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Article Title: 9 Steps For Converting Website Visitors Into Leads
Author: Colin Herridge
Category: Internet RSS
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9 Steps For Converting Website Visitors Into Leads <br> Article By: Colin Herridge <br><br> <p>All your marketing efforts are intended to bring more sales.</p><p>Leads are needed to become sales.</p><p>All the conventional channels have been worked and fine tuned over hundreds of years.</p><p>Since the end of last century the company website has made its appearance: the new channel.</p><p><b>Website visitors conversion rate is low:</b></p><p>You have managed to have the company website top listed on the search engines.</p><p>You have spent money on online advertising (text links) to have even more visitors.</p><p>All these efforts draw an impressive number of visitors to your website.</p><p>Most visitors read your content and then leave the website again without submitting their contact details. The industry standard is about 2-3% of the visitors who submit their contact details. Even if you have specific content to download like a white paper.</p><p>Thus from all your efforts and money spend, you only are capable of contacting the minority of visitors. 97% just walk away from your website.</p><p>This is not very profitable, thus a method or system is required to be able to contact the majority of you visitors.</p><p><b>Marketing for Leads:</b></p><p>All your marketing efforts are intended to bring more sales, thus also your website.</p><p>Over hundred of years the conventional channels have been worked on and been fine tuned.</p><p>Since the company website has made its appearance, much effort has gone and much money has been invested into the content and design of the website. And in order to draw people to the website, additional money is being spent on SEO and other website promotions.</p><p><b>Website Return on Investment:</b></p><p>Having a company website is as obvious as having a building for a company. The reason is really never being questioned. The amounts spent are and should be questioned.</p><p>The performance of your website is normally very low: as 2 to 3% of all B2B website visitors submit their contact details. Thus most of the potential customers will never ever be contacted.</p><p>The Return on Investment can be improved significantly, as the conversion rate of visitors can be improved.</p><p><b>Website visitor identification required: </b></p><p>The visitors on your website need to be identified using the trails and traces they leave on the website.</p><p>What can be revealed?</p><p><ul></p><p><li>The ISP name, allowing finding the company name</li></p><p><li>The language of the visitor</li></p><p><li>The country and even city</li></p><p><li>The worldwide location by office time zone (in case the company is a multinational)</li> </ul> This set of parameters gives a starting point for further. Of course this is not enough to have a complete picture of the visitor for contacting him directly.</p><p><b>Interests and behavior of the visitor:</b></p><p><ul></p><p><li>The interests and behavior are given by:</li></p><p><li>The search terms used</li></p><p><li>The pages visits</li></p><p><li>The time spent on the pages</li></p><p><li>The returning visits</li></p><p><li>The hour of the day he is on the Internet</li> </ul> These bring forward more clues about his identity: like the interests and the possible department.</p><p><b>The visiting company needs to be qualified:</b></p><p>Not all of your visitors are interesting enough to be followed up.</p><p>Form the first visit and all consecutive visits the company needs to be qualified.</p><p>The decision has to be taken, to proceed with this company and to further investigate on, or just wait and see upon the next visit.</p><p>This decision is to be made upon the above information.</p><p><b>The information source: the Internet: picturing the company and people: </b></p><p>The Internet is a magnificent source on all possible company information. It provides vast amounts of data about companies and their employees.</p><p>From Press releases to attending lists of conferences, presentations and even on the company website.</p><p>Many different sources for information can be found by simply using a search engine to specialized websites for company data and employees.</p><p>From all the available sources, like the website information and the Internet information on both company and contact, will allow you to craft a clear picture of both.</p><p>This is needed for understanding and imagining their environment, for estimating their needs and requirements, the features and functions to be mentioned and the benefits (tangible and intangible) to be focused on.</p><p><b>Preparing the message or conversation:</b></p><p>Instead of calling blindly, it is best to prepare the message or conversation.</p><p>People expect this, as they know about the available information. This is a measure for your skills and interest in their company.</p><p>Also if the message is not prepared it will be too generic, thus you will be wasting the time of the person you are contacting.</p><p>You diminish your status and you diminish your chance to get interest from the contacted person, thus the overall impression will be negative. Even with the best products or services, chances of winning will be very low.</p><p>Thus the message needs to be adjusted to their environment, their estimated needs and requirements, proposing the fitting features and functions and the benefits (tangible and intangible) to be focused on.</p><p><b>Timing of the message:</b></p><p>Timing is important as a message can be too early or too late.