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Benefits of Website Visitor Tracking

Benefits of Website Visitor TrackingOkay, so you put a chunk of code on your website that spits out a list of IPs and companies visiting your website. Yeah, what next? You’ve got to put that information to good use, and make it actionable, able to work for you. Let’s take a moment to really understand the benefits of website visitor tracking.

Sales and marketers will benefit from visitor tracking. For sales, don’t think visitor tracking is going to be the savior for your sales team and automatically identify easy-to-close deals. In fact, if you’re using the wrong solution, it could send you off on a wild goose chase. Make sure to pick a solution that gives you the best opportunity to identify people, not buildings. Keep in mind that visitor tracking technology is only a very preliminary step in the demand generation process and should be viewed as a complementary tool to your overall B2B sales process. Sales people can use it in three primary ways:

  1. As a tip. To get pointed in the right direction when companies visit their website.
  2. For sales insight. To know what interests a company/person has after visiting your website.
  3. To time follow up. Knowing when someone is on your website helps sales know exactly when to follow up.

Marketers will benefit from getting key insight into the results of their marketing efforts. For example, they’ll see the lead source of the visitor. Some companies track original lead source (from the very first visit) and some companies identify lead source of the visit. Marketers will also know which social channels (Facebook, Twitter, etc.) are performing best, how Pay-Per-Click campaigns are performing, and how their outbound marketing drives business activity on their website. If you don’t understand the benefits of website visitor tracking after reading this, then watch this cool video on visitor tracking which might help.

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. How Visitor Tracking Works
  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?

20 Ways you can Use Visitor Tracking to “Spice Up” Sales and Marketing

20 Ways you can Use Visitor Tracking to “Spice Up” Sales and MarketingYou just bought a shiny new car, or website visitor tracking, which might be around the price of that new car (if you’re buying a Tata). Now that you’ve got some power under the hood, how can you use that power to infuse excitement into your organization and energize your sales and marketing efforts?

Here are some ways you can use visitor tracking to introduce exciting new opportunities across your organization. Note, some scenarios may not be possible based on vendor limitations.

  1. As a sales tool to excite your sales force, increasing employee satisfaction and decreasing turnover.
  2. To create unique filters for each sales person based on territory, so they see only activity relevant to them.
  3. To get more out of email marketing. Integrate your email campaigns (Mailchimp, Constant Contact, etc.) with visitor tracking to get a long-tail view of what happens after recipients click through.
  4. To find new leads. Identify companies you would have never known about. It won’t close the deal for you, but it will point you in the right direction.
  5. For sales efficiency. Sales people will know who to follow up with and when.
  6. For marketing ROI. Use it to measure results of your retargeting or PPC efforts.
  7. To build rich profiles that identify prospective buyer’s interests. For example, connecting anonymous visit activity to a web form submission where the person is identified.
  8. To know how to tailor a follow up discussion based on a person’s digital pattern across your website.
  9. To identify which partners or ads are referring the most visitors to your website.
  10. To identify which pages people commonly enter into or exit from.
  11. To track which documents are performing the best (most downloads, by who, etc.)
  12. To track which videos are performing the best (most views, by who, etc.)
  13. To help convert website visitors by gating videos and documents.
  14. To track 1:1 sales emails.
  15. To identify upsell and cross-sell opportunities for existing customers.
  16. To find key people who work at a company that visited your website.
  17. To share leads with your colleagues.
  18. To distribute leads to your colleagues.
  19. To import leads directly into your CRM.
  20. To enrich lead profiles with social information.

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. How Visitor Tracking Works
  4. Benefits of Website Visitor Tracking
  5. What Questions Should you Ask your Visitor Tracking Provider when Evaluating a Solution?

What Questions Should you Ask your Visitor Tracking Provider when Evaluating a Solution?

