PROSPECTS GOING “COLD” WHEN THEY REALLY ARE NOT…

Need More Quality Leads? Did you know you already have them on your website right now?

PROSPECTS GOING “COLD” WHEN THEY REALLY ARE NOT…

B2B Website visitor tracking is becoming more commonplace for companies looking to add value for sales and marketing and generate more leads. When you consider that 98% of your website visitors leave your site not filling out a contact form, you’re simply missing out on leads and that’s just not ok, is it?

New Leads

  • Website visitor tracking software is going to provide you with additional leads which you would never have been able to access otherwise. There out there right now on your site looking at the very products and services you have to offer.
  • Your Leads may be of all different qualities and strengths but right now you don’t have a way to identify companies visiting your website, imagine if your sales team could identify prospects on your website right now?

Keep a close eye on leads in your sales funnel

  • In addition to new leads, any existing leads in your sales funnel can be tracked using website visitor software to identify when prospects go back to your site and identify what products and services they are interested in.
  • You can customize alerts on a specific company and can see exactly when they are visiting, which pages they have looked at and for how long. Having this knowledge now puts you in a whole new game. Imagine having a proposal out and seeing that prospect on your site!

Automation

  • Many features in website visitor tracking software are automated, saving you time to work on closing more deals.
  • All data is real-time and automatically filtered into a simple to use dashboard. Once you customize your settings the software will provide data/analytics and notifications so you don’t have to log into the system constantly.

Demographic insights

  • The demographic insights from website visitor tracking can be very useful for discovering new markets and areas which you can include in your future marketing campaigns.
  • Seeing that you are receiving frequent website visits from certain industries, geographies or verticals will allow you to narrow down your focus and home in on your sales and marketing efforts.

Website performance insight

  • You will be able to see which pages are getting high traffic and those which are not. Allowing you to fine tune content for better conversions.

Bring sales and marketing together for the common good

  • Website visitor tracking software can act as a hub for both your sales and marketing teams. We all know there is a divide between sales and marketing, however, this divide can be broken as you work together to see what prior hidden opportunities are right in front of you.

Get an inside view on your competitors

  • Website visitor tracking tools enable you to watch your competition’s movements on your website.
  • You will be able to see your competitors engagement on your site which will allow you to identify threats and allow you to plan your next competitive analysis with the deep insight you otherwise wouldn’t have.
  • You can set a trigger that allows you to see all of their activity going forward on your site and be informed of their instant arrival on any landing page which you choose.
  • Review your Google ads keywords and competition as your competitors click on your add.

Enhance your marketing campaign results

  • Add value to your marketing campaigns by identifying what companies are on your site. Especially your paid marketing efforts. You are able to collect a genuine contact rather than empty traffic numbers which may or may not convert. You now have the option to follow up or continue to market in their direction.

Data & Analytics beyond Google

  • Having a report of visiting companies available for monthly or weekly reports can be a vital piece of data. And, of course, these can be customized to your exact needs and requirements.
  •  Zapier integrations allow you to sync into tools meaning your website visitor tracking data is far more conveniently used and adaptable to the way in which you work. Data reporting and sales processing could not be easier.

Cost effective solution for lead gen

  •  When you find the right Website Visitor tracking program for you and when used correctly, you will have a great ROI which will allow you to grow revenue and have data tools not currently available.

Click Here to learn more about BetterLeadGen website visitor tracking

Call 805-222-6076 to learn more

Chat Click on the chat button for help

 

www.betterleadgen.com

 

 

Uncover Qualified Leads

One revenue growth tip for Sales Leaders that’s a real pay off

Uncover Qualified Leads

Sales are at the heart of every business, and when they are lackluster, it can spell disaster. Unfortunately, when many business owners see the numbers coming up short, they rely on flash-in-the-pan tactics like short-term incentives for salespeople, price reductions for customers, and sometimes just berating the sales team for non-delivery on goals. The problem with any of these techniques is that they are all bad for business. Incentives cost money and create only short-term boosts, if they work at all. Price reductions cut margins and diminish the value proposition of the product. And kicking the sales team when things are bad just demoralizes the staff and worsens their efforts. So what works? One thing–and every business owner can do it: monitoring sales calls.

Day 1. Start with an off-hours listen. If your company records calls, taking 1 hour to go back over calls from that day will show you how to put your sales back on course.  You will hear your sales reps using the wrong words, missing buying cues, giving customers incorrect information, and not asking for the sale. All of these things can be fixed, but only when they are discovered and taught around. Make a list of the issues and come in the next day and roleplay them with your team. Give them the words you want them to use, re-educate them on your product or service, and then practice questions they can use to close customers. Tell them that you will continue to take the time out of your day to listen because you know that together, you can drive sales.

