How to Turn Website Visitors into Leads Using VisitorIntel

The average form submission rate in the B2B space is around 2-3%. That is, for every 100 people visiting a website, only 2 or 3 provide their information while the other 97 leave anonymously. Even for the top performers with super-optimized websites, user flows, and webforms, the submission rate is around 11-12%. That is, of every 100 visitors, 88 slip through the cracks. VisitorIntel helps you gain insight into which companies those anonymous visitors are from.

Not every visitor is a potential customer, but it can’t be denied that those companies visiting your website are more aware and have at least a mild level of interest in your product category. Businesses spend thousands of dollars every year on remarketing campaigns based on the same notion that initial visitors matter.

With VisitorIntel, you will gain 100% visibility into your website visitors, so you can run hyper-targeted & personalized remarketing to turn them into leads.

Here’s how you do it:

Step 1: Integrate the VisitorIntel Code

SalesIntel provides a proprietary piece of JavaScript code that you need to add to your website backend. It is a fairly quick and simple process that your IT admin can complete in a few minutes.

After adding the code, wait at least 24 hours for us to collect the visitor data and triangulate it to their corresponding corporate website.

Step 2: Access the Visitor Data on the SalesIntel Portal

Once the visitor data is collected and analyzed, it can be accessed via the SalesIntel portal under the ‘VisitorIntel’ tab. The information would look as shown in the image below:

The visitor information is segmented into five categories:

Companies – It contains the total number of companies and a list of where the visitors to your website came from.

Users – It contains the total number of visitors to your website and the number of visitors from each company. It is an indication of the level of awareness of your product at the respective companies. The more users you have from each company the more aware that company is of your product.

Sessions – It contains the total number of sessions and the number of sessions from individual companies. It is an indication of the frequency of their visits. For instance, if 2 Users of a company have 6 Sessions, it indicates they have visited your website repeatedly.

Views – It shows the total number of page views and the number of page views from each company. Views indicate the level of interest for each company. For example, if 1 User from a company had 6 Views, it indicates a high level of interest as they visited multiple pages of your website.

Contacts – It shows the number of contacts SalesIntel has for each company. It is segmented into two parts – Verified and Machine. The Verified contacts have been manually verified by SalesIntel researchers while Machine contacts have only been cleaned and processed by the AI engine.

You can further slice and dice the data by sorting it through Users, Sessions, Views, or choosing a specific time frame through the drop-down menu.

Step 3: Filter the Company List

After you have access to the visitor information, you have two options –

Click on each Company Name to visit the company profile where you can access its firmographic, technographic, contact matrix, and more. Select the contacts you want and export them to your CRM.
Click the View Companies tab to get a list of all companies that have visited your website. This list can then be processed to get the desired contact list.

Take option one if you wish to target individual accounts, but if you want to target all website visitors, we highly recommend you take the second option as it saves significant time and effort.

After you click the View Companies tab, you will get a list of companies like in the image below:

This list can now be processed and filtered using firmographic filters {Location, Keywords, Industry, Revenue, and Size}, Technogrphic filters {by product, vendor, or category}, and Intent signals.

You can learn in detail how to apply each of these filters here. {To be linked to GTM BOFU after it’s published}

Step 4: Filter the Contact list

After you have created the desired company list using the appropriate filters the next step is to create a specific contact list from those companies. It can be done in three simple steps:

Select the checkbox next to each company name you are interested in or select the checkbox next to the Company header to select all.

Click the Bulk Action tab and select the View Contacts option to get a list of all the contacts available for these companies.
Finally, apply the Job Department, Level, and Title filters to get your desired list of contacts.

Click here to learn how to apply each of these filters in detail. {Link after GTM BOFU is published}

Step 5: Export the Contact Information

The final step is to export those contacts to your CRM or sales and marketing tool. This is a simple 2-click process:

1 . Select the checkbox next to the Name header and Select All.

2 . Click the Bulk Actions tab and select where you want to export the contacts.

SalesIntel currently integrates with Salesforce, SalesLoft, Hubspot, Outreach, and Marketo. If you use any other tool, you can export the contacts in a CSV file and then upload it to any CRM or marketing automation tool.

You can choose to download a preview file for double-checking the contacts you are exporting and to ensure you do not waste export credits on contacts you don’t need.

Once you have these contacts in your CRM or marketing automation tool, you are ready to pursue fresh leads whose companies already have awareness of your product.