</p><p>As actions taken are triggered by the visits, the timing in the process is probably right, if not perfect.</p><p>In case of Cold calling, the timing during the day can be derived from the time of the visits of the company. Certain visiting patterns during the day can exist: these can be an indication when or when not to call.</p><p><b>Communicating by sending the message:</b></p><p>Case by case it needs to be decided how the company has to be addressed: by telephone, by email or by letter.</p><p>As the message, communication channel and timing is known, nothing else is needed to send out the message.</p><p><b>Matching website visitors and contacts:</b></p><p>Whenever people are contacted, some will react immediately through the same channel: on the telephone or replying an email.</p><p>In many cases however their reaction can also be viewed by the induced website visit.</p><p>Especially as these companies have interest in the products or services proposed, the communication message will generate website visit(s) from the addressee.</p><p>Thus by analyzing the visits after a communication, the possibility exists to match the visitor with a contact.</p><p>As the contacts or visitors are interested in the products, chances are high; the typical methods of capturing contact details for a white paper download can be successful.</p><p>In case of Cold calling upon the contacts, during the conversations the decision makers concerning the products or services can be retrieved.</p><p>They can be called on their turn afterwards.</p><p><b>Adjust the message for the next communication:</b></p><p>As more visits are generated by your communications, the aggregated company data will even better reveal the real interest by search terms used and pages visited.</p><p>This will allow for adjusting the message to their interests.</p><p><strong>Obtain the lead:</strong></p><p>From all of these conversations and website visits, finally a lead can be generated and lead qualification can be done.</p><p><b>9 Steps overview:</b></p><p>The steps of this solution are:</p><p><ol></p><p><li>Find visitors of companies and their interests.</li></p><p><li>Qualifying the visiting company</li></p><p><li>Find information and possible contact</li></p><p><li>Craft a message matching the company image, the interest and the profiles of the contacts.</li></p><p><li>Timing</li></p><p><li>Communicate by email or telephone or letter.</li></p><p><li>Adjust the message even further to the additional visiting information or the referenced decision maker.</li></p><p><li>Match visitors with contacts</li></p><p><li>Obtain the lead during one of the next conversations</li> </ol> You could use such a solution: LEADSExplorer <a href="http://www.leadsexplorer.com" target="_new">http://www.leadsexplorer.com</a></p><p>The web service for website visitor discovery and CRM in one.</p><p>The combination brings unseen advantages and features.</p><p>The benefit is of course in the lead generation increase as you call upon interested parties!</p><p>Higher visitor conversion rate.</p> <br><br> Original Article URL: <a href='http://www.myfreearticlecentral.com/Article_4705_9-Steps-For-Converting-Website-Visitors-Into-Leads.aspx'>9 Steps For Converting Website Visitors Into Leads</a> <br><br> <p>Spying on visitors for leads <a target="_new" href="http://www.leadsexplorer.com/en/le/l/SpyingLeads.html">http://www.leadsexplorer.com/en/le/l/SpyingLeads.html</a></p> <br><br>



Plain Text Version:
9 Steps For Converting Website Visitors Into Leads Article By: Colin Herridge All your marketing efforts are intended to bring more sales.Leads are needed to become sales.All the conventional channels have been worked and fine tuned over hundreds of years.Since the end of last century the company website has made its appearance: the new channel.Website visitors conversion rate is low:You have managed to have the company website top listed on the search engines.You have spent money on online advertising (text links) to have even more visitors.All these efforts draw an impressive number of visitors to your website.Most visitors read your content and then leave the website again without submitting their contact details. The industry standard is about 2-3% of the visitors who submit their contact details. Even if you have specific content to download like a white paper.Thus from all your efforts and money spend, you only are capable of contacting the minority of visitors. 97% just walk away from your website.This is not very profitable, thus a method or system is required to be able to contact the majority of you visitors.Marketing for Leads:All your marketing efforts are intended to bring more sales, thus also your website.Over hundred of years the conventional channels have been worked on and been fine tuned.Since the company website has made its appearance, much effort has gone and much money has been invested into the content and design of the website. And in order to draw people to the website, additional money is being spent on SEO and other website promotions.Website Return on Investment:Having a company website is as obvious as having a building for a company. The reason is really never being questioned. The amounts spent are and should be questioned.The performance of your website is normally very low: as 2 to 3% of all B2B website visitors submit their contact details. Thus most of the potential customers will never ever be contacted.The Return on Investment can be improved significantly, as the conversion rate of visitors can be improved.Website visitor identification required: The visitors on your website need to be identified using the