What Questions Should you Ask your Visitor Tracking Provider when Evaluating a Solution?It’s always hard to interview vendors when you’re not really certain what questions to ask them. In this case, suppose you have a goal to acquire a website visitor tracking solution that helps identify businesses and people that visit your website. Below is a list of questions you can ask any visitor tracking provider to make sure you know what you’re getting. These questions will help probe for key differentiators and features that might help you make a better decision. What questions should you ask your visitor tracking provider? Here you go…

  1. Do you share data that we collect with our competitors or other companies?
  2. How do you identify people?
  3. What tools do you provide to find people at a visiting company if the person is anonymous?
  4. Can you show me what type of profiles you build over time on visitors?
  5. How can users create and share website traffic filters?
  6. Is your visitor tracking real-time or static?
  7. How do you integrate with 3rd party email marketing programs like Mailchimp?
  8. What are all the things you track?
  9. Should I be concerned about our privacy policy?
  10. What is your pricing and what variables are in your pricing?
  11. What type of support do you provide?
  12. How do you track web form submissions?
  13. How do I know the original lead source of a visitor and not the source of the visit itself?
  14. Do you have any integrations with email clients like Outlook or Google Mail?
  15. What makes you different from other providers?
  16. Do you use cookies for tracking?
  17. How is all of this data useful to our company as we collect information 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. How Visitor Tracking Works
  4. Benefits of Website Visitor Tracking
  5. 20 Ways you can Use Visitor Tracking to “Spice Up” Sales and Marketing

5 Reasons Your Company Needs Website Visitor Tracking

5 Reasons that your Company Needs Website Visitor TrackingVisitor tracking gives salespeople the ability to monitor site visitors by name/company/location so that they can better identify prospects and their thoughts.   Progressive companies are beginning to understand that visitor tracking is the foundation for all digital marketing and sales efforts.

Here are 5 key signs that you should be using individual visitor tracking on your website:

1) You invest in SEO, PPC, or retargeting campaigns

These technologies draw people to the “door” that is your digital presence.  If you don’t have a way to “hear” who is at your door, and what they are thinking; it kills your ability to develop a relationship with each individual buyer.

Now consider how much you are spending for SEO/PPC/RC campaigns.  If you spend $5 per visitor, and only 1 in 40 site visitors identifies themselves; then you are paying almost $300 per lead.  A quality visitor tracking system will help you triple the effectiveness of turning your SEO/PPC/RC investment into leads that can close.  Our clients find that on average, their company gets 9X more bang for its buck when using visitor tracking with SEO/PPC/RC campaigns.

 2) If your company has a sales team

Why would you pay for a sales team, and not help their success?  Gone are the days of “pounding phones”.   The trends in digital marketing revolve around self-education and timing.   If you are able to identify WHO is investigating you, it allows you to intelligently approach potential customers AT THE RIGHT TIME.  Bottomline: visitor tracking helps you work smarter and more efficiently.

3) Your salespeople will go to a tradeshow or networking event in the next 12 months

Only a small percentage of your prospective clients are ready to buy at any given point in time.  You have two options.  You can use visitor tracking as a way to highlight when contacts are ready to talk or you can have your salespeople call everyone every two weeks and hope they stumble upon something good.  The latter is a very costly strategy, that will kill your reputation of potential buyers.

 4) You use email

It doesn’t matter if your email is coming from Gmail, Outlook, a CRM, a marketing automation platform, or a third party “email blaster” provider.   90% of your emails will never be responded to.  That doesn’t mean that they aren’t effective.  Instead, it means that your emails are simply planting seeds for future action in the minds of your prospects. You need visitor tracking to give your salespeople the necessary information to have a “green sales thumb”.  That means that they know:

  • When a prospect is interested
  • What they are interested in
  • Their potential concerns with approaching you.

 5) You have a website

Most companies see value in tools like Google Analytics that will tell you things like “ 155 people were on my website today”.  How does that help salespeople?   True sales value comes from giving your salespeople the name, company, location, and interests of the visitor.

 

Disappointed with LeadLander®?

