Website visitor tracking offers an incredible wealth of insight. In fact, it can be one of the most powerful tools available in your arsenal when it comes to identifying and qualifying sales leads. Even so, you need to make sure you are getting the most from your website visitor tracking or you could be losing money.
First, make sure you are using all of the capabilities of your website visitor tracking. Remember, you can do much more than simply track page views. Website visitor tracking software can provide you with an incredible wealth of information about what your visitors are doing while they are on your site, including the pages they visit, what they did on those pages, and how long they stayed on those pages. If you want to know what your visitors are interested in the most and what is triggering their actions, this is the way to do it. Professional-grade visitor tracking can track document downloads, video watching activity, social media interaction, original lead source, 1:1 sales email engagement, and much more.
Website visitor tracking can also be incredibly beneficial for determining what is motivating your leads. Motivation is vital in terms of lead qualification. You must be able to determine whether a lead is simply interested, or whether he or she may be ready to make a purchase. Furthermore, you need to determine whether your lead is able to make the purchase. Website visitor tracking can provide you with the information you need to make this type of evaluation.
Remember, website visitor tracking will only deliver what you put into it. If you are not making use of the information generated, you will not see any improvement in lead qualification, follow up, or sales conversions. By taking the time to evaluate the information generated by your visitor tracking software, you will gain the opportunity to glean as much information as possible about your leads, eliminate those leads that may not be qualified, and learn precisely the right time to follow up with leads in the buying cycle. As a result, you can gain an incredibly strong edge over the competition while simultaneously meeting the needs of each individual customer.
For more posts from this series see:
- Uncovering lost opportunities with website visitor tracking
- Getting the most from website visitor tracking
- Going beyond page views and gaining insight into online activity
- Actionable data from tracking visitors
- Understanding when to follow up, the importance of tracking
- Using website visitor tracking over time to build higher quality leads