Posts

How to Integrate Social Media with your Lead Tracking

Integrate Social Media with your Lead TrackingTo maximize your online presence, it’s important to make sure you’ve got all of your social media channels covered and that you’re regularly posting to each one. Keeping track of posts on Facebook, Twitter, LinkedIn, etc. can be a full-time job on its own. Save time and employee resources by letting marketing automation help you integrate social media with your lead tracking practices.

By tracking all of your marketing activity, including website traffic, targeted email opens, and clicks via social media campaigns, your marketing team can get a better understanding of which marketing channels are most effective and produce the highest quality leads. When you integrate social media with your lead tracking system that is already in place, you have a greater chance of generating quality leads that are more likely to convert.

With Lead Liaison’s social media solution, you have the ability to keep track of who is clicking which links, how often they’re doing so, and which of those prospects end up converting—all in one place. Using lead tracking software alongside social media campaigns allows you to track and measure real-time visitor activity and clearly see where site traffic is coming from to determine which of your marketing efforts are most successful in relation to your customer base.

Here are some capabilities to take advantage of when you integrate your social media with your lead tracking:

  • Scheduling: Create a predefined schedule for your social media posts. Spend a few hours Monday morning (or whenever you prefer) creating all the posts you’ll need for the week, and set up a time and day to send each one out. You can even create “canned messages,” which are multi-use messages that you don’t have to worry about retyping each time.
  • Nurturing: If you integrate social media with your lead tracking, you have the ability to better understand your prospects’ needs. This empowers you to send out more personalized and direct messages that your prospects are more likely to respond to. Tracking leads in this way also helps your team to manage who needs to be nurtured and who is ready to be given to sales and move on to the next level.
  • Enrich prospects’ profiles: Joining lead tracking practices with your social media campaigns also helps manage and update the prospects that are already in your pipeline, lending to a better understanding of their online activity, and can ultimately suggest their buying readiness. Keep track of shares and clicks and add that information to their profile in your system.

Most importantly, having that connection between tracking your leads efficiently and managing your social media marketing allows you to communicate with prospects more directly and effectively, leading to a higher conversion rate. Take advantage of your marketing automation system and integrate social media with your lead tracking.

Do You Have Control of Your Lead Tracking?

Take Control of Lead Tracking

Do You Have Control of Your Lead Tracking?

It’s time to take control of your lead tracking. Are you wasting time manually researching, following up, and tracking each lead? Sure, it’s not a waste of time; thorough research and proper follow up are the stepping-stones to closing the deal. Having full control of your lead tracking will allow for your reps to be better informed and better prepared to close. But, manually populating each lead’s profile is a time-consuming and often

repetitive task that, I would guess, is not all that exciting. Not only does this

method of lead tracking waste valuable time, but it also opens up the opportunity for human error. You send several follow-up emails each day to your leads. Then, for each one, you still have to input all of the relevant details into the CRM. Whew! Not following the full routine of lead tracking is detrimental to your future relationship with the lead. Take control of your lead tracking and spend more time closing leads instead of repopulating data into your CRM.

Keep up with your leads

Tracking leads (and keeping documentation of it) is increasingly important in building your relationship with them. How can you follow up with a relevant, personal message if you don’t remember where you left off? Every rep does it differently, some prefer handwritten sticky notes, some input it directly into the CRM. Either way, making that information readily available for your next interaction allows you to pick up where you left off. It also allows you to transfer the lead to another rep, if need be. Lead tracking done through marketing automation allows you to filter out the leads that just aren’t interested, or may be interested next year, or are only interested in this one specific product, etc. Take control of your lead tracking—keep up with them to help you figure out what they want and when they’re ready for it.

Strategize the next moves

Lead tracking through marketing automation should provide a record of their response times. When did they respond to your last email? Was it in the morning, or at lunch? Chances are, their response times are indicative of when they’re available, and therefore the perfect time for you to reach out to them next time. Leads are quickly lost if you become an inconvenience for them. Manage your leads and maintain control of your lead tracking by working with their schedule.