Disappointed with LeadLanderAre you disappointed with LeadLander®? LeadLander® sells its product with a simple premise: throw some tracking code on your website and wait for the magic to happen.

Then you wait….and wait….and where is all of this magic?

The reality is that you need a strategy with any visitor tracking product that you use.  Your strategy should include four basic questions and include capabilities to achieve the answers to these questions:

  1. How do you draw active/interested buyers of your product to your site?
  2. Can your program filter buyers based on their likelihood of buying at any given time?
  3. Does your strategy allow you to distinguish between which products/services that an individual buyer is most likely to be interested in?
  4. Once a buyer is identified, what happens next in your sales process? Does your technology support execution of this strategy?

We used the solution for about two years. We started to call it LostLander. It sent us off on a wild goose chase the majority of the time. We ended up spending more money than we did without it. Instead of turning into a revenue driver, it was a cost center. – Lance Boyd, Former VP of Sales at Arxan Technologies.

The good news is that a few simple strategies are likely to raise your sales results, and help you maximize the value of many of the sales and marketing efforts that you are presently engaged in.   If you are interested in a free consultation on marketing strategies; I highly recommend contacting us and asking for a free 30 minute consultation.

Disclaimers:

  • (1) Lead Liaison is not affiliated in any way with LeadLander®, does not provide LeadLander®’s services, and does not own the LeadLander® Service Mark. Lead Liaison provides its own unique visitor tracking solution as shown here.
  • Reference our Blog Disclaimer.

GPS Tracking for your Website

GPS Tracking for your WebsiteTracking teenagers is similar to tracking for your website.

Having children is a wonderful thing. As kids get older we create stronger bonds with them, and they become more precious than ever day by day. Then they become teenagers. They start to do whatever they want, or at least thing they can do. They begin driving and hanging out with the wrong crowd. How do parents control such rebellious behavior? You can’t. But at least you have options to monitor their behavior and when you see something that’s serious, you intervene. That one option is to track your kids. Nowadays you can buy magnetic vehicle tracking devices that you stick to the bottom of your car. Then you hop onto the companies software interface and monitor where the car is going. It’s all done via GPS and cell towers to monitor where the vehicle is going and at time it’s at different places. In this case, if you see your 17 year old at a bar at 11PM, you’ll know to have that conversation with him/her; otherwise, let them be a teenager.

The concept of the GPS tracking device can also be applied to business. Companies like us, Lead Liaison, smacks a GPS tracking device underneath the chassis of your company’s website. Every time you have a visitor, we’ll track their activity, their online behavior, to help you look for key events that indicate a call to action. Different from solutions like Google Analytics, website visitor tracking identifies businesses, not just internet service providers, that come to your site. Visitor tracking can also help you convert visitors into identified people. Kind of like scanning someone’s drivers license. When a visitor clicks a link in an email, watches a video, downloads a document, submits a form, etc. your visitor tracking solution grabs the persons email address and adds it to their profile. When the visitor comes back, the sales person gets a Buy Signal, indicating buying interest.

Learn more about how you can attach a GPS tracking device to your website. 

Are You Generating Helpful Visitor Profile Data?

Are You Generating Helpful Visitor Profile Data?Small to large businesses are constantly trying to figure out how to market to their target users, often ignoring the visitor profile data that’s in their backend or marketing automation system.  The focus of many of our blogs has been to define a target audience right away. Businesses frequently build a target audience profile based on what they expect of their users or what they’d like to see, rather than using data that could help make better decisions overall.

New businesses certainly require a grand floor analysis to better determine target audience but businesses that have been around for a while are often operating with the same target audience expectations used from the start. Keep this in mind – if unused data exists, any business could be missing opportunities and data collection efforts could be going to waste.

