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What You Didn’t Know About Website Visitor Tracking

What You Didn’t Know About Website Visitor TrackingThink website visitor tracking will only tell you the number of people who visited your website? Actually, you can learn a great deal more about who is visiting your website than simply the number of people visiting. Website visitor tracking tools have advanced significantly in the past few years, and there may be quite a lot that you don’t know about such tools.

Identifying Interests

Along with identifying who is visiting your website, visitor tracking tools can help you identify the products and services those visitors are specifically interested in. This can be particularly helpful if your business happens to offer a vast array of products and services. Rather than trying to guess what a visitor may be interested in, you can instead hone in on precisely what brought that visitor to your website, and deliver content customized to their specific interests. These tools are super handy for salespeople. Because visitor tracking tools will also track people visiting your site, when the salesperson catches wind of such activity, they’ll know what the person’s interests are with a few clicks of the mouse.

Identifying Location

Website visitor tracking tools can also tell you where those visitors are from. Why might that be important? Understanding where a visitor is from not only helps you personalize your content even further, but also helps you customize it. When a visitor sees content that is personalized as well as customized based on his or her location, they are far more likely to pay attention to it. Additionally, you have a greater opportunity to begin developing a rapport and relationship of trust with that visitor. Ultimately, this leads to a better opportunity for converting that contact into a customer.

Timing your Follow Up

By implementing website visitor tracking, you can also find out when someone is visiting your website. Once you know when someone has visited your website, you draw on a tremendous amount of insight. For instance, this can help you to understand the best potential time to reach that individual, as well as what might be driving his or her motivation for visiting your website. Timing is huge in sales. With tools like these salespeople can nail their timing!

Website visitor tracking is about much more than simply keeping a tally of the number of people who have visited your website. With the wealth of information offered by visitor tracking, you can craft a far more successful marketing campaign. Now toast with us, as you went from what you didn’t know about website visitor tracking to having a nice foundation in place.

Who Provides the Best Website Visitor Tracking?

Who Provides the Best Website Visitor Tracking

Want to Know Who Provides the Best Website Visitor Tracking?

In determining who provides the best website visitor tracking, a number of factors must be taken into consideration.

First and foremost, it is important to choose a company with a solid reputation. As digital marketing has become increasingly important, the number of companies providing such services has grown significantly. Do not make the mistake of assuming that just because a company provides a service, they are able to do so reliably. Website visitor tracking can provide your business with a number of benefits, including ensuring that you do not miss out on lead opportunities, and gain crucial insight for your sales team. In order to take advantage of those benefits, however, you need to have the right tools in place. This means choosing a company that has been in business for a while, and not a fly-by-night business that may or may not be there tomorrow.

What Types of Services Are Offered for Marketing Automation and Visitor Tracking?

Along with a solid reputation, it is important to take into consideration other services offered by the company. Website visitor tracking is only one aspect of sales and marketing. Ideally, it is best to choose a company that is able to provide you with a full suite of marketing automation services and tools. Doing so will help save you an incredible amount of time and resources, while also giving you the best opportunity to mount the most successful marketing campaigns. If you really think about it, it’s not really even about who provides the best website visitor tracking. It’s more about who provides a holistic visitor tracking solution, which includes a robust tracking package along with the opportunity to scale into sales and marketing automation.

Finally, consider exactly what you are getting for the price. Take the time to truly compare your options and ensure that you are getting the most service and value. For instance, does the company provide customer support and assistance if you should have any questions or need help with anything? This is a vital aspect that should not be overlooked.

There is simply too much riding on the line in today’s competitive world of online marketing to trust your business to anything but the best for marketing automation and visitor tracking. Taking the time to compare your options and ensure that you know what you are getting can help you to make the most of every available lead opportunity and inbound activity.

Using Website Visitor Tracking Over Time to Build More Sales Leads

Using Website Visitor Tracking Over Time to Build More Sales LeadsAll businesses want the strongest leads possible. After all, the stronger your leads, the more conversions you have, and the better your bottom line. While you cannot exactly create strong leads from thin air, there are some things you can do to grow stronger sales leads over time. One of them is to implement website visitor tracking.

You might be surprised to find that website visitor tracking is actually able to improve over time. This happens as behavioral patterns become more apparent as the software evaluates more and more sales leads. As a result, it becomes easier to identify relevant buying triggers. The key to making this work, however, is consistently following and analyzing the paths that recently converted leads have taken.