Lead Liaison’s Send & Track plug-in works seamlessly with Microsoft Outlook and lets you take control of your lead tracking. Using this marketing automation tool keeps your leads out of that scary black hole of lost emails and wasted communication. The Send & Track plug-in adds a button to your Outlook that automatically inputs the correct data into your CRM and tracks all of the future activity with that lead. Not sure if the lead opened the last email you sent them? Send & Track will tell you that too. Plus, it automatically syncs data to your CRM for leads that have already been entered into the system.

The Benefits of IP Address Tracking

The Benefits of IP Address TrackingIP address tracking is a handy thing to have on your website. Once you have a user’s IP, you can begin the process of tying the visit to more personal information about the user. Knowing how individual users behave on your website can influence your advertising campaigns from top to bottom in a way that ultimately benefits your bottom line.

IP Address Tracking and Analytics Software

Here’s the rub – much of the analytics software people are using these days doesn’t rack IPs. In fact, dashboards like Google Analytics actually forbid IP tracking in their terms of service. They seem to want you to have as little information about your customers as possible.

Sure, privacy is important, but the amount of information you collect from an IP address is limited. For instance, you can’t use an IP to find out exactly where a user’s personal/home address might be.  However, sometimes an ISP links back to a user’s place of work. Knowing how much a person from another company is viewing your website, and how long they spend there, can give you intelligence information you can apply to your sales campaigns.

Using IP Information In Your Advertising

It’s more than likely that based on your call volume and call details, you can match up IP visitors with specific people who have filled out your forms or inquired about your services.  If a user takes a specific action on your site at the same time you’re logging an IP, you can match users with IPs. You can then track that IP throughout visits to get an idea of how a user is exploring specific pages on your site as well as how much time they’re spending.

If you have multiple visitors on your site at any given time, you might need to watch for further visits or take a look at the geographic source of IPs to get your information. It’s a good idea to work with your marketing and tech departments to ensure both are using this information to your best advantage.

Lead Liaison is proud to offer real-time IP and visitor tracking solutions for your business. With our streamer feature, you can watch visitors real-time as they use your site and determine how to have your sales people talking to them in a way that will make a sale. We’d love to talk to you about Streamer and our other tracking features – let us show you how IP tracking can benefit your business today!

WordPress Customer Tracking – What’s the Best Choice?

Wordpress Customer TrackingThough there are many WordPress customer tracking options out there, you may find these options don’t give you the customer engagement and reporting flexibility you’re looking for. We all know WordPress is awesome. For those of us who don’t want to learn to code and don’t want to pay an expert for simple changes, WordPress page and post management is the answer.

With WordPress, coding can take a backseat. You can manage your own content, add and update images and multimedia and ensure your SEO on-site optimization is in order. You can also use many of the same tracking tools you’re used to using in flat HTML/CSS websites. Here’s a pros-and-cons snippet of some of the most popular WordPress customer tracking tools.

WordPress Customer Tracking with Google Analytics

There are several plugins out there that handle Google Analytics. Google Analytics for WordPress and Google Analyticator are a few you can consider.

Pros: These plugins are super easy to use and install.

Cons: You won’t get WordPress customer tracking metrics right in your WordPress dashboard.  Google Analytics plugins simply embed the tracking code for you. To see your metrics, you’ll need to go to your Google Analytics dashboard at Google.com. You also won’t get any extra levels of direct customer tracking as Google doesn’t allow you to log IPs – even though WordPress itself has this capability.

Wassup and WordPress Customer Tracking

Wassup is a real-time analytics tracking plugin for WordPress. Once installed, you can see customer hits to your site via logged IP address. You can edit customer information and source specific IPs to a specific customer.

Pros: Free, logs IPs

Cons:  Wassup is a neat little plugin, but not really built to do in-depth customer logging and tracking. It’s not meant to be included in robust advertising campaign management, but rather as a small-scale watchdog solution for your site.

Many small business owners like you who are looking for WordPress customer tracking capabilities end up turning to marketing automation. Regardless of whether or not your site is built on a CRM, most marketing automation dashboards are built on the backend of your site and have their own login – meaning they can work with WordPress as well as a non-CMS built website. Marketing automation tools aren’t just a one-time plugin. They’re advanced cloud tools that allow you to link customers to specific companies, actions and to the efficacy of your overall marketing campaign.