trails and traces they leave on the website.What can be revealed?The ISP name, allowing finding the company nameThe language of the visitorThe country and even cityThe worldwide location by office time zone (in case the company is a multinational) This set of parameters gives a starting point for further. Of course this is not enough to have a complete picture of the visitor for contacting him directly.Interests and behavior of the visitor:The interests and behavior are given by:The search terms usedThe pages visitsThe time spent on the pagesThe returning visitsThe hour of the day he is on the Internet These bring forward more clues about his identity: like the interests and the possible department.The visiting company needs to be qualified:Not all of your visitors are interesting enough to be followed up.Form the first visit and all consecutive visits the company needs to be qualified.The decision has to be taken, to proceed with this company and to further investigate on, or just wait and see upon the next visit.This decision is to be made upon the above information.The information source: the Internet: picturing the company and people: The Internet is a magnificent source on all possible company information. It provides vast amounts of data about companies and their employees.From Press releases to attending lists of conferences, presentations and even on the company website.Many different sources for information can be found by simply using a search engine to specialized websites for company data and employees.From all the available sources, like the website information and the Internet information on both company and contact, will allow you to craft a clear picture of both.This is needed for understanding and imagining their environment, for estimating their needs and requirements, the features and functions to be mentioned and the benefits (tangible and intangible) to be focused on.Preparing the message or conversation:Instead of calling blindly, it is best to prepare the message or conversation.People expect this, as they know about the available information. This is a measure for your skills and interest in their company.Also if the message is not prepared it will be too generic, thus you will be wasting the time of the person you are contacting.You diminish your status and you diminish your chance to get interest from the contacted person, thus the overall impression will be negative. Even with the best products or services, chances of winning will be very low.Thus the message needs to be adjusted to their environment, their estimated needs and requirements, proposing the fitting features and functions and the benefits (tangible and intangible) to be focused on.Timing of the message:Timing is important as a message can be too early or too late.As actions taken are triggered by the visits, the timing in the process is probably right, if not perfect.In case of Cold calling, the timing during the day can be derived from the time of the visits of the company. Certain visiting patterns during the day can exist: these can be an indication when or when not to call.Communicating by sending the message:Case by case it needs to be decided how the company has to be addressed: by telephone, by email or by letter.As the message, communication channel and timing is known, nothing else is needed to send out the message.Matching website visitors and contacts:Whenever people are contacted, some will react immediately through the same channel: on the telephone or replying an email.In many cases however their reaction can also be viewed by the induced website visit.Especially as these companies have interest in the products or services proposed, the communication message will generate website visit(s) from the addressee.Thus by analyzing the visits after a communication, the possibility exists to match the visitor with a contact.As the contacts or visitors are interested in the products, chances are high; the typical methods of capturing contact details for a white paper download can be successful.In case of Cold calling upon the contacts, during the conversations the decision makers concerning the products or services can be retrieved.They can be called on their turn afterwards.Adjust the message for the next communication:As more visits are generated by your communications, the aggregated company data will even better reveal the real interest by search terms used and pages visited.This will allow for adjusting the message to their interests.Obtain the lead:From all of these conversations and website visits, finally a lead can be generated and lead qualification can be done.9 Steps overview:The steps of this solution are:Find visitors of companies and their interests.Qualifying the visiting companyFind information and possible contactCraft a message matching the company image, the interest and the profiles of the contacts.TimingCommunicate by email or telephone or letter.Adjust the message even further to the additional visiting information or the referenced decision maker.Match visitors with contactsObtain the lead during one of the next conversations You could use such a solution: LEADSExplorer [http://www.leadsexplorer.com]The web service for website visitor discovery and CRM in one.The combination brings unseen advantages and features.The benefit is of course in the lead generation increase as you call upon interested parties!Higher visitor conversion rate. Original Article URL: http://www.myfreearticlecentral.com/Article_4705_9-Steps-For-Converting-Website-Visitors-Into-Leads.aspx Spying on visitors for leads [http://www.leadsexplorer.com/en/le/l/SpyingLeads.html]

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