Website Visitor Identification — Introduction

Website visitor identification is a lead generation process that allows B2B companies to identify anonymous website visitors based on IP addresses or other tracking methods.

This technology has long been a neglected marketing opportunity that few people knew about. In the past, Google Analytics contained a report showing which Internet networks the website visits originated from, but it attracted only a few marketers’ attention since the data was very rough and unreliable. Meanwhile, various software tools have emerged that adopted and professionalized website visitor recognition. One such tool is LeadRebel.

The Google discontinued respective in late 2019, which spurred the growth of our industry even further. Nowadays, website visitor recognition enjoys high popularity as a marketing method. In the wake of increasingly strict cookie tracking requirements, it is being embraced as an alternative to visitor tracking and retargeting.

Many marketers ask themselves the same question over and over again: Who visits my website? Quite surprisingly, though, many are unaware that a direct answer to this question even exists. Rather than trying to accomplish this by using indirect methods like audience analysis and segmentation, LeadRebel lets you see which employees from which companies came to your website.

This guide tries to answer the most frequent questions about technology, the industry, and LeadRebel.

Overview

1. Website Visitor Detection: FAQ
2. The three main benefits of website visitor detection
3. For whom does website visitor identification make sense?
4. ​​How do I find out exactly which person was on my website?
5. How does website visitor detection work?
6. Factors affecting website visitor recognition
7. What do I have to do to see who visited my website?
8. Website visitor identification: legal side
9. How do I integrate website visitor recognition into my sales process?
10. Helpful LeadRebel features
11. Effects of website visitor recognition on your marketing and sales activities
12. What tools should you use alongside website visitor recognition software?
13. Identifying website visitors – conclusion

Website Visitor Detection: FAQ

What is website visitor identification?

Website visitor recognition refers to the technology that allows you to identify visitors to your website by collecting and analyzing their IP address, cookies or other identifiers.

Can I see which person exactly visited my website?

Yes, you can! Unfortunately, this is only available for US traffic due to various regulations around the world. However, if you do business in the USA and have US traffic, it is definitely possible, and LeadRebel will show you exactly which person has visited your website.

What data can be collected through website visitor identification?

By using website visitor recognition, you can collect information about your visitors, such as their geographic location, the companies they work for, how often they visit your website, and the pages they visit. This information can be used to improve your marketing strategy by creating personalized messages, customizing your website content and improving your audience analysis.

Is Website Visitor Identification GDPR Compliant?

Website visitor identification is GDPR compliant when done in accordance with data protection regulations. The General Data Protection Regulation (GDPR) contains strict rules to protect the personal data of EU citizens. If you collect personal information from visitors to your website, you must ensure that you do so in a transparent, legitimate and lawful manner. You must inform your website visitors about the collection of personal data and ensure that you have obtained their consent to do so.

Top 3 Benefits of Website Visitor Recognition

Before we dive in, here are three key benefits of website visitor identification for you to better grasp what this marketing and sales method has to offer:

• You know which companies have visited your website and their intentions
• Are aware of the relevant people to talk to at these companies
• You can integrate the software seamlessly into your sales process due to its outstanding flexibility and powerful export functions

It sounds like a lead machine, and it is! Read on to learn whether website visitor recognition is a suitable solution for you.

For Whom Does Website Visitor Recognition Make Sense?

Software that identifies website visitors doesn’t add up for every business. Based on our experience, such a software tool is a game-changer for the following organizations:

• Industry: B2B. Why? Because website visitor tracking only works at the business level. You can’t and may not apply this technology for recognizing individual users. As such, there are hardly any advantages this method can offer to B2C companies.

• A reasonably functioning website is essential.

• Traffic: at least 50 website visitors per day, better more.

• The company should have a sales team. Ideally, one person is in charge of going through all the leads at least once a day and distributing them to the sales team that takes care of them.

• This distribution process must be automated for recognition software to become an integral part of this automated process.

These are just five factors we believe are critical to the successful deployment of website visitor tracking.

How Do You Know Which Person Visited My Website?

Well, the good news is, you do not need to know which member of company XY visited your company’s website. LeadRebel, like similar software solutions, is not permitted to tell you who precisely the individual was that browsed your pages. This would be untenable in terms of data privacy as well as from an ethical standpoint.

The good news is: You do not need this information at all. Why? Simply by using visitor recognition software, you learn that company XY has an intention to buy.

You also already know which department is responsible for purchasing your products or services. Using LeadRebel’s “Search for employees” function, you can find out who works for company XY.

In other words: You know which company is interested in which product, which department is responsible for ordering your products or services, and— thanks to LeadRebel—who works in this department along with their contact details.

That is why it does not matter which particular person visited your website but taking the above factors into account is sufficient.

How Does Website Visitor Tracking Work?

You need to embed the tracking code on the website provided to you right after registering to use our software. Once the code is included, we will receive traffic information from your website for analysis.

Website visitor tracking is mainly based on the visitors’ IP addresses. The tracker captures IP addresses and matches them using internal and external databases to identify which network the visitor came from. The next step is to look up the network name from the internal (or external) database to find a company matching the network. To this end, LeadRebel, like comparable software providers, maintains an extensive company database that LeadRebel moderators manually curate should automatically aggregated data sets be insufficient.

The result of this largely automatic process is displayed on your dashboard as a list of organizations that have visited your website. This is (almost) the whole science behind website visitor recognition.

The tools differ in the use of cookies, though. As mentioned above, the use of cookies by website operators is becoming more and more restricted. LeadRebel uses a few optional cookies, but they do not limit the functioning of the software if they get blocked.

Factors Influencing Website Visitor Recognition

What do you need for our software to identify your website visitors? There are several “ingredients” that determine the success or failure of this technique.

• Traffic: Having a website online alone is not enough; it must attract visitors too. The more visitors your website has, the more the software will recognize. If you find yourself with insufficient website visitors, this article may help you with generating more traffic. As a rule of thumb, you should have more than 50 visitors per day. Of course, the methodology works just as well with less. Yet, you should ask yourself why your website draws such a small audience.