If you haven’t tried out marketing automation, Lead Liaison is a great place to start! Talk to us about installing marketing automation tools and starting WordPress customer tracking today.

Why You Should Use Small Business Email Tracking

Why You Should Use Small Business Email TrackingThere’s something about email tracking that eludes small businesses – and just knowing the metrics isn’t good enough. Small business owners can often lack a fundamental understanding of how email tracking and email marketing informs their other marketing efforts. Fortunately, marketing automation and other methods can help business owners use small business email tracking to their advantage.

Forms of Email Tracking

You may be using Mailchimp, iContact or Constant Contact to execute your email marketing efforts. Most of these ESPs (Email Service Providers) will give you some stats that are critical to establishing the success of your email marketing campaigns. You’ll want to pay attention to some of these stats to beef up your email tracking and marketing efforts.

Open rate is a metric that allows you to see what percentage of total emails sent are actually opened. These rates vary by industry, but an ideal open rate is something over 20%. If you find that your open rates are fairly low, a more engaging subject or ensuring that your list is double-opted in can help you.

This is where marketing automation can help as well. Knowing how leads get to your website, how they make it to your email list and their use rate when it comes to your marketing materials can give you an idea as to their conversion probability. When you’re not sure how leads got to you or how they use your site, you may not be able to develop an in-depth understanding of a metric like open rate. The more in-depth you can drill down into your data, the more you’ll be able to improve your metrics over time.

Click rate is another metric to look at. Your emails should have links back to your website in the form of more information or an offer. If you’re experiencing low clicks, you should reposition your links or change up your offers to see if you can get a different result. The right email tracking can take you a step further – if your emails aren’t going to an interested audience to begin with (and an opt in doesn’t always indicate the level of interest you need to eventually generate conversions), marketing automation tools can tell you that.

Email Tracking and Marketing Strategy

It’s important to know how users get to your list, what they do with your emails when they get them, and whether or not email is the most appropriate way to keep your users abreast of your offers. Traditional ESPs can only help you monitor your email performance within their own interfaces. If you’re looking for more fully functional email tracking, marketing automation tools could work well for your small business.

Take a look at how Lead Liaison’s sophistical email tracking and lead monitoring software can work for you!

Five Reasons why it is Necessary to Follow Leads with Website Visitor Tracking

Five Reasons why it is Necessary to Follow Leads with Website Visitor TrackingToday’s consumers are exceptionally fickle because they know they have an endless supply of online options. If they don’t find the answers they are searching for on one website, they will quickly jump to the next. In fact, most companies that don’t use website visitor tracking software will lose 95% of the visitors who have went on their site before they have the opportunity to really connect with them.

Website visitor tracking remedies this problem.

Modern businesses need to utilize a marketing automation strategy that includes website visitor tracking software to retain every potential lead. It is the fastest and most effective way to capture and convert more leads into customers.

Five reasons why it is necessary to follow leads with website visitor tracking

1. Captures Every Lead on Their Site

Website visitor tracking software automatically stores the IP address of every person who comes in contact with your website. It tells which link they followed to get to your site and which pages they landed on while they were on your site.

2. Determine Their Stage in the Buying Process

Marketing automation strategists are able to use website visitor tracking to monitor the online activity of each lead. This gives them powerful insight into where the lead is at in their buying process. Certain triggers, like visiting a company’s contact page can be strong indicators that a lead is approaching the end of their buying process.

3. Faster Responses to Interested Buyers

One great advantage to website visitor tracking is its ability to immediately notify the sales department if there is an interested buyer. If a potential lead’s characteristics and online behavior is similar to the profile of an existing client, the marketing automation software will immediately send a notification by text or email to the appropriate sales professional. This technology also makes it easier to quickly answer lead’s questions and concerns as they occur.

4. Analyze and Identify Behavioral Patterns

Behavioral patterns will become apparent as the website visitor tracking software evaluates more and more leads. It will be easier to identify buying triggers if you consistently follow and analyze the paths of recently converted leads.

5. Build a Comprehensive Lead Profile

Website visitor tracking makes it easier to develop a complete lead profile that covers all behavioral and demographic characteristics since it physical follows each lead throughout their buying process. This information will make it easier to connect and convert more leads.

