For Kitchen and Bath remodeling firms, one of the most difficult challenges is gaining trust with a prospective client. Kitchen remodeling projects represent a significant investment for most homeowners and they must have confidence in your firm to move forward. One way to build confidence and assuage their fears is to to provide a kitchen remodeling case study outlining a successful project.
We will discuss how to write a kitchen remodeling case study that will build trust, and help close sales for your kitchen and bath remodeling business.
Why case studies for Kitchen Remodeling?
A case study is an excellent tool for building credibility because it positions your firm as a trusted adviser who can help transform your clients home. It also outlines your process and helps your potential client understand the steps to complete a project. Clients who are uncertain about how you approach a project will be very reluctant to move forward. But, a well written case study will help reassure them.
Best practices for a Kitchen Remodeling Case Study
The best case studies go beyond “before” and “after” photos. Describe the clients challenges with their existing space, their fears when starting the project, and how those concerns were solved by your firms’ approach.
While you want to highlight your experience and quality, you want to avoid being overly promotional. Serious buyers are interested in tangible, factual information and are turned off by ‘hype.’
For maximum effectiveness, your case study should be written in a documentary or an article style. Your client should be the hero of the story, while your kitchen and bath remodeling firm plays the role of unassuming guide to their transformation.
You may want to prepare a standard set of interview style questions that you can use to get testimonials from clients. Including the successful clients own words in the case study will build the most credibility.
Project Photos for Case Studies
Professional photos of the case study project are essential. These photos should show the overall project, as well as close-ups of important details. You will gain the most credibility if the photos include you and the homeowner together in the project space. Both posed and candid photos of you interacting with the homeowner are useful.
While some clients may be hesitant to participate, many will be excited by the prospect of showing off their new kitchen. A possible incentive for participation would be presenting them with a mounted or framed copy of the case study.
Asking the right Kitchen Remodeling Case Study questions
The best case study will start with asking the right questions. Here are some of the essential things to ask:
What is the clients background?
While you don’t want to spend a lot of time talking about the clients personal history, covering the high-points of their background will help the reader connect with their story. Be sure to describe any elements of their story that created the desire for the remodeling project. For instance, changing family structure, aging-in-place, etc. For a reader in a similar circumstance, these background stories will resonate powerfully.
What problems were they having?
While some Kitchen and Bath remodels are purely for style, many are driven by a kitchen that doesn’t meet the homeoweners needs; i.e. poor functionality, lack of storage, dilapidated condition, etc. Your case study should show how that problems impacted the client. Perhaps a lack of gathering space was disconnecting the family, or maybe poor functioning space forced them into unhealthy eating habits (tv dinners or eating out). Make the problems personal!
How were the problem solved?
Describe in detail how the problems were solved. Your case study will be most effective if you show how your firm guided the client to the right solution.
For instance, don’t say “We told the client this was the best faucet to buy.”
Instead, you want to say things like, “Because Mrs. Smith struggled to lift heavy water-filled pots, we suggested that she consider the Kohler Artifacts Pot Filler. Mrs. Smith decided that the 22″ reach of the K-99270 would reach her favorite pot, even if it was on the front burner, and the Artifacts style fit perfectly with her vintage design scheme.”
What were the clients concerns?
Rather than avoid potential concerns, you want to highlight them. Especially those that create fear and uncertainty in prospective clients. Of course, only do this if you have a rock-solid solution for addressing these risks!
Many clients are non confrontational and will not vocalize concerns that may question the integrity or workmanship of your firm. Using the case study to get these concerns out in the open, especially in another clients words, allows you to address them head on.
If you can show how the case study client was reassured, it is likely your potential client will also be reassured. Being honest about possible risks and complications positions you as a responsible professional.
Why did the client choose your kitchen remodeling company?
It is likely that the reader is struggling to choose between your firm and others in your market. You must give them a compelling reason to choose you over the others they are considering. If they think that all other factors are equal, they may be tempted to choose on price. You certainly want to avoid that!
Readers will relate to a well written case study, so describing the decision making process in the case study clients’ words will prompt the reader to think similarly. For instance… Mrs. Smith said, “I chose ABC Kitchens due to their experience with contemporary kitchens – no other company truly had that.”
Putting the Kitchen Remodeling Case Study Together
The ideal remodeling case study will take the answers to these questions and weave them together into a compelling tale about the clients experience. When done well, the case study will address a clients’ potential concerns and position your firm as the only logical choice.
Case studies, both online and printed, are an essential sales tool for your Kitchen and Bath remodeling firm. If you don’t have good case studies, we recommend preparing 3-4 initially and additional ones as unique project stories present themselves.
If you have any questions about writing a remodeling case study, or are interested in learning how they fit within a comprehensive lead generation strategy, feel free to book a call by clicking here.