Comments on: #4 Way To Sell More Using Social Media http://www.shiftselling.com/2009/12/01/number-4-way-to-sell-more-using-social-media/ OUTSELL YOUR COMPETITION by Harnessing 'Trigger Events' to get in front of highly motivated decision makers at EXACTLY the right time Thu, 10 Jun 2010 03:13:51 +0000 hourly 1 http://wordpress.org/?v=3.0 By: Dale Underwood http://www.shiftselling.com/2009/12/01/number-4-way-to-sell-more-using-social-media/comment-page-1/#comment-1634 Dale Underwood Wed, 09 Dec 2009 16:33:31 +0000 http://www.shiftselling.com/?p=1730#comment-1634 Ok, I'll go first. Our case study shows the effectiveness of using a blog to funnel inbound opps from all social media sources. We resell IT equipment (primarily EqualLogic disk arrays for commercial data centers, no consumer products) manufactured by Dell Corp. With over 600 competitors we must be creative on attracting and converting new customers. Our main site, www.FederalAppliance.com is a typical corporate website that gets decent traffic and generates about 30% of our leads. We use a blog, http://www.4equallogic.com to attract technical buyers that are interested in Dell EqualLogic equipment. The blog is actively updated with technical Tips and Tricks for implementing EqualLogic and accounts for about 70% of our leads. Both sites have a killer offer and call to action. They use our sister company's service (full disclosure), EchoQuote, to allow interested prospects to request budgetary pricing. We do not have any other calls to action to convert leads other than EchoQuote. Between the 2 sites we convert roughly 250 prospects per month of which 150 are considered sales ready and make it to the sales funnel. You can see the results here: http://www.echoquote.com/eqrstatsample.php (the sample report is real and live but is described generically). Our social media efforts center around seeding our inbound traffic using Google Alerts to commment on other's comments. We also are active in IT equipment groups on LinkedIn. We have not done much on Facebook but would like to explore it. Ok, I’ll go first. Our case study shows the effectiveness of using a blog to funnel inbound opps from all social media sources.

We resell IT equipment (primarily EqualLogic disk arrays for commercial data centers, no consumer products) manufactured by Dell Corp. With over 600 competitors we must be creative on attracting and converting new customers.

Our main site, http://www.FederalAppliance.com is a typical corporate website that gets decent traffic and generates about 30% of our leads. We use a blog, http://www.4equallogic.com to attract technical buyers that are interested in Dell EqualLogic equipment. The blog is actively updated with technical Tips and Tricks for implementing EqualLogic and accounts for about 70% of our leads.

Both sites have a killer offer and call to action. They use our sister company’s service (full disclosure), EchoQuote, to allow interested prospects to request budgetary pricing. We do not have any other calls to action to convert leads other than EchoQuote.

Between the 2 sites we convert roughly 250 prospects per month of which 150 are considered sales ready and make it to the sales funnel. You can see the results here: http://www.echoquote.com/eqrstatsample.php (the sample report is real and live but is described generically).

Our social media efforts center around seeding our inbound traffic using Google Alerts to commment on other’s comments. We also are active in IT equipment groups on LinkedIn. We have not done much on Facebook but would like to explore it.

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