Building a Comprehensive Lead Profile

Website visitor tracking also gives you the ability to develop a comprehensive lead profile. This type of profile covers all of the demographic and behavioral characteristics that a qualified lead is likely to display throughout the entire buying process. Imagine how valuable that type of information would be. Not only does this information make it easier to connect with leads, it also increases the chances of converting more leads and the more leads you are able to convert, the more your revenues grow.

Ensuring You Do Not Miss Any Leads or Opportunities

By implementing website visitor tracking software, you gain the ability to capture every single lead on your website and ensure that you do not lose any. In addition, you can determine precisely which stage in the buying process a lead may be in at any given time. This makes it much easier to respond quickly to interested leads while also determining the best time to follow up with leads that may not be quite ready to be contacted yet. This is precisely why it is important to ensure you have a reliable website visitor tracking system in place. The stronger your leads, the more you will be able to understand what drives sales. Ultimately, you will be better able to respond to the needs of your customers.

For more posts from this series see:

  1. Uncovering lost opportunities with website visitor tracking
  2. Getting the most from website visitor tracking
  3. Going beyond page views and gaining insight into online activity
  4. Actionable data from tracking visitors
  5. Understanding when to follow up, the importance of tracking
  6. Using website visitor tracking over time to build higher quality leads

Understanding When to trigger Lead Follow Up

Understanding when to Trigger Lead Follow UpDo you know the right time to follow up with leads? It can be tricky to know the best time. If you follow up too soon, before a lead is actually ready, you run the risk of losing them. Conversely, if you wait too late to follow up, you also run the risk of losing them, albeit to the competition. While it is a bit of a balancing act, lead follow up can be best accomplished when you have the most relevant information available. The best way to obtain that information is with website visitor tracking.

One of the most important benefits of website visitor tracking is that it gives you the opportunity to determine exactly where your lead is in their specific stage within the buying process. It is absolutely vital that you monitor each lead’s online activity. Website visitor tracking gives you incredible insight into exactly where a lead is in the buying process. A variety of triggers, such as visiting your site’s contact page can prove to be a strong indicator that your lead is nearing the end of the buying process. This is information that you will not have available if you do not have website visitor tracking implemented. If you should happen to miss that particular trigger, you could also easily lose the opportunity to reach out and follow up with your lead. That could result in a lost sale. Naturally, losing a sale is something you never want to happen.

Some leads take a little time to warm up and are not immediately ready for follow up. Yet, other leads are ready, willing, and able to make a purchase right away. When that is the case, you also need to know about it. Website visitor tracking is incredibly effective for identifying interested buyers. If the online behavior and characteristics of a lead indicate that the lead is ready to make a purchase right away, you can take immediate action and ensure you do not lose that opportunity.

With website visitor tracking, you know precisely when to implement lead follow up so that you are always in touch with visitors at precisely the right time.

For more posts from this series see:

  1. Uncovering lost opportunities with website visitor tracking
  2. Getting the most from website visitor tracking
  3. Going beyond page views and gaining insight into online activity
  4. Actionable data from tracking visitors
  5. Understanding when to follow up, the importance of tracking
  6. Using website visitor tracking over time to build higher quality leads

Why Visitor Tracking Technology Exists

Why Visitor Tracking Technology ExistsYou’ve heard of website visitor tracking, by why does it exist? Let’s answer that very point, why visitor tracking technology exists, in this post. Would you put your home on the market, put a sign in your yard, list your house on a bunch of real estate websites, and then have an open house without the realtor there to see who showed up? No way! You’d be wasting your time and your realtor’s advertising dollars. You could hope that someone calls you up, or you could be proactive, and identify visitors along with their interests as they walk in the door to look around.

Similarly, in the business world, companies spend tons of money on outbound marketing. Retargeting, pay-per-click, blog content, marketing collateral, and more. Unfortunately, 98% of a company’s website traffic is hidden. The other 2% fill out a form. Without visitor tracking technology, the vast majority of website activity goes undetected, resulting in lost opportunity and a shortage of valuable insight to help your sales team – there’s no agent (realtor) at the front door of your business, your website. Effectively, what happens on your website is a complete mystery until you begin identifying and tracking people and businesses.

Analytic solutions help with website performance; whereas website visitor tracking is largely a tool for sales people. Businesses would be remiss not to spend $3,000 to $8,000 per year on a good website visitor tracking solution to help identify crucial website activity.

