Save Phace is a leader in design and manufacturing of face protection. Their products range from extreme sports gear to unique masks for bass boat drivers and even welders. The company is focused on creating quality products with great design, and strives to leverage social media to be a key driver in design, service, and sales, providing excellent customer service. Their main customers are equipment dealers.
The case study presents how Splash Media, a B2B Social Media Solutions Agency, tackled this client in order to increase brand awareness, create an online support network, sell its current products, and help market and sell their new product line.
As a first step, Splash Media created a blog dedicated to describing and promoting Save Phace’s products. The blog had tracked over 3,000 unique clicks to the day the case study was written, and managed to generate three substantial sales leads.
The main success story here was securing a contract with Weldplus, a welding supplier company located in Germany. One of the owners of Weldplus came across one of the LinkedIn discussions that was listed outside of LinkedIn while browsing the Internet. The owner then browsed through Save Phace’s product offerings, ended up in its blog. The owner decided to connect and sign a deal that would allow his company to distribute Save Phace products across Europe; this deal was closed in 24 hours and is the perfect example of how B2B is changing.
More and more companies do independent research on Internet before issuing a RTB and becoming officially leads for the public. The trends also show that B2B buyers are getting their information form their peers and starting to experiment with forums and blogs. Buyers now prefer to be able to compare and contrast product offerings online, being more involved in prospecting than they were ever before. Having enough product information, discussions and reviews for the buyers to find is an essential goal of new B2B marketing.