• A significant share of B2B visitors to the website: A fountain of traffic will not benefit you much if it does not come from B2B sources, that is, from corporate networks. We cannot and must not assign visits from private households. Business-to-business traffic can come in different shapes and sizes: Some companies receive mostly business visitors, while others have hardly any corporate visits. As a consequence, our software detects between 5 % and 30 % of website visitors. Using the tool at LeadRebel, we enjoy a detection rate of about 20 %, which means that 20 out of 100 users are recognized as companies. Please keep in mind that these ratios are subject to weekly and seasonal fluctuations. This means LeadRebel will detect fewer website visitors on weekends and during the vacation season than on weekdays and off vacations.

Geographic origin and company size also matters

• Geographic origin: The recognition rate differs with the country from which the website is being visited. The highest recognition rates are achieved with B2B traffic coming from the EU or the USA. In emerging markets, recognition rates are typically lower.

• Company size: Needless to say, large companies are more easily recognized than small ones. Here, some skeptics might object that knowing that someone from Apple or Microsoft has visited your homepage will not benefit you much. While this is true, the good news is that the recognition rate among mid-sized companies is quite impressive, and even many smaller companies operate their own networks. Discovering self-employed individuals, of course, is a trickier task.

Interim conclusion:

Being a B2B company with a high percentage of business-to-business traffic and more than 50 visitors per day, preferably from SMEs in the EU or the US, you must use the website visitor recognition software. Why “must”? As a matter of fact, most of your competitors already utilize such software and thus have a strategic advantage over you.

What Do I Need to Do to See Who Has Visited My Website?

Above, we have already touched on factors influencing website visitor recognition. They are the foundation for working effectively with LeadRebel but are only part of the overall process.

What you should do and pay attention to:

• Ensure that you have enough traffic coming to your website.

• Sign up for LeadRebel.

• Embed the tracking code on your website. If you are using a popular CMS, ensure that any plugins do not block the tracking code.

• Share the software with your colleagues.

• Add the text module provided by LeadRebel to your privacy policy. It helps you use visitor recognition software in a GDPR-compliant way.

That’s it! You are all set to see who is visiting your website.

Legal Aspects of Website Visitor Recognition

At LeadRebel, we had a detailed legal audit conducted on the use of our software. This proves that you can confidently use LeadRebel as part of your sales process. Verdict: Our software is GDPR-compliant.

The critical element here is that we are not collecting any personal data of website visitors. Instead, we work exclusively with company data that are publicly available anyway. The IP addresses that we analyze are solely used to identify the corporate network the traffic is coming from and not the individual user.

Also, you are in good company. Website visitor recognition methods are widespread and used by many companies, including enterprises with rigorous compliance requirements. They all want to know who is visiting their websites.

When using LeadRebel, keep in mind to add the provided text module to your privacy policy. Cookies placed by LeadRebel are detected and classified by most cookie scanners automatically. You may also briefly mention using LeadRebel for website visitor recognition by including a note in your cookie banner.

How Do I Integrate Website Visitor Recognition Into My Sales Process?

There is no one-size-fits-all solution to this, as each company has its own unique sales process depending on its industry, company size, and various other factors. It all comes down to seamless software integration into your workflow, another strong point of LeadRebel. Using our software purely for informational purposes is not a good idea. You will harvest the biggest payoff when you proactively target leads and try approaching customers.

Find out how we use LeadRebel for our own sales activities, along with three case studies from our customers.

Below is a summary of our in-house process:

• Edit leads: Skim through recognitions, purge or block list non-interest visits, tag interesting website visits, and export them to CRM.

• Find your point of contact: There is a feature for it in LeadRebel. If no suitable contacts can be found, we search the website or LinkedIn ourselves.

• Three steps to get in touch: 1. Initial contact on LinkedIn (go here for our guide regarding LinkedIn B2B customer acquisition); 2. Contact by email (insider tips on email marketing campaigns); 3. Call the respective contacts (if you prefer not to do it yourself, contact one of the B2B telemarketing companies).

• Outcome: Out of 1000 website hits, we identify on average 200 organizations. After filtering out all irrelevant visits, 100 companies remain; about 20 respond after being approached, and five sign up. By this activity, our conversion rate increases by 0.5 %, which is not that bad compared to a typical conversion rate of 2 %.

That’s how we do it. However, you should incorporate website visitor recognition into your sales process based on your requirements. To accomplish this, consider the following:

General

• You ought to have someone who analyzes the identified website visitors and distributes the data to your sales team. This is enough if this activity is performed once a day (depending on the number of leads captured daily).

• Reach out to these contacts indirectly (like we do) or call them straight up. The latter is often more effective because the one-hour rule applies here: prospects are most responsive within an hour of inquiry (or visit). Suppose the contact is made within an hour, there is a high probability that the visitors are still considering the offer.

• Do not mention to the customer that you have identified them as visitors to your website; many dislike to hear that. If someone complains about “your spying methods,” just apologize and acknowledge the complaint. As we have explained, the procedure is harmless in terms of data privacy law (concerning competition law aspects, everyone should decide for themselves and clarify which strategy is acceptable in more detail. Please refer to our checklist for outbound sales).

• Use a CRM system. Not even the best website visitor recognition software can replace CRM — nor can LeadRebel. If you cannot find your CRM on the integration list, please feel free to contact us at info@leadrebel.io.

• If you prefer working with email marketing, do your best to automate the process. To do so, Zapier is particularly well suited, but you can also use our native API to integrate with CRM and email marketing software. This way, you combine the benefits of website visitor recognition software with other lead generation solutions. A good overview of such applications can be found here and here.

• Integrate your website visitor recognition into your sales funnel and measure KPIs.

• Follow standard rules and best practices for B2B lead generation.

Helpful LeadRebel features

• You can export leads from LeadRebel in various ways (e.g., Excel, PDF, or zip file), either individually or in bulk as a list. Then, simply email the leads to yourself (or your coworkers) or export them right into your CRM of choice.

• Work with tags. You can assign a staff member’s email to a tag label. For example, if the email address stefan@beispiel.com is given to the tag “Stefan,” any leads tagged in this way will be sent directly to “Stefan” once you choose to forward those leads by email.

• Use the Person of Interest (POI) function. This feature allows you to define the roles of the employees you are targeting as potential buyers (e.g., Sales Manager, Marketing Manager, CMO). If you define POIs, they will be displayed at the top of the list when you search for employees in a company.

• Automate with Zapier. With the LeadRebel app available on the Zapier platform, you can connect our software to hundreds of services ranging from Gmail to Salesforce.