For more insight into visitor tracking check out the other posts in this series:

  1. What is Website Visitor Tracking?
  2. How Visitor Tracking Works
  3. Benefits of Website Visitor Tracking
  4. 20 Ways you can Use Visitor Tracking to “Spice Up” Sales and Marketing
  5. What Questions Should you Ask your Visitor Tracking Provider when Evaluating a Solution?

Actionable Data – What to Do with Website Visitor Tracking Info, like use it for Lead Qualification

Actionable Data-What to Do with Website Visitor Tracking InfoOnce you have information from your website visitor tracking, you need to know what to do with it. After all, information does not provide much value if you do not put it to use. Below, we cover a few ways you can put the information you obtain from website visitor tracking into use.

The Importance of Lead Qualification

One of the ways in which you can use your actionable data is by qualifying leads. Lead qualification is a two-way street. In addition to understanding whether a lead is interested in your products and/or services, you also need to determine whether you are interested in that lead. After all, you need to invest sales resources in pursuing that lead. If you feel that the lead is not strong enough, you might decide not to invest those resources. The most common reason for this is that you feel the lead simply is not qualified to purchase. This technique gives your sales team the ability to focus on the most likely leads without wasting resources on unlikely candidates.

There are several important questions that you need to ask in order to determine whether a lead is actually qualified or not. Two of the most important questions to ask are whether the lead actually needs your product/service and whether they will use it. It should always be kept in mind that many people will search for things they want online, but that doesn’t mean they need it. It’s always more challenging to convince someone to buy something when they don’t actually need it. Assuming that your lead needs your product/service, you also need to consider whether he or she will be able to implement it. One of the most significant challenges to implementing a product/service is potential capital requirements that extend beyond the purchase itself, such as recurring costs.

Another excellent way to put that data to use is understanding the best time to follow up with visitors. Among the goals of lead qualification is to deliver the best leads to your sales team first. Yet, at the same time, you want to nurture other leads that may be interested in your products and/or services until the time they are actually ready to buy.

For more posts from this series see:

  1. Uncovering lost opportunities with website visitor tracking
  2. Getting the most from website visitor tracking
  3. Going beyond page views and gaining insight into online activity
  4. Actionable data from tracking visitors
  5. Understanding when to follow up, the importance of tracking
  6. Using website visitor tracking over time to build higher quality leads

What is Website Visitor Tracking?

What is Website Visitor Tracking?What is website visitor tracking?

Website visitor tracking is the process of identifying important website activity to generate leads and insight for sales and marketing teams. These solutions generate reports of companies and/or people that visit your company’s website. Visitor tracking is very different from analytic solutions, such as Google Analytics, Clicky, or Woopra. Analytic solutions focus on identifying how your website is performing via statistics such as page views, devices used to access your website, and overall traffic volume.

Solutions such as this are great for SEO companies and marketers trying to measure the impact of their efforts; however, they’re not valuable business-to-business (B2B) sales tools and often time contain more clutter than clarity. Website visitor tracking cuts through the noise to present meaningful business information that sales people can use. This article also discusses the differences between Google Analytics and visitor tracking technology. Hopefully, now you understand what is website visitor tracking more clearly.

For more insight into visitor tracking check out the other posts in this series:

  1. Why Visitor Tracking Technology Exists
  2. How Visitor Tracking Works
  3. Benefits of Website Visitor Tracking
  4. 20 Ways you can Use Visitor Tracking to “Spice Up” Sales and Marketing
  5. What Questions Should you Ask your Visitor Tracking Provider when Evaluating a Solution?

Going Beyond Page Views and Gaining Insight into Online Behavior with Website Visitor Tracking

Going Beyond Page Views and Gaining Insight into Online Behavior with Website Visitor TrackingOkay, so you know that website visitor tracking is important, but what exactly can you do with it? You might be surprised to find that visitor tracking can provide you with a wealth of information. When most people think of visitor tracking, they think of tracking the number of pageviews their website receives. While it is certainly beneficial to know how many page views you’re getting, website visitor tracking can actually tell you much more than that, including information about visitor behavior, companies and people visiting your site.

The Importance of Behavioral Lead Scoring

Marketing automation has developed significantly in the last few years and visitor tracking now has the ability to give you tremendous insight into the online behavior of your website visitors. Behavioral lead scoring is an incredibly effective method for understanding the potential for converting a lead. But, in order to understand that potential for conversion, you need to understand exactly what a prospect is doing on your site. Some common examples of online, trackable visitor behavior includes:

  • Which keywords were used in a search engine to locate your website
  • Whether the visitor read press releases while on your site
  • Did the visitor participate in a website chat?
  • Did the visitor click on multiple pages during one visit?
  • Did he or she visit a specific page multiple times?
  • Were relevant articles, tutorials, or ebooks downloaded?
  • Did the visitor complete an online survey?
  • Did they view or share videos?