Website visitor tracking software will capture every lead on a site, determine what stage they are at in their buying process, make it easier to quickly respond to interested buyers, identify behavioral patterns and help build a comprehensive lead profile. That is why it is so necessary to follow leads with website visitor tracking.

Why Prospect Management is Impossible Using Google Analytics

Why Prospect Management is Impossible Using Google AnalyticsGoogle Analytics has long been a useful tool for webmasters to monitor website traffic. But GA is not an effective prospect management tool. While it breaks down traffic sources, visitor activities, and conversion rates, Google Analytics doesn’t provide the functionality required to be useful tool for B to B marketers to manage leads.

Prospect management is at the heart of most business-to-business marketing automation practices. Google Analytics only provides part of the story. To effectively manage prospects, marketers must rely on more robust data sets and integrated engagement mechanisms. If your sales cycle lasts more than a single website visit, you need marketing automation to manage prospects as they move through the sales pipeline.

Here are a few ways in which our Lead Management Automation™ is a more effective prospect management to for B to B marketers:

  1. Automatically tracks leads that have engaged with your brand, whether it’s through a submitted web form, survey response, social post, or other digital asset
  2. Links IP addresses with business intelligence generated from Dun and Bradstreet and/or Hoover’s
  3. Assigns a lead score and grade based upon business intelligence and visitor activity
  4. LMA users can schedule digital engagements while viewing expanded lead information
  5. Segments visitors by industry, location, size, and other criteria
  6. Users can adjust messaging, asset delivery, and offers within the user interface
  7. Website traffic can be filtered through a robust set of parameters
  8. Visitor activity is grouped together to provide a holistic view of a prospect’s online behaviors
  9. Users can see organic search terms used to find your site
  10. A chat feature can be enabled to provide instant engagement with a website visitor
  11. While GA provides alerts pertaining to traffic anomalies, the LMA alerts users about who is on your site
  12. Google Analytics is not concerned with optimizing your marketing and sales practices. The interface is provided to display general traffic information so users might spend more on advertising rather than improve marketing and sales practices

While GA provides robust traffic intelligence, you can see why prospect management for B to B marketers should be conducted through a marketing automation platform like our Lead Management Automation solution. For more information, contact a Revenue Generation Specialist today.

Marketing Automation Offers Real-time Visitor Tracking

Marketing Automation Offers Real-time Visitor TrackingModern businesses need marketing automation to record and monitor who is on their website and how they are behaving. It is estimated that 70% of people begin their purchasing process online and visitor tracking is essential for capturing these leads. Websites that are not equipped with real-time visitor tracking capabilities can miss out on up to 95% of these potential consumers.

Real-time Visitor Tracking

High-quality marketing automation software will also be able to monitor their behavior while they are still active. Potential customers are online searching for answers and it will improve the chance of conversion if marketers and sales professionals can provide them with an immediate and helpful response.

Creates an Accurate Profile in Real-time

Marketing automation generates a detailed profile of every lead’s interests and needs. It follows leads along their buying journey and uses pop-up registries to obtain useful demographic information. Website visitor tracking can tell you who is on your site, their location, purchasing history, employment background, and which pages they are reading.

All of these details can be matched to characteristics of current clients to determine their likelihood of conversion. Marketing automation is the fastest way to develop a lead profile in real-time, so the sales team can quickly decide whether that visitor is worth pursuing.

Keep Better Track of Favorites

Marketing automation uses lead scoring to determine which leads have the highest potential. Leads are ranked based on similarities to existing clients and then prioritized. Once these potential customers are identified, they can be marked as “Favorites.”

The majority of reputable marketing automation companies, like Lead Liaison, will send instant updates via text messaging or email when a “Favorite” goes online. This will offer sales the ability to immediately connect with qualified leads in real-time.

Provides the Opportunity for Live Conversions

Many websites that use marketing automation and visitor tracking have installed a helpful chat feature where they can conduct live conversations with leads as they are actively researching their options. When the person is online browsing your site, a little box will appear in the corner asking if they need any assistance. This offers the ability for open dialogue and live conversions.