• LeadRebel will show you the LinkedIn profiles and emails of employees in a company saving you time-consuming research.

• You can add all the visitors which are irrelevant for you to the blacklist. This is a great way to clean up your dashboard over time from recurring entries that are not in your focus, be it competitors, offices, or other sources.

Impact of Website Visitor Identification on Your Marketing and Sales Activities

Our article on sales funnels clearly illustrates the impact that software like LeadRebel can have on your KPIs. Let’s compare two sales funnels, one with and one without website visitor recognition software:

Traditional funnel based on the following assumptions:

• 2000 visitors per month
• 2 % traffic conversion rate (i.e., 2 % of visitors send a request and register for a free demo)
• 5 % lead conversion rate (rate of active visitors who became paying customers)

Traditional funnel: 2000 visitors * 2 % * 5 % = 2 customers/month

Now we deploy LeadRebel with the following assumptions:

• 2000 visitors per month
• 20 % of visitors are recognized by LeadRebel
• 50 % of discovered website visitors are relevant and can be addressed directly
• 2 % lead conversion rate (rate of relevant visitors converted into paying customers)

LeadRebel tunnel: 2000 visitors * 20 % * 50 % * 2 % = 4 customers/month

You have already doubled the customer acquisition rate with a lead conversion rate of “just” 2 %.

Needless to say, it takes much work and requires solid sales skills (both online and offline) to achieve it. But as you can see for yourself, combined with LeadRebel, your efforts directly leverage lead conversion rates because you are able to focus on the relevant visitors.

Let us recap the main advantages of website visitor identification:

• You know which companies are visiting your website.

• You know what companies are interested in.
  Was it product A or service B? How long did these visitors remain on the respective page? With this, you can directly target the visitors.

• You know what is happening during a visit.
  You can watch a video recording of it. What did the visitors click on? Which sections caught their interest?

• You have a point of contact.
  You no longer have to search for contacts at potential customers manually. On LeadRebel, they are just a click away.

• Will steadily receive “warm” leads.
  Continually extract leads from your visitor stream at a much lower price than, say, Google Ads.

• You watch the competition.
  Capture competitor traffic and can detect threats promptly.

So You should ideally complement LeadRebel with other tools for maximum impact.

What Are the Tools That Should Be Used to Complement Website Visitor Identification Software?

For marketers and salespeople, it is exceedingly helpful to know which businesses have visited their company websites. But visitor identification software alone won’t get you very far. There are numerous tools available to help you better evaluate the results and target your prospects. Here’s a quick rundown of which tools you can use to automate your lead generation and sales funnel:

5 useful tools to automate your lead generation

• CRM. Whether it’s Salesforce, Hubspot, or any other CRM. Thanks to the API, you can conveniently import the leads from LeadRebel into your CRM and process them there. Additionally, many CRMs allow for data enrichment and feature automatic email sequences, which can help you automate your sales process even further.

• Email Marketing Software. Tools like Mailchimp, ActiveCampaign, and Sendpulse are another great addition to visitor recognition software. Take a look at Mailchimp, ActiveCampaign, or Sendpulse. By using them, you can segment the detected leads according to various criteria and create automatic email sequences to power your lead generation.

• Buy Leads. In this article, we have described where and at what price you can buy leads. You can, for instance, purchase a record of potential customers in your target market and import them into your CRM. Then, you approach the potential customers and measure in LeadRebel who responded to your pitch and how. Next, you export the visits to CRM and enrich the existing records with information from LeadRebel. With such in-depth information, you can now talk to your potential buyers again in a very targeted way.

• Use company data records. Similarly, you can also purchase company records from local or global providers such as Echobot, Bureau van Dijk and Ocean.io. We have compiled a list of 50 B2B databases for you.

• Use LinkedIn Sales Navigator. LinkedIn is a beneficial tool for B2B lead generation if you know how to leverage it. If you need even more data about your website visitors, make use of LinkedIn Sales Navigator.

There are plenty of other tools and software solutions that you can combine with website visitor identification software. We will be happy to advise you on this matter. Just contact info@leadrebel.io.

Website Visitor Identification — Conclusion

Website visitor identification technology is a powerful weapon in your marketing and sales arsenal. But this marketing method is not a silver bullet. What you need is a functioning website, enough B2B traffic, and the desire to integrate this lead source into your sales process in order to utilize it for your company.

Appropriately used, website visitor identification software like LeadRebel turns into a veritable lead powerhouse that can meet the lead nurturing demands of many B2B companies. It generates “warm” leads and empowers your sales team to convert your visitors to new customers successfully. Sign up now to get a free trial account.

Translated by FabForward Consultancy

The post Website Visitor Identification — a Low-Cost but Powerful Lead Machine! The Ultimate Guide appeared first on Leadrebel Blog.

Our last article dived deep into intent-based marketing — the types of intent signals, Identifying user intent, and data tracking strategies – and evaluated their performance (KPIs) using AI-automated outreach methods. 

In today’s post, we will explore various methods for identifying the ideal customer profiles (ICP) and the right prospects to target so that instead of trying to generate more leads to satisfy sales quotas, intent-driven targeting can improve sales enablement and make it easier to close deals.

1. Collecting Prospects’ Intent (Data) Is Not Straightforward – Technical Challenges
2. Process for Identifying a Potential Prospect Through intent-data
3. Identifying Intent Data From ‘Websites’
4. Case Study: Marriott Increased Bookings by 289% Using First-Party Website Data
5. Identifying Intent Data from ‘Email Campaigns’
6. Identifying Intent Data from ‘Social Media’ 
7. Identifying Intent Data from ‘Landing Pages’
8. Identifying Intent Data from ‘Ads’
9. Identifying User Intent from Competitor Platforms

The Need to Identify Intent?

One of the most complex parts of being a marketing/salesperson in the digital B2B space is knowing when and how to target specific prospects. Marketers often feel like they are wasting their time with their outreach activity by guesswork. 

With intent data, instead of guessing whether to target the prospect or what outreach method could better resonate with the prospect, marketers can categorise passive and active prospects and target them with an educated conversation based on information the buyer is actively looking for and address their specific needs for better conversion. 

“Stat: 55% of sales leaders saw increased lead conversions when using intent data.”

This article aims to present you with methods that will help you understand a prospective Client’s interests and help marketers personalise their outreach to specific groups of buyers instead of the entire account book. 

