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Common Objections (FAQs are below)
"We have a 'Quote Request' form, what's special about EchoQuote™?"In two words - SELF-SERVICE.
Everyone, including your competition, has a Contact Us/Request a Quote form on their website. Visitors know that request forms usually lead to a sales person calling which is not what they want.
Serious prospects that are truly interested in your product or service and want budgetary pricing will respond 5:1 to a simple "Self-Service Pricing" button versus a "Contact Us" link.
Imagine having these two options side by side on your website:
If you were an interested prospect and wanted budgetary pricing, which would you choose?
Serious prospects WANT self-service pricing.
One client actually wrote a blog post about The Psychology of Automated Price Quotes Can Boost Sales Leads 250-300%.
"EchoQuote™ doesn't 'generate' new leads."Correct, sort of. Unlike an email campaign, EchoQuote™ is not an outbound lead fishing tool; it is a lead conversion system that surfaces many of the known (and unknown) visitors to your website. In addition to responding to email offers, many of your visitors find you via various searches and that is where EchoQuote™ shines.
When a visitor is interested in ballpark pricing they will act on the Self-Service Pricing call-to-action regardless of how they were led to the site. What they don't know is that their request is routed to your inside sales team and approved before anything is sent.
"We don't want to publish our pricing on our website."We agree, that's why pricing is never displayed on any EchoQuote™ screens. Prices are delivered by Email only and can be restricted in a variety of ways (disallow certain domains, only allow visitors inside the US, etc.). Every quote request must be approved by the sales/marketing department before it will be sent. Plus, you can restrict anonymous and competitive email addresses from requesting quotes.
"We have lots of reseller partners that set their own pricing."Companies with complex sales channels are perfect for EchoQuote™. Since we are only providing a budgetary Manufacturer's Suggested Retail Price (MSRP) it actually helps reseller partners because the customer can see that they are getting a good deal.
The founders of EchoQuote™ owned and operated an IT VAR business for 10 years and understand sales channels. What's more, you can have your channel partners put links to EchoQuote™ from their websites thus increasing your reach. Reseller partners will appreciate the additional leads generated much more than the myth that budgetary pricing will hurt their business.
"I don't have time to explore a new tool."We understand you're busy but if lead generation is one of your top priorities, then ask yourself why our clients say EchoQuote™ is the top lead conversion tool on their websites? Our results dwarf free trials, webinars and whitepaper downloads for surfacing good prospects for the sales team.
Frequently Asked Questions
What is EchoQuote™?EchoQuote™ is a lead capturing service that helps businesses find new customers. It also alerts businesses that existing customers may be interested in buying additional products or services.
EchoQuote™ is a Software-As-A-Service (SAAS) platform available via the internet. That means there's not software to purchase, install or maintain.
Who uses EchoQuote™?EchoQuote™ is designed to help B2B companies who:
How much does EchoQuote™ cost?At EchoQuote™ we use website budgetary quote requests as "conversation starters". One quote, one conversation. Our service is priced on a per approved quote basis; you control the costs. The service is provided on a month-to-month basis with no long term contracts. You may cancel the service at any time without penalty. Refer to the Pricing section for a specific price.
Do you offer a guarantee?We wish we could guarantee a number of contacts, leads, and eventual sales volume you can expect from using our service, but it's impossible. There are too many variables outside our control.
But we can remove the risk a guarantee is designed to do.
You can use our service at no cost during the limited trial and you keep all the leads captured, even if you decide not to continue with our service. By then, you'll know if EchoQuote™ is right for your business. When you think about it, that's better than any guarantee we could offer.
I'm busy, is EchoQuote™ hard to install?Most clients get their EchoQuote™ service up and running in about a day. We do most of the work! Check out our 4-page Quick Start Guide to see just how easy it is. If you added the links to EchoQuote™ today, you could be capturing leads tomorrow.
What if we decide EchoQuote™ isn't right for us, is it hard to uninstall?The only thing easier than installing EchoQuote™, is uninstalling it. All you have to do to remove EchoQuote™ from your website is remove the links to EchoQuote™ and deactivate your portal screen. You're in complete control - you don't even have to call us.
How does EchoQuote™ increase sales ready leads?EchoQuote™ addresses one of the toughest issues faced by B2B companies - capturing sales ready leads. Since serious prospects want and need budgetary pricing early in the sales cycle, companies can use that need to their advantage. By adding EchoQuote™ as another "Call to Action", a company can provide a mechanism for serious prospects to get pricing while capturing their contact information for the sales team.
When will we see results?Most clients see results immediately; usually the same day as the links are added to the client's site. Of course, success depends on the amount of web traffic coming to the site and the placement of the links pointing to the EchoQuote™ Self-Service Pricing portal.
What information do you capture about the prospects?When a prospect requests a quote we ask for their email address, name, company and phone number. We also capture some location information based on the IP address (country, region, city). There is also a comments area that allows prospects to request customer information.
How will we measure the success of EchoQuote™?Success will be measured in the number and quality of inbound leads "converted". Also, an additional metric we provide is the Lead Value which is the amount of the quote. A statistics report will show how much lead value has been captured based on a company's actual product prices.
How can we keep our competitors from getting our pricing?Prices are delivered by Email only and are never displayed on any EchoQuote™ screens. Every quote request must be approved by the sales/marketing department before it will be sent. Plus, we have a way to eliminate anonymous and competitive email addresses from requesting quotes.
Our products are complex. Will EchoQuote™ work for us?Yes. Most of our clients have complex products that require working with a direct sales representative or knowledgeable channel partner. Our goal is to start a sales conversation with a new prospect so your sales team can work out the detailed solution.
How do we get started with EchoQuote™?The first step is to request a Self-Service Price for our service. You can also contact us directly if you have any additional questions.