Industrial Manufacturer uses Price Curiosity to

increase qualified leads 500%

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Douglas Machines Corp. (Dougmac.com) offers a full line of commercial and industrial washers for all containers commonly used in the bakery, meat, poultry, food processing, packaging and distribution industries.

AT A GLANCE
  • Industry: Industrial Machinery
  • Products: Commercial Washing Equipment
  • Product Pricing: $10,000 to $1,000,000+
  • Sales Model: Direct Sales Reps and Dealers
  • EchoQuote Setup: Less than one (1) week
Business Challenge

Douglas Machines’ website was getting more than 1,000 visitors per month but prospects were not contacting sales. Sales management wanted to find a way to increase qualified leads from the website to meet growth expectations.

Solution

Douglas Machines explored using price curiosity as a new way to engage new prospects without giving away pricing or jeopardizing their traditional sales processes. They also had to consider that half of their sales are through authorized dealers. EchoQuote was brought in by the VP of Sales and Marketing to jump start lead capture.

  • A clear sales process was created to maximize the effectiveness of pricing requests
  • A new Pricing Page was created on the corporate website (see below)
  • EchoQuote was added as a Self-Service option
  • Buttons pointing to the Pricing page were added throughout the site

EchoQuote is easy to set up, takes no time to manage and simply produces high-quality leads day in and day out.

– Kevin Lemen, VP Sales and Marketing, Douglas Machines

The New Pricing Page
Results

Before EchoQuote was added, less than 10 leads were being captured per month. The first month (partial) EchoQuote was added, Sales captured 19 qualified leads. Month 2 marked the first full month – 35 qualified leads were captured. Additional buttons pointing to the Pricing page were added and EchoQuote averages 50+ qualified leads per month.

Qualified Leads Captured (First 4 months)

  • Before EchoQuote
  • Month 1 (partial)
  • Month 2
  • Month 3
  • Month 4
Douglas Machines Monthly Results
50
Monthly Qualified Leads
$ 3.3 Million
Monthly Lead Value
$ 3000
Average Monthly Cost
  • EchoQuote is easy to set up, takes no time to manage and simply produces high-quality leads day in and day out.

    Kevin Lemen
    Kevin Lemen Douglas Machines / VP Sales and Marketing