Collecting Prospects’ Intent (Data) Is Not Straightforward – Technical Challenges

1. Over-Abundance of Prospects Data: Due to the sheer volume of data types available across millions of companies (as potential prospects), one can be deluged with intent data from various streams, making it difficult to determine the right level of coverage and data types needed. 
2. Outdated Intent Data: Reaching out to prospects who have already made a purchase decision wastes valuable sales time and resources. As prospects quickly move through the buying journey, intent data that is even a week old can become irrelevant and misleading. 
3. Inaccurate or Misleading Data: Distinguishing between strong intent signals (e.g. a CTO researching a specific product) and weak signals (e.g. an intern Googling the company name) is crucial to avoid wasting time on unqualified leads. Third-party intent data sources can include errors, such as outdated or misattributed intent signals. 
4. Over-reliance on online intent: Intent data derived solely from online behaviours can provide an incomplete picture, as it fails to capture the influence of offline interactions and human conversations on the buying process. 

The challenge is how marketers can address these issues and build effective intent-data collection streams to extract meaningful ROI from an outreach campaign.
Process for Identifying a Potential Prospect Through intent-data

The first stage in an Intent-data marketing outreach (adjacent flowchart) is ” identifying” the right prospects. 

This involves (Collecting intent data, Refine and filtering, and Enrich the data):

Step-1: Collect first-party intent data from various data streams, such as website, email campaigns, landing pages, ads, search engines, and social media pages.

Step-2: Prioritise engagement metrics and refine the data for active purchase intent.

Step-3: Filter the identified accounts to only those that match the ICP using firmographic and technographic data.

Step-4: Leverage Third-party data to supplement first-party data to get a more comprehensive view of prospect interest. Various tools track intent signals across the web. 

These four steps form the foundation for an effective intent-outreach campaign. In the following sections, let us explore the methods and tools available for intent data collection (First-party and third-party) with case studies mentioning how user intent can be recorded, refined, and targeted.

Collecting First-party Intent-data: Methods and Tools

First-party intent data offers insights into your prospects’ interests, behaviours, and buying signals.

Depending on the data stream, the type of intent data collected shall vary. Here are a few examples of the kinds of data and techniques used to collect purchase intent from websites, email campaigns, landing pages, social media sites, and capturing intent data from ads.  

A. Identifying Intent Data From ‘Websites’:

• Data Types: Site analytics (GA4), site search, organic traffic, content engagement, and behavioural tracking (heat maps).
• Tools Available: 

– Google Analytics (GA4): Tracks user interactions, providing insights into page views, session duration, and conversion paths.

– Hotjar: Offers heatmaps and session recordings to visualise user behaviour.

– Crazy Egg: Provides A/B testing and scroll maps to optimise engagement.

Identifying Intent Data from First-party Website Data – Case Study: 

Marriott Increased Bookings by 289% Using First-Party Website Data

Marriott International traditionally faced inefficiencies in identifying potential clients from their website visitors and was dependent on generic retargeting methods, resulting in high costs and low conversion rates. They partnered with The Trade Desk and Digitas to implement Dynamic Creative Optimization (DCO) and Universal Pixels to track user behaviour and intent to address this.

When deployed on Marriott’s website, Universal Pixel started collecting first-party data from website visitors, tracking their behaviours and interactions — browsing habits, purchase histories, and other behaviours. Leveraging pixel data, re-targeted ad campaigns were automated based on traveller location, language, and preferences, enabling real-time assembly of targeted advertisements and enhancing precision marketing efforts.

The strategic use of first-party data resulted in a 289% increase in Marriott bookings. They could achieve a 55% reduction in cost per acquisition, with an impressive 65% increase in return on ad spend. Marriott also expanded its audience reach by 272%, reducing the average booking completion time from 8 to 5 days.

Note: While the above case study leverages complex technologies to build robust automated intent identification and behaviour-tracking systems, these platforms are often resource-intensive and can only yield accurate results for sites with significant visitor traffic. LeadRebel.io simplifies the process with a few clicks. 

Check how it works here: User-Friendly Website Visitor Tracking Software – Leadrebel.io. Or check the list of tools for website visitor recognition.

For websites with low to medium traffic, LeadRebl.io is best suited to manually collect First-party data and derive user intent. Read more: Intent-based Marketing – Case Studies and Effective Strategies (leadrebel.io)

B. Identifying Intent Data from ‘Email Campaigns’

Data Types: Tracking CTRs, events (downloads, form fills, or clicks), and email cadence or responsiveness.

Tools Available: 

• Mailchimp: Offers advanced segmentation and automation, with a reported average open rate of 21.33% across industries.
• HubSpot: Provides comprehensive analytics on email performance, including click rates and user engagement metrics.
• Marketo: Enables detailed tracking of email interactions and lead scoring.

Image reference: https://www.clicdata.com/dashboards/hubspot-email-marketing-performance/

Tracking Intent Data from Email Campaigns – Example Case Study: 

The goal is to improve prospecting and targeting by leveraging email campaign data to identify high-intent prospects for LeadRebel.io, a B2B lead-sourcing platform. 

• Deploy ‘BuiltWith’ to find potential prospective clients for LeadRebel.io (websites using competitor products). Once the prospect’s website list is ready, use ‘Hunter.io’ to scrape and extract their email lists and segment them into groups (based on industry, Saas, etc.)
• HubSpot: Launch an email cold outreach campaign to monitor key metrics such as link CTRs (Click-through rates), Form fills, Download events, or Open and response rates.

• Market-Average Intent signals: The average email open rate for the “Software and Web App” industry category is 39.77% according to benchmarks (Check this HubSpot report for average opening rates across industries: Average Email Open Rates by Industry). Higher response rates indicate a more substantial interest; for example, a follow-up email response rate of 10% is considered good in B2B. 

• Classify users based on intent signals: High-intent prospects open emails and engage promptly, while moderate and low-intent prospects may exhibit lukewarm engagement. These include clicking on links (tracked through CTRs). Check the MailerLite report for average CTR for your industry, and classify prospects with high intent signals. 

