Douglas Machines Corp. offers commercial and industrial washers for containers used in the bakery, meat, poultry, food processing and packaging and industries. Its products range in price from $10,000 to $1,000,000+ and are sold via a Direct Sales force as well as Dealers.
Business Challenge – More Quality Leads
Management wanted to increase the number and quality of leads from its current website without spending lots of money. Douglas was getting good traffic to its website (2,000 visitors per month) but prospects were not contacting sales, impeding growth and wasting marketing dollars.
Solution
Douglas explored using price curiosity as a way to engage new prospects from their current website. Their primary goal was to increase qualified leads without giving away pricing or jeopardizing their traditional sales processes. EchoQuote’s approval based system was evaluated and brought in by the VP of Sales for a 30 day trial (see results below).
Implementation – The Pricing Page
To drive more lead conversions, the original “Request a Quote” text was changed to simply “Pricing”. This reduced abandonment and increased clicks to the new Pricing page (see below).
All EchoQuote Pricing requests were sent directly to the Sales team for review and approval. No pricing was displayed or published without the Sales team’s consent.
Results
The EchoQuote option generated an average of 50 qualified leads and $3.3 Million in sales pipeline per month, five times their original Contact form.
See the FULL DOUGLAS MACHINES CASE STUDY.
Next Step
If you would like to explore how EchoQuote could drive qualified leads for your Sales team AND protect your pricing, contact us for a short discovery call.