Understanding the Visitor Profile

Some important demographics to fish out of the mix when analyzing business data include things like:

  • Time of day visitors land on your website
  • Visitor gender
  • Income level
  • Keywords used to find you

In addition to these items, there are frequently overlooked pieces of visitor information that can help businesses better target users. Mobile, operating system and browser are available pieces of data that businesses often ignore. Bottom line, if half or more visitors are viewing a website or content on mobile, businesses need to ensure mobile users have the best viewing and purchasing experience possible. In many instances, operating without a mobile friendly website is an invitation to lost sales.

Breaking it Down

Visitor profile information isn’t useful without a strategy to deploy once that info is obtained. Key players in an organization who should be privy to this strategy might include a head of marketing, sales manager and folks in executive level operating roles.

A team leader should be assigned to be in charge of gathering the data and proposing how to move forward – very likely someone in a marketing role. This person should work closely over time with marketing automation staff to ensure data is being collected properly. A good marketing automation company will also suggest how the data may correlate into a high-level strategy that can be carried out across organizational departments.

If you’re not getting the data, the sales or you want to look into marketing automation to make your overall process easier, talk to Lead Liaison. We’re here to help you figure out how buy signals, high-level data, visitor profile data and better analytics can increase your bottom line.

Five Ways of Using Visitor Tracking to Increase Visitor Engagement

Five Ways of Using Visitor Tracking to Increase Visitor EngagementHave you ever thought of using visitor tracking to increase visitor engagement? You can have numerous visitors to your site, but unless you’re doing the right visitor tracking you may be missing some terrific data. It’s best to tempt visitors to dive deeper into the website. Tracking visitor engagement starts with a hit on your website while the engagement process begins once visitors start to use your site. Following are five ways you can engage visitors for a better web experience all around.

Provide Links to Internal Content and Pages

Prominently displaying links to other related products and pages retain visitor engagement, take them “down the rabbit hole of your site” so to speak and will urge them to search and keep coming back for more content.

Minimize Site and Page Load Durations

Most internet users tend to leave if a site or page fails to load in three seconds. Since most outstanding search engines such as Google understand this, you may find yourself falling further behind in search rankings for pages that load sluggishly. It is good to have a high-load speed for your site so you don’t lose visitors or SEO ranking in general.

Make the Website Simple

For business sites, the more difficulties a client faces, the less likely they are to purchase your products and services. Your site should have a simple menu design and language. All unnecessary form fields should be detached to simplify the lead collection experience from start to finish.

Have Features that Promote Direct Interaction

Features such as product analyses and blog comments allow the customers to ask questions and leave something others can read about the site or products. Ensure that the features are used well and all queries get a reply.

Analyze the Visitor Flow

Search engines have features that help monitor visitor actions. Monitoring includes information such as the first page visited, whether further pages are looked at, buttons clicked or actions taken on the site, etc. If your preferred visitor flow is not followed, you should review the page layout and content and create clearer calls to action.

Visitor tracking through engagements is vital to any site. Engagement helps keep visitors onsite for extended period of time so they can learn more about your content. Long durations on a site influence a visitor’s return rate. A higher return rate keeps customers engaged with your products and services and may eventually result in a sale.

For more information on how visitor tracking can directly benefit you, talk to us! At Lead Liaison.com, we’re here to bring more quality web traffic to your site and to help you use visitor tracking to increase leads and sales.

Five Things to Consider When Buying Visitor Tracking

Five Things to Consider When Buying Visitor TrackingPeople often ask me ‘What should I look for in a visitor tracking solution’?  Here are five things to consider when buying visitor tracking that will help you eliminate inadequate providers:

  1. Does the program have active or passive visitor tracking capabilities (or both). Active visitor tracking will allow your sales and marketing teams to directly engage high value targets and identify their visits nearly 100% of the time.   Passive visitor tracking relies on people wandering onto your website and someone being identified (more on that later). Active visitor tracking offers the following advantages over passive visitor tracking:
    • Track prospects that you met outside of the website
    • View ongoing interest of existing customers
    • Understand the potential buyer’s true timing (as opposed to what they told you) and availability
  2. Is the program relationship based vs event based?  That means that someone that returns to your site 3 times in a week will appear to be three different people.   I don’t know about your sales strategy, but a client that comes to my “store” on a regular basis warrants a lot more attention than three lurkers that show no further interest. You should always select a program that gives you relationship based data.  Event based systems are way behind the curve, and will cost your company sales.
  3. Is the individual/company that visited your site provided? It seems unbelievable, but there are still visitor tracking companies that won’t give you names (or company names) of your visitors.   If your goal is just to track generic traffic, use Google Analytics.  If your goal is to learn about individuals whom you hope to cultivate a business relationship with then use a platform like Lead Liaison.
  4. Will your data be shared? The majority of visitor tracking companies use your data to help your competitors build a correlation between IP addresses and names.  We think that this is a dirty practice that results in errors and potential legal problems, let alone losing business that your company might be entitled to, to your competitor.   It’s a lazy approach to visitor tracking and we would never recommend using a company that shares data.
  5. Integration and reports:  Daily reports are a basic necessity of every company. Real-time alerts are important to companies with high value sales opportunities.  I would also survey potential vendors to learn about how they can help you interface with your CRM and marketing automation visions. 

It also doesn’t hurt to explore what other solutions the vendor has to offer. If you go with their solution just for visitor tracking will you be “trapped” and not have a broader-based solution offering marketing automation that you can grow into? We’ve seen several companies spend thousands of dollars on visitor tracking to find out they still need marketing automation; then they find themselves investing in two disparate platforms. Costs sky rocket as companies pay for two separate solutions and have higher total cost of ownership managing two separate platforms. Why not have both visitor tracking and marketing automation tightly integrated into a single software platform?

The bottom line:  Visitor tracking programs can be an incredible asset for your sales efforts.  These tools are affordable, super easy to use, produce results day one, and show the most rapid ROI of any marketing investment that I’ve seen.  Make sure to remember these things to consider when buying visitor tracking and be sure your vendor gives you the right answer to all five topics above. If you do, then you are on your way to making one of the best sales & marketing investments in your company’s history.

Business Intelligence and Visitor Tracking Solutions

Visitor Tracking IntelligenceBusiness intelligence can benefit a business at any size or level, and visitor tracking is an important part of that intelligence. Many small businesses look past marketing automation as a viable option due to size, not enough staff on hand, etc. However, with the right marketing automation tools in place, small businesses can utilize the same type of visitor tracking and business intelligence tools that larger businesses use.

Lead Follow-Up

Small businesses won’t become larger without figuring out how to sell more and how best to utilize leads. Smaller businesses may be using tools that weren’t necessarily meant to track leads just to keep all their data straight. For example, Google Docs is a powerful, flexible tool, but isn’t necessarily best used to classify the movement of leads through your funnel or different buyer stages.

The right CRM can do that – but paying for an enterprise level CRM plus all the other tools you need can be a waste of money when your relevant business leads and successful advertising information can be funneled through one solid backend.

Marketing automation tools aren’t just about keeping track of lead flow – they’re about managing information in one easily organized place. With the right visitor tracking systems in place, any member of your team should be able to check in, get an idea of what ‘s happening and use that business intelligence information to better determine how to sell to clients.

Visitor Tracking and Onboarding

Ease of use is one of the most important components of using any marketing automation dashboard. A smaller company that can best care for the individual needs of a small business is best. Within that smaller company is housed various team members who need the right training to use whatever business intelligence or visitor tracking systems are in place. Training is crucial – you don’t want to pay for a tool that you or your staff members are never going to use.

It’s important to take your time making the right choice for a marketing automation company. The marketing automation giants out there offer plenty of solutions with built-in visitor tracking – but are they going to take the time to train employees and get everyone on-boarded? Working with a smaller marketing automation company can be better because every client counts – so every function that’s utilized, every staff member that’s trained and every tick in your “sold” column keeps the machine running.

Talk to Lead Liaison specialists today about how marketing automation can take your small business to the next level!