Image reference: Marketo Email Performance Insights dashboard

• Resources, Personalized offers and free trials for High-intent prospects: The goal is to move high-intent prospects down the funnel from Consideration to Conversion. This can be through additional resources — free product demos, a trial, webinars, and industry reports. 
• Re-engage with Moderate-Intent users: These prospects must be nurtured through special discounts, surveys, or an incentive program. By consistently tracking their engagement over some time, they can move up the ladder into high-intent prospects. 

By leveraging email engagement metrics and tracking a user’s intent, industries can identify and avoid sales efforts on low-intent prospects while doubling their targeting and prospecting efforts on high-intent prospects. 

C. Identifying Intent Data from ‘Social Media’ 

Data Types: Social listening tools, engagement metrics, and conversion events.

Tools Available:

• Hootsuite: Ideal for tracking brand mentions and measuring the impact of social media campaigns, Hootsuite monitors social media interactions across various platforms to provide detailed analytics on likes, shares, comments, and other engagement metrics. 

Image reference: Sprout Social Campaign dashboard

• Sprout Social: Sprout Social is best suited to understanding audience sentiment and identifying trends in social media discussions. The platform offers advanced social listening features to monitor and analyse conversations around specific topics and provides detailed reporting on social media performance, including engagement rates, follower growth, and audience demographics.

• Brandwatch: Equipped with advanced models, Brandwatch offers sophisticated social listening and sentiment analysis tools by analysing large volumes of social data to identify trends, patterns, and sentiments around brands or topics. Brandwatch is ideal for understanding social media sentiment and competitor benchmarking.

Case Study: ESCP Europe Leveraging LinkedIn’s Spotlight Ads 

Spotlight Ads, a dynamic ad format on LinkedIn, is designed to promote content directly to users based on their profile data, activity history, portfolio, job titles, skills, and interest pages. The LinkedIn algorithm identifies the prospect’s intent and automates the targeting, resulting in higher ROIs.   

A successful record of utilising LinkedIn Spotlight Ads to identify user intent to identify prospects and then target them resulted in a conversion rate of 14%, double their initial target recorded by HubSpot. 

ESCP Europe, the World’s First Business School, aimed to generate applicants for their Masters in European Business. Their secondary goal was to build a global leads pipeline by identifying and engaging prospective students. Here is how they leveraged Spotlight Ads:

• Identifying Target account profiles: Using LinkedIn’s targeting features, ESCP contacted students interested in higher education.
• Demographic Insights: Analyzed the profiles of users who interacted with the ads to understand their backgrounds and interests.
• Targeting profiles with Ad Content: Featured valuable information such as scholarship opportunities to attract high-quality leads.
• Engagement Indicators: Filtered on users who not only clicked on the ads but also engaged with the landing page content, provided their information and marked them as High-interest users. 
• Click-Through Rate (CTR): Tracked the CTR to determine the effectiveness of the ads. Spotlight Ads on LinkedIn typically see higher engagement due to their personalised nature.
• Follow-Up Interactions: Nurtured leads through follow-up calls and interviews to convert them into applicants.

Results of ESCP’s intent-driven targeting campaign:

• Impressions: Over 2M+ impressions from potential students.
• Conversion Rate: Achieved nearly 14%, almost double the intended goal of 7%.
• Leads Generated: Exceeded the goal by generating 290 high-quality leads (40 more than targeted).
• Geographic Insights: Identified three countries with the highest qualified leads, adding to their global pipeline development.

D. Identifying Intent Data from ‘Landing Pages’

Data Types: Conversion rates, engagement metrics (time spent on a page, scroll depth, etc), and performance data from A/B testing.

Tools Available: 

• Instapage: Heatmaps and detailed visitor analytics to track user engagement.

• Unbounce: Create and test (A/B) landing pages. It also reports an average conversion lift of 30% from optimised pages.

• Leadpages: Offers drag-and-drop customisation and analytics on page performance.

Identifying Intent from ‘Landing Pages’ – Method and Example Case Study:

The goal is to capture High-Intent Leads for an HR and Recruiting Services Company. 

• Search Job Search Platforms to identify companies recruiting employees: Platforms like Indeed and LinkedIn Jobs can help identify companies actively hiring in a specialised field.

• Gather the Company’s HR Contacts (Email IDs): Through web scrapping and social media tools (LinkedIn Sales Navigator), gather HR Managers’ Email IDs. Use Hunter.io to find and verify email addresses.

• Create Optimized Landing Pages: Design landing pages for specific job roles, such as software engineers, data scientists, and UI/UX designers. Use Unbounce or Insapage to create the pages. Test them (A/B) using Unbounce for different headlines, CTAs, and page layouts, aiming for maximum conversion.

Image reference: Key Insights on How to Get More Conversions

• Emails and PPC Ads with Landing Pages: HubSpot data shows “companies do see a 55% increase in leads when increasing their number of landing pages from 10 to 15“. Leveraging this, include landing pages in your emails, lending them your expertise and assistance in finding the right candidate for the job. 
• Identify High-Intent Prospects through Engagement Metrics and Behaviour:

– Use Instapage to monitor how visitors interact with the landing pages. Identify sections that get the most attention and those parts causing drop-offs.

– Find how far visitors scroll down the page. If users consistently drop off before reaching the CTA, consider repositioning critical information higher up on the page.

– Find Time Spent on the Page to identify purchase intent. Longer page times indicate higher interest levels.

• CRM integration and Follow-up: CRM tools like HubSpot or Salesforce offer integration with Landing pages to streamline the follow-up of high-intent leads. From the insights gained through engagement metrics, highlight and provide solutions to specific pain points relevant to their behaviour on landing pages. 
• Track conversion metrics from Landing pages: Conversion Rate is the percentage of visitors who convert into leads. On average, a campaign is successful if the conversion rate is more than the average of 2.35%.

Tools like Unbounce, Instapage, and Leadpages help track and analyse landing page engagement metrics effectively. With precise Target account profiles and a data-driven strategy, brands can identify high-intent prospects and improve their targeting and follow-up strategies to increase conversion rates and client acquisition.

D. Identifying Intent Data from ‘Ads’

Data Types: Insights on demographics, ad audiences, click-through rate, and CTRs.

Tools Available: 

• Google Ads – Ad Extensions (Assets): Google is the Ad market leader and offers enormous data on Ad efficiency. However, Ad Extensions have been proven to help improve ad performance and understand user behaviour/intent (Read more: Google Ads Extensions). Though extensions are primarily used to extend ad real estate to drive more clicks for your PPC campaign, the intent data from such campaigns can yield information on the type of content the audience is looking for, and help address their specific needs.

