introductions.
Working within specific verticals of construction, civil engineering and security, our breadth of knowledge in each of those sectors has deepened with every new client, a factor which has (happily) encouraged clients to recommend us to colleagues and contacts.
One of those clients was Tod Harrison. With over 25 years’ experience in hard services and engineering, we worked with Tod initially when he was CEO at Flowrite, to boost the profile of the company and individuals within it, and to help support and strengthen the business ahead of its sale.
Don’t be a stranger!
We stayed in regular contact with Tod and were very happy to help when he introduced us to Newtons the company he had joined as Non-Executive Director. Tod explains:
“Morton Waters are proactive, a pleasure to work with, and I knew from experience they would make the whole process very easy and deliver a great result. Above all, they deliver value through their contribution to our growth targets”.
Newtons Group Limited is a technical contractor, delivering the full range of electrical, mechanical and construction services for a client base including ISG, Swan Housing, HS2 Ltd and Camden Council.
From their offices in London and Essex, the team at Newtons support clients across the Construction (commercial), Property Management and Facilities Industries, and have quickly established a great reputation, for both reliability and attentive service delivery.
Newtons wanted to increase their brand awareness within the Facilities and Property management sectors and begin to establish themselves as an authority for modular MEP (Mechanical, Electrical & Plumbing).
Reaching the right people, at the right time
By working with Newtons to understand their overarching business objectives, we were able to put together a strategic social media campaign to enhance their reputation and improve visibility with their target audience.
Through discussion with the team at Newtons, combined with our experience, we have been able to develop a good understanding of their technical, expert knowledge and recommend ways to make it more engaging, to attract more new customers and retain existing ones.
Consistently creating and sharing content that showcases projects, demonstrates industry knowledge and encompasses their team spirit has been key to driving engagement, and Newtons’ social reach is now more than twenty times greater than it was before we started working together. This heightened visibility is bringing Newtons to the attention of their target audiences, providing opportunities for them to see the evidence they need for bid considerations, such as relevant project profiles, methods of working and company values.
We continually review and adapt all our marketing programmes to ensure they are delivering for our clients and, as the programme has gained momentum, the services we provide for Newtons have grown. Creating thought leadership articles and regular news content for their website will not only improve their search engine ranking over time, but also position them as a trusted resource.
Harry Leeson, Managing Director at Newtons comments:
“We’ve been delighted with the work Morton Waters have produced so far. We know we can rely on them to deliver and we’ve seen an increase in enquiries from clients as a result”.
We’re also pleased to say that Newtons have gone on to recommend our services to one of their industry contacts, so it’s nice to see that they’re continuing to pay the recommendation forward!