Marketing automation offers online businesses real-time visitor tracking. It allows you to quickly generate a profile on each lead, determine their potential, connect with favorites while they are online, and it provides the opportunity for live conversions. This level of concern and service is what modern consumers expect.

On Website Visitor Identification: Does Conversion Code Cut It?

On Website Visitor Identification: Does Conversion Code Cut It?One of the primary ways you can understand who’s visiting your website is by having website visitor identification in place. You already know that Google Analytics and Google Adwords give you tracking and conversion codes that help you determine how visitors are using your site – but is that really all there is to it?

Defining Your Conversions

Some businesses are using what they think is conversion tracking without ever really defining their conversions. A web visit alone shouldn’t be a conversion – a conversion involves a user taking a specific action on your site – not just visiting.

Because this is the case, you’ll need to have specific milestones set up for what qualifies as a conversion. A lead form fill-out is a great example. Since converting typically requires leaving personal information – such as an email address or a phone number – the client enters your sales funnel upon taking this action.

Many businesses set up multiple conversion opportunities on their sites so they have the best chance of getting the customer’s information. Once you have this info, you can contact the client again and again to make a sale. A conversion doesn’t necessarily have to be the sale of your product, although a sale is one type of conversion.

Tracking conversions doesn’t necessarily mean you’re using website visitor identification to find out where those visitors are coming from. This makes marketing automation even more important in your lead generation efforts.

Website Visitor Identification: Why Do It?

When you know specifically what company your visitors are from and can assign a name and background info to a conversion, you have valuable information at your fingertips. For instance, if someone comes back and converts again and again, you can improve customer relations by reaching out to that visitor personally to discuss a long-term relationship.

Website visitor identification also helps point out leads that aren’t converting in the way you’d like. When you have a potential client’s info and can see they’re returning again and again but not converting, you can contact the lead to encourage conversion or even a sale. Many leads need that personal touch in order to become a client, and website visitor identification can help you make the sale.

The right marketing automation system will include website visitor identification. You don’t just want to know that someone visited your site – you need to know who, why they visited, how they got there and other identifiable information such as geographic location, source company, and contact information. The more you know about your leads via website visitor identification, the more you can prime leads in the most effective way to generate a sale.

Lead Liaison offers in-depth website visitor identification for all your site’s content, including in-depth analysis of thank you pages and conversion points. Find out more by visiting us today!

What can Website Visitor Tracking Really Tell You?

What can Website Visitor Tracking Really Tell You?Website visitor tracking is quite popular right now, but what can it really tell you?

There are potential leads surfing across your site daily. They are clicking on articles, hopping from page to page, and investigating what your company has to offer. Website visitor tracking shows exactly who is on a site, how they got there, and what information they are reading as they are reading it.

Can leads still slip through the cracks?

Leads cannot escape website visitor tracking software. They are captured and tracked as soon as they land on your web page. It is estimated that 95% of the people who land on your website will be missed if you don’t use marketing automation and website visitor tracking.

Can it really tell you who is on your site?

Unfortunately, it is not like Facebook where you will see a photo and profile of each person however it will provide you with some valuable details. Website visitor tracking will show you their IP address, the referral page, their operating system, which browser they used, the landing page they started on, and their progress along the site.

Marketers and sales professionals are informed of these crucial details while the lead is actively online. This can be used to instantly identify triggers that indicate a lead is ready for conversion. A faster reaction time when a lead is in need is usually an effective closing tool.

Why do I need to know who they are?

The key to success in any marketing or sales campaign is to understand your customer, identify their needs, and offer a worthwhile solution. Website visitor tracking captures every lead that is actively searching on your site for information. It develops an in-depth profile of their behavior and characteristics, determines their needs, and offers them an answer to their concerns using customized lead nurturing. If you do not know who they are, you cannot personalize your efforts towards their needs and interests, which will significantly improve your chances of conversion.

Website visitor tracking ensures that every person who lands on your website monitored and analyzed. It will be easier to persuade a potential lead into making a purchase once you understand their interests and buying process. Website visitor tracking is beneficial for lead generation, but the real value lies in its ability to accurately profile every lead that comes in contact with your website.