Image Reference: Maximize Google Ads ROI With Ad Extensions

• Facebook Ads Manager: Allows for detailed targeting and information on user behaviour and interests. The platform also offers insights on demographics, user data, and engagement metrics to help marketers understand the mode of interactions, frequency, and type of content prospects are interested in.
• LinkedIn Campaign Manager and Spotlight Ads: LinkedIn ads are Ideal for identifying B2B prospects based on job titles, industries, and company size. Marketers can find prospects ‘ LinkedIn profiles to check their activity and purchase interests from an existing CRM or BuiltWith data (of profiles classified based on passive/active intent).  

These accounts can be targeted according to their purchase intent. For instance, prospects with low engagement recorded from an Email campaign can be targetted with LinkedIn Sponsored content (0.44% average CTR). In comparison, prospects with moderate engagement can be targetted with LinkedIn Text & dynamic ads (0.024% average CTR). Personalised Message ads have recorded a high average CTR of 3.2% for High-intent prospects.

Identifying User Intent from Competitor Platforms

By identifying high-intent prospects already using competitor products, businesses can increase the chances of conversion, demonstrating a strategic use of third-party data to understand and act on user intent. 

Here is our list of reference tools available to help gather website data alongside the methods to capture prospects:

Case Study: Finding Prospective Clients for ‘LeadRebel.io’ software 

The goal is to identify and target prospects who already use LeadRebel’s competitor tools, implying their active intent to use lead generation tools. Here is how the right prospect is identified and targetted:

• Use BuiltWith: Identify websites using competitors’ tools. For instance, BuiltWith can reveal if a prospect uses Google Analytics, just like 72% of top websites do. Similarly, check websites that use other competitor products – from Finder.io, CoPilot AI, or others.

Image reference: https://builtwith.com/

• Find Prospect Contacts: Utilize LinkedIn Sales Navigator to locate key persons running these websites with competitor tools. Prospects include marketing managers or IT directors to start a personalised outreach.
• Email Campaigns: Design targeted email campaigns marketing ‘Lead Rebel’. Studies show that these targeted, personalised emails can increase open rates by 26%.
• Example Implementation: Finding 500 sites using Google Analytics and contacting their marketing managers, achieving a 10% response rate.

To summarise, mastering intent-based identification methods is pivotal for precise B2B prospect targeting. LeadRebel.io offers an advanced platform that integrates seamlessly into existing workflows for businesses seeking to capture high-intent leads efficiently. Check here: LeadRebel.io

The post Targeting Right B2B Prospects: Methods for Identifying User intent, Case Studies appeared first on Leadrebel Blog.

What is website visitor tracking? Web tracking is collecting, storing, and sharing information about website visitors’ activities on specific website or throughout the web. The goal of website visitor tracking is to gather more information about potential customers, their behavior, analyze their needs. Based on that website operators can improve conversion rates, create more targeted content, analyze the visitors and reach out to them via various channels.

Running a website is a tricky business;  with all the technological advancements today,  you must stay ahead of your visitors’ needs. To provide your customers with the best products and services, you need to be aware of their behavior. For that, tracking your website traffic is one of the best modern-day innovations available. It enables business owners, advertising agencies, and entrepreneurs to see in real-time what potential customers who are already on their website are spending most of their time on. What can be done to make them stay even longer, and what steps can be taken to increase conversion?

The data collected using website visitor tracking tools can be used to identify user behavior and amend campaign strategies accordingly. In other words, the outcome of any action taken digitally by your visitors can be used for your benefit to ensure effectiveness.

Website visitor tracking: FAQ

How can I track website visitors?

Website visitors can be tracked using various website visitor tracking software, like LeadRebel, Google Analytics, Hotjar, Matomo, Kissmetrics etc. Each of these tools provides possibility to see statistics about your website visitors. In addition, LeadRebel also shows you, which companies have visited your website.

Can you tell who visited your website?

When using tools like LeadRebel, you can see, which companies have visited your website, what they did on your website and gain some additional information about these companies. You can’t see though, which persons exactly have visited your website. Though theoretically possible, it is incompatible with data privacy laws.

Can you see how many visitors a website gets?

Every major website visitor tracking software shows you, how many visitors your website had. Besides that, you can see a difference between amount of unique users and repeated visitors.

Do websites track your IP address?

Yes, website track your IP address. This is how internet works. There are some tools though, which can hide your IP address.

What is the best website tracker?

There are lots of great tools for website visitor tracking, like: Google Analytics, Matomo, LeadRebel, Hotjar, Kissmetrics etc. You can find below our suggestions for various use cases.

Importance of website visitor tracking

For the best customer experience, web analytics plays a significant role in understanding the user’s journey. Understanding web analytics can help marketers and website owners improve their content, products, and services. Optimizing their web analytics will boost the overall conversion rate. There are multiple reasons why website owners opt-in for website visitor tracking:

●     To get more and more web traffic, figuring out and fixing all the issues that users may find unpleasant is a start. Issues may vary based on different industries: an e-commerce website might lack product information, the image quality or lead time could be why visitors leave the website. The reason why a visitor abandons the website can be pointed out using website tracking. The level of ease or hardship in checking out a product or payment method can also be a contributing factor.

●     Website owners use tracking tools to get an insight into the analytics. Being able to track users based on their age, gender or demographics can help strategists make better business decisions for the future. For example, tracking tools such as monitoring the competitor’s keywords can show you which ones are doing better than the rest regarding generating most of the traffic or the backlinks. 

●     Tracking is considered most useful for advertising agencies. They use the data to develop the most appropriate ad campaigns based on the user’s age, likes/dislikes, gender, and other factors. Helpful information such as user interest, history, location, etc., can significantly benefit. Also,  tracking can help monitor which aspects are doing better and which ones need to be tailored once the ad is live.

Website Visitor Tracking and Sales Funnel

All those points combined improve your conversion rates. As we mentioned in our previous articles (see key SaaS KPIs, website visitor identification, how we are using LeadRebel) one of main functions of LeadRebel is to reduce costs of B2B leads by increasing conversion rates throughout the sales funnel. The math is rather easy, If you spend 5000 USD for 50 leads per month and each leads costs you 100 USD, you can add another 10 leads per month via LeadRebel, for only 29 USD/month. So you increase you lead count by 20%, for only 0,6% increase in costs.