Day 2. Live Listen to your Sales Reps calls. Choose 1 hour out of the day when your reps are generally busiest with sales calls.  Let your reps know that you will be spending time listening to their calls, because sales are the most crucial ingredient to making your company succeed. Make sure your reps feel that they have an important contribution to make. Then listen to calls as they happen. At first, don’t interrupt the call. Just take notes and give the rep the notes at the end of the call, and talk about what was done well, and where things could have been better. After a few calls, begin making suggestions during the call using a chat.  When a salesperson doesn’t pick up on a buying cue for example, point that out and include the phrase she should use to bring the customer to the close. As you help to bring a few calls to a sale, your sales rep will feel both the power of your suggestions, and understand that your monitoring is helpful rather than frightening.

Day 3. Ask your sales reps to monitor themselves.   At the end of the day, select 2-3 recordings and listen to them. Rather than telling the rep what to do differently on the call, ask questions to lead her to that knowledge herself. For instance, if a rep forgets to ask for the sale, you might say “can you listen to this call and tell me what words you used to see if the customer was ready to purchase?” As the rep answers, she will realize her omission, and remember to do it on the next call–because you have made her realize in an obvious but non-embarrassing way that her dialogue is missing something important. When she tells you that she did not make the ask, ask her how she thinks she might have done so. If needed, practice the word with her. Then encourage her to do it on every call for the next hour. It may be uncomfortable at first, but it will get easier with each call, and it will directly impact her success and your sales.

If you need sales and aren’t getting them, you have to get down in the trenches with your sales team and diagnose what’s happening. There is no substitute for it, and the person doing it should be the business owner rather than anyone else, because when the owner gets involved, everyone on staff understands that this issue is monumental, that it won’t go away, and that addressing it is a positive event, rather than a blame game. Yes, it takes time out of a business owner’s day,  and yes it can lead to scary and even painful discoveries, but ultimately, it is the quickest way to heal your sales and propel your company forward.

 

Source:https://www.inc.com/vanessa-merit-nornberg/got-3-days-make-more-sales-by-doing-this-alone.html?cid=search

 

 

 

The biggest misconception about email marketing in the US…

I have to opt in to receive B2B emails..

After sending hundreds of thousands of B2B emails we want to share the single most misunderstood part about email marketing, we hear it everyday. So, we want to clear it up and provide the actual rules for CAN SPAM Compliance, because, in reality businesses can send other businesses emails as long as they comply with the CAN SPAM rules.

Here are the CAN SPAM rules for the USA so you can be better informed…

Do you use email in your business? The CAN-SPAM Act, a law that sets the rules for commercial email, establishes requirements for commercial messages, gives recipients the right to have you stop emailing them, and spells out tough penalties for violations.

Despite its name, the CAN-SPAM Act doesn’t apply just to bulk email. It covers all commercial messages, which the law defines as “any electronic mail message the primary purpose of which is the commercial advertisement or promotion of a commercial product or service,” including email that promotes content on commercial websites. The law makes no exception for business-to-business email. That means all email – for example, a message to former customers announcing a new product line – must comply with the law.

Each separate email in violation of the CAN-SPAM Act is subject to penalties of up to $41,484, so non-compliance can be costly. But following the law isn’t complicated. Here’s a rundown of CAN-SPAM’s main requirements:

  1. Don’t use false or misleading header information. Your “From,” “To,” “Reply-To,” and routing information – including the originating domain name and email address – must be accurate and identify the person or business who initiated the message.
  2. Don’t use deceptive subject lines. The subject line must accurately reflect the content of the message.
  3. Identify the message as an ad. The law gives you a lot of leeway in how to do this, but you must disclose clearly and conspicuously that your message is an advertisement.
  4. Tell recipients where you’re located. Your message must include your valid physical postal address. This can be your current street address, a post office box you’ve registered with the U.S. Postal Service, or a private mailbox you’ve registered with a commercial mail receiving agency established under Postal Service regulations.
  5. Tell recipients how to opt out of receiving future email from you. Your message must include a clear and conspicuous explanation of how the recipient can opt out of getting email from you in the future. Craft the notice in a way that’s easy for an ordinary person to recognize, read, and understand. Creative use of type size, color, and location can improve clarity. Give a return email address or another easy Internet-based way to allow people to communicate their choice to you. You may create a menu to allow a recipient to opt out of certain types of messages, but you must include the option to stop all commercial messages from you. Make sure your spam filter doesn’t block these opt-out requests.
  6. Honor opt-out requests promptly. Any opt-out mechanism you offer must be able to process opt-out requests for at least 30 days after you send your message. You must honor a recipient’s opt-out request within 10 business days. You can’t charge a fee, require the recipient to give you any personally identifying information beyond an email address, or make the recipient take any step other than sending a reply email or visiting a single page on an Internet website as a condition for honoring an opt-out request. Once people have told you they don’t want to receive more messages from you, you can’t sell or transfer their email addresses, even in the form of a mailing list. The only exception is that you may transfer the addresses to a company you’ve hired to help you comply with the CAN-SPAM Act.
  7. Monitor what others are doing on your behalf. The law makes clear that even if you hire another company to handle your email marketing, you can’t contract away your legal responsibility to comply with the law. Both the company whose product is promoted in the message and the company that actually sends the message may be held legally responsible.

Source: https://www.ftc.gov/tips-advice/business-center/guidance/can-spam-act-compliance-guide-business

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