You have good traffic coming to your website, but you have no idea who’s visiting. No one is filling out forms, but they explore the site and seem to be engaged otherwise. You’re frustrated that you can’t turn your site traffic into sales conversations.
What if you found out how to identify website visitors using monitoring software? Wouldn’t it be nice to reach out to them directly and start a conversation? Let’s look at why visitor tracking is beneficial and how you can make it happen.
Why You Should Track Website Visitors
Your conversion rate can make or break your business. Many first-time website visitors rarely buy immediately. According to Marketo, 96% of website users will not make an inquiry. Let’s consider Marketo’s statistics about website visitors. Marketers tend to focus on the 4% of visitors who opt-in or sign up on their website. A lot of time and investment is spent trying to boost that number up to 5 or 6%. But, teams are neglecting the other 96% of visitors who have the potential to be customers based on their interest in your site.
If you can convert the anonymous visitors to a known potential buyer, you can:
- Enrich the Web Analytics
Get a better understanding of content usage and site interaction, monitor against your KPIs, and return custom analytics specific to your market.
- Personalize Visitor Experiences
Taking a data-driven approach to improving the website experience by customizing content based on visitor business, revenue, and more.
- Generate More Leads
Discover leads you never thought you had and route them through your CRM with actionable data to the correct distribution platform.
- Increase the ROI of Your Website
Your website is one of your most valuable assets. Resources are spent creating content, building landing pages, and growing traffic, yet many website users are unidentifiable and do not move down the sales and marketing funnel.
By leveraging tools like VisitorIntel that unlock data about anonymous visitors, marketers can customize the experience to those visitors without requiring them to fill out forms.
Given that there is no need to know every detail about your website visitors, you only need to know enough relevant data to have an improved experience on your website or target remarketing ads. If you understand the types of visitors coming to your website, you should have important, appropriate content to help them step forward in the purchasing process.
VisitorIntel can help you do that.
Using VisitorIntel to Unmask the Website Visitors
Website visitors who submit details or fill out a questionnaire with their contact information are high-value leads, and every organization needs more of them.
But when a prospect doesn’t submit a form, you’re left in the dark.
So, how do you find out who in the world these people are and start to move them down the sales funnel?
A lot of businesses rely on Google Analytics, which shows you how many people visited a certain page and some basic demographic details.
But it’s raw traffic data, and it often has details that show up as unknown. Google doesn’t tell you whether the visitors are spam or whether they are from major potential clients that need a nudge to purchase. Especially after Google Analytics stopped sharing service providers and network domain details earlier this year.
VisitorIntel allows users to:
- Provides sales and marketing departments with the opportunity to identify and reach decision-makers and core influencers in organizations that have recently visited their website.
- Build tailored campaigns by targeting decision-makers of businesses that have recently viewed your website. Decision-maker data will be pushed to your CRM.
- Immediately access industry-leading direct dials and cell phone numbers for decision-makers and core influencers working for businesses who have visited the website, saving sales staff endless hours of searching.
- Identify the net new “look-alike” opportunities by using SalesIntel Firmographics and Technology to build in-depth profiles of the types of businesses that visit the website. This helps marketing departments to quickly find and add other businesses that suit their business profile to marketing efforts.
- Access SalesIntel’s best-in-class Research on Demand information service for any business that visits your website.
You put a small piece of code on your website. Then we can monitor visits to the website, and use the data to connect a visitor back to their corporate website. You will then be able to see the company website which is usually included in the SalesIntel database with a comprehensive business profile; along with technographics, firmographics, and industry-leading contact information for decision-makers and main influencers with their direct dials at one place. If a company is not in the SalesIntel database, the Research on Demand team can work to add the necessary details at your request.
Here’s How VisitorIntel Works
You can find VisitorIntel under its own tab.
If this is your first time using VisitorIntel, you will see this post. The first thing you need to do is email your website manager to enter the code pages you want to receive.
This code helps us to trace visits to your website and to triangulate the data to connect the user to the corporate website. After you have linked it to your website, please give 24 hours for results to be reported on the portal.
If you already have the code included, your VisitorIntel page would look like this. Intel is updated regularly, and you have a few choices for accessing the results.
Here you can see the number of companies, visitors, sessions, and views on your website within a given timeline. You can change this timeline by going to this drop-down menu and choosing some of the options below.
You can also move “users,” “sessions” and “views” to see the organization has the highest and lowest number of any group.
If you have found an organization, you can either press the company name to see their full company profile; complete with technographic and firmographic data. Or, you can click on the numbers under “confirmed” or “computer” to be routed to the particular list of contacts.
At this point, you have effectively transformed the biggest pain point of your website – the number of anonymous users – into a list of targeted leads. It’s up to you to turn them into clients, but we have got some suggestions – give them a nudge. Nurture your freshly created list of leads with strong email marketing.
Being 100% clear on who is visiting your website increases the productivity of sales and marketing, and allows you to have clean, reliable data for your work.
Having the data beforehand helps you take proactive sales steps and streamline your sales process. You can also catch leads that may have otherwise fallen through the cracks. And anything that helps your sales team focus more on personal conversations is a win.