Now, you can use one tool, to increase/improve your results in one place in your sales funnel and get such great results. But you can also use several tools, which improve your conversion rates in other places throughout your sales funnel and get even better results.

Website visitor tracking software

Apart from Google Analytics,  many platforms offer real-time website tracking software to help make the customer experience better and generate maximum revenue. They can help you figure out the good and bad aspects of your website and identify which platform most of your traffic is coming from and how the visitors travel through your website. The user’s consent is essential to begin the tracking process; otherwise, no tool in the world can show you live data on third-party sites. Tracking software can show you the most influential information about user behavior, analytics, and visitors’ identity in the form of weekly or monthly reports. Depending on the software, some provide a general overview, and others can offer in-depth insight to boost your ROI. 

How does website visitor tracking software work

Suppose you’re looking to track people visiting your website with all the supporting information about their age, location, gender, and interests. In that case, you will need software that’s more than just an analytics platform. However, the question is how this tracking is executed and the tricky, complex yet advanced method that makes it all possible. Some might believe that we need to be tech-savvy to get the hang of this process. But, all you need is a basic understanding of technology. There are two main things involved in tracking, i.e., Script and rDNS (Reverse Domain Name System).

With rDNS, the tracker gets you the location of each visitor in real-time. In simple words, software tracking works just like looking up a phone number in an address book.

On the other hand, Script is installed on your website to get all the information about a visitor. The software then connects the dots to develop the history of a particular visitor. Moreover, some companies already use website visitors’ data for marketing reasons, making it available to businesses such as advertising agencies. The whole process makes things easier when understanding user behavior and offering better products/services.

Syncing and storing the data

Many software offers visitor tracking in real-time, but there is no way to store the data automatically. Getting software also provides regular reports that could reference all future campaign strategies etc. Without any such feature, saving the complete information for future reference can be quite complex.

Some advanced visitor tracking tools integrated with CRM let you create a new organization section where all the data related to that particular company is saved unlimited time. It can be revisited and referred to while designing a new campaign strategy. Teams can be assigned to monitor the stats using the same CRM account for an effective outcome. This is one of the most foolproof ways of syncing and storing data extracted from website visitor tracking software.

GDPR and website visitor tracking

Getting insights into your website traffic via tracking sounds impressive and can adjust It is compliant protects It offers ut security concerns have grown. The visitor’s sensitive information needs to be ensured by the data controller, who determines the purposes and how personal data is processed. This is why GDPR has been put in place.  

Explicit permission from the user is necessary as per GDPR before tracking and collecting information, regardless of the intention and purpose.

Is website visitor tracking software GDPR compliant?

€20 million or 4% of the company’s total annual turnover could be fined if you don’t follow the guidelines set by GDPR while tracking user information on your website. Honestly, no data gathered using tracking software is worth this much hassle. Hence, compliance with GDPR is the first step when moving towards website visitor tracking. Introduced in 2018, this body protects the identity of EU-based internet users by ensuring that companies collecting your information are transparent about it. Website visitor tracking tools should include having terms of use, privacy, and cookies policy that summarize how website visitors’ data is gathered and for what intent.

As long as the tracking software follows the guidelines and is compliant with GDPR rules and regulations, the tracking is safe and secure. 

Popular visitor tracking software

Once you’re all set with your website, the next step is to get software that provides you with insight into how your content is doing. What’s attracting the audience, and what is not up to the mark? Which section of the website should be improved, and which part of the world is your website is most popular? All this information is decisive for enhanced customer satisfaction if gathered and used lawfully in compliance with GDPR. Let’s take a deeper look at some of the leading website visitor tracking software based on the categories of what they mainly collect, i.e., analytics, visitor identity, and behavior.

Visitor identity tracking tools

1. Act-On
2. Leady
3. netFactor VisitorTrack
4. LeadRebel

Thanks to the modern innovation and constantly evolving digital world, there are a significant number of website tracking software that can be opted-in if you’re looking to track your visitor’s identity, such as their IP, demographics, contact information, etc.

1. Act-On

Not only does this growth automation platform offer detailed information on your visitor’s identity, but it also ensures an enhanced customer journey based on these reports. The tool can integrate with multiple websites so that you can manage more than one account on a single platform. If you want to make the best use of your marketing efforts, this tool is the right pick for you.

Pricing

With professional and enterprise plans, you can enjoy advanced features at a minimum of $900 per month.

2. Leady

This is a lead generation tool that can provide you with an insight into every visitor’s identity for marketing purposes; in compliance with GDPR, leady reports to you all the details about your corporate visitors. Apart from lead generation, leady offers assistance with SaaS and multiple integrations.  

Pricing

With a 14-day free trial, leady offers multiple plans based on your business requirements.

3. netFactor VisitorTrack

Wouldn’t it be fantastic if you knew the details about your website visitors that you can use in the future to figure out their preferences to promote a marketing campaign? This tool provides you with that opportunity. It tells you what your visitors are looking for across the web.

Pricing

If you’re ready to give it a try, sign up for a free trial period to explore its features. Once you’re sure about the tool, get in touch with the team to get a quote.

4. LeadRebel

LeadRebel is a SaaS startup based in Switzerland and Germany. It provides a software for B2B lead generation. LeadRebel software analyzes website’s visitors, shows, which companies have visited the website, identifies respective contact persons and their contact information. Our innovative solution is simplifying and automatizing lead generation process.

Pricing

14 days for a free trial, after that €29 per month. 

Analytics tools

To keep track of your web analytics, there are several tools that you can rely on. One can learn so much from a traditional website tracking tool to use the data for more conversion and ROI eventually.

1. Google Analytics
2. Matomo
3. Kissmetrics

1. Google Analytics

Google Analytics is one of the most commonly used tools for basic and advanced level analytics tracking. This tool can help track the numbers of potential customers that click on a particular campaign for ad campaigns. It offers segmentation of demographics and the devices from which your website is visited, and whether they are returning visitors or just landed on your website for the first time.

Pricing

It is a free tool with all the essential features; however, the pricing may vary depending on your business requirements if you’re looking for customization.