All of this information is a veritable goldmine when it comes to understanding visitor behavior. The more you are able to understand about precisely how a visitor spent his or her time while on your website, the more you will be able to understand the visitor’s conversion potential and tailor your follow up to the visitors interests.

The goal of marketing automation is to make it easier for you to identify and reach your target audience. Website visitor tracking gives you the insight you need about visitor behavior to do precisely that.

For more posts from this series see:

  1. Uncovering lost opportunities with website visitor tracking
  2. Getting the most from website visitor tracking
  3. Going beyond page views and gaining insight into online activity
  4. Actionable data from tracking visitors
  5. Understanding when to follow up, the importance of tracking
  6. Using website visitor tracking over time to build higher quality leads

How Visitor Tracking Works

How Visitor Tracking WorksYou’ve probably heard of website visitor tracking, but how does it work? We explain how visitor tracking works and disclose the details of how companies are able to identify people and businesses that visit your website.

Website visitor tracking works by placing a small snippet of JavaScript code onto your website, usually in the footer. The JavaScript code collects the IP address of the visitor and looks up the IP address against a database to identify the company associated with the IP. Often times the IP address is the IP of an internet service provider (ISP). For example, a person visiting from their mobile phone or an internet café will show up as an ISP. Most solutions help you filter out ISP traffic, to just see pure business traffic. That’s basic tracking 101. Some visitor tracking providers use cookies, which is a small piece of code that resides on the visitor’s browser, to collect information on the visitors buying behavior and track future visits. Other providers use don’t use cookies, and rely on IP addresses only – making it difficult to identify individual people, recurring activity, and build unique, genuine profiles of buying activity over time.

For more insight into visitor tracking check out the other posts in this series:

  1. Why Visitor Tracking Technology Exists
  2. What is Website Visitor Tracking?
  3. Benefits of Website Visitor Tracking
  4. 20 Ways you can Use Visitor Tracking to “Spice Up” Sales and Marketing
  5. What Questions Should you Ask your Visitor Tracking Provider when Evaluating a Solution?

Uncovering Lost Opportunities – Why Website Visitor Tracking is Vital

Uncovering Lost Opportunities - Why Website Visitor Tracking Is VitalIn the next series of posts, we’ll be talking about website visitor tracking. The topics we’ll cover will span the following:

  1. Uncovering lost opportunities with website visitor tracking
  2. Getting the most from website visitor tracking
  3. Going beyond page views and gaining insight into online activity
  4. Actionable data from tracking visitors
  5. Understanding when to follow up, the importance of tracking
  6. Using website visitor tracking over time to build higher quality leads

In this post, we talk about topic #1, uncovering lost opportunities from visitor tracking.

Are you losing out on valuable opportunities? The sad reality is that if you aren’t taking advantage of website visitor tracking, you probably are. Many people think they don’t have time to delve too deeply into website visitor tracking, but the truth of the matter is that you can’t afford not to do so.

Perhaps the most important reason for tracking who visits your website is the fact that you cannot target an audience you don’t know. You also can’t make adjustments if you don’t know there is a problem.

By implementing a website visitor tracking system in your website, you can uncover a wealth of actionable data that can be used to improve your website and ultimately increase sales. If you have ever wondered why people are leaving your site, and more specifically, why they are choosing to leave your site at specific junctures, website visitor tracking can give you the insight you need. If your goal is to improve your website and make it more appealing to visitors, you need to find out exactly what visitors are doing once they are on your site, and at what point they choose to leave.

Without tracking visitors, you’re playing guessing games; you will have no idea what is going on in the minds of visitors. The good news is that you don’t need a crystal ball to figure it out.

While an online operation can provide an incredible number of benefits, there is one significant drawback. In a brick-and-mortar store, you would have the opportunity to hear a customer’s objections. You would have the chance to ask questions. You might even be able to find out what it would take to persuade them to stay and maybe even make a purchase.

That is an opportunity you simply don’t have when visitors come to your website and then leave without leaving a trace. You have no way of knowing what it is that they wanted when they arrived or why they left. Website visitor tracking can help to eliminate that disadvantage and give you the tools you need to uncover lost opportunities.