2. Matomo

Matomo is the best alternative to Google Analytics. Not only does it offer all the powerful features, but it also ensures the safety and protection of your visitor’s data. In compliance with all the laws and regulations of DGPR and CCPA, this tool offers complete control over your data. It is capable of adjusting to your business needs by customization as well.

Pricing

You can try the tool for free and try some of the features it offers. For a pricing quote, get in touch with the team.

3. Kissmetrics

What sets this tool apart from the rest of the software is built specifically for eCommerce and SaaS businesses. Using this tool, you can track a user’s journey and make necessary improvements based on the weekly/monthly tracking reports. If you’re running multiple websites for a medium to large level business, this tool is the right choice for your analytics tracking needs.

Pricing

You can request a demo based on your SaaS or e-commerce business needs and get a pricing quote as well.

Behavior Tracking Tools

Understanding your website visitors’ behavior is the key to improving your content. Using a tool that explicitly tracks user behavior is the right approach when you’re trying to figure out what the users are looking for on your website or which content elements they are spending most of their time on. Website clicks, bounce rates, and scroll times show a complete picture of each unique experience.  

1. VWO
2. Crazy Egg
3. UserTesting

1. VWO

As the tagline says, “Fast-growing companies use VWO for their A/B testing” and do so with the maximum productive outcome at a low rate. VWO lets users enjoy features such as conversion funnels, on-page surveys, and session recordings. It is an enterprise solution, more suitable for larger organizations with multiple websites that simultaneously need tracking.

Pricing

As far as the pricing for this enterprise tracking tool is concerned, there are three plans that you can pick from; Growth, Pro, and Enterprise. A 21-day free trial is also available.

2. Crazy Egg

This is the kind of tool that helps you get a deep insight into your visitor’s behavior in an affordable manner. Usually, advanced tools with valuable features are costly, which is not suitable for many small or medium-level businesses. Crazy egg helps the website owner better understand the visitor behavior that drives other website metrics.

This tool helps track user behavior by using heatmaps, confetti reports, list reports, and scroll maps.

Pricing

With some valuable features and multiple options for the plans, they offer a 30-day free trial, so you can explore the tool and make better decisions.

3. UserTesting

UserTesting is known for its customer experience features. It is designed to help small, medium, or large businesses create and launch their products and capture more context about your customer by getting the insights more quickly with visualizations, transcripts, metrics, and analysis. 

It is presented in the form of monthly or weekly reports, which can then be used for marketing campaigns in the future.

The UserTesting “human insight platform” aims to complete the “empathy gap” and allow businesses to show their customer-centric approach by helping to fix the website’s UX problems. UserTesting connects website owners with their actual audience for effective qualitative web analytics tracking and provides a comprehensive insight. UserTesting offers a testing panel with an integrated user database to allow businesses to target a specific audience using filters such as demographics and other custom criteria. 

Pricing

With three plans, i.e., Essentials, Advanced, and Ultimate, you can pick the one that’s best suited to your business needs. Get in touch with the team for a quote.

Website visitor tracking: Conclusion

Without a doubt, website visitor tracking software provides colossal assistance in identifying customer satisfaction opportunities. However, go for tailored tracking tools best suited for your business needs. Whether you run a single website or manage multiple accounts within a large-level organization, getting the right tool is highly recommended.

If you enjoyed this post about Website visitor tracking, you’ll find these articles useful:

• Website Visitor Identification — a Low-Cost but Powerful Lead Machine! The Ultimate Guide
• 20+ Best B2B Email List Providers in 2022 | B2B Email List
• Best Calls to Action for B2B Lead Generation
• Top 10 White Label Marketing And Sales Software Agencies
• B2B Lead Generation Software

The post Website Visitor Tracking | How Can I Track Website Visitors? appeared first on Leadrebel Blog.

CTA forms

One of the biggest mistakes marketers make is that they focus too much on the content of an email, blog, or another platform, but there is simply no effort or thought put into the call to action. This will undo all your efforts toward a positive outcome. Creating a strong call to action is essential to turn your website visitors into leads and ensure growing website engagement in general. But the real question still stands; how do you come up with the perfect one that attracts a bigger audience, makes your web content stand out, and fulfills the real purpose of selling more products/services? 

What is a call to action?

A call to action means asking visitors to act. It can either be to buy the product or services, sign up for a newsletter, or something else. Come up with content that’s tempting enough to encourage website traffic to take things to the next level. A CTA can be on any web page such as a landing page, blog post, newsletter, or web banner, depending on the requirement or nature of the content.

What are CTA forms?

CTA stands for Call To Action. So what is a Call To Action? A Call To Action is a marketing term and a written directive on a website that tells potential customers to take some desired action.

How to come up with effective CTA forms? 

Theories, A/B testing, and psychological elements can help create the perfect call to action suitable for a specific website or B2B cold email template too. The product and service buying cycle of a company, along with their ideal customer’s pain points, have a massive influence on using a certain CTA.

How do you know you created the perfect CTA? First, marketers should remember that a company selling SEO tools will have a different CTA than one offering huge discounts on skincare products. Because the former will have CTA forms asking visitors to sign up for a free demo, try the free course, etc., but the latter will have the direct approach such as Buy Now, Order Here, or Shop now. 

The following are the factors that should be considered for a persuasive yet engaging and unique call to action: 

Action words in CTA forms

Some people may get confused between asking the visitor to take action and being bossy. That’s where you need to be cautious because if the CTA is not engaging enough or if you’re being too pushy, it is highly likely that you will lose a customer. Your goal is to encourage the visitor for action, not bully them into it. So ensure that there are no surprises, and use words such as:

• Explore 
• Join 
• Start 
• Sign up 
• Begin 
• Hop on 
• Learn

Eye-catching design

Now that we’ve established that content is the king, let’s move on to talk a bit about design. The heart loves what the eyes find pleasing. The question you should be asking yourself while designing a CTA for any website is ‘how do I make it stand out?’ There are certain things to keep in mind if you’re aiming for something out of the box: 

• Make the color combination stand out. It means that you must avoid using a similar color as the background and theme of your webpage. 
• People often, in the effort to keep things subtle and sober, make it dull. Avoid that. 
• Don’t be afraid to play with colors. Be bold. The ultimate goal is to grab people’s attention and and to be pleasing to the eye.
• Inject pops of color to help make it attention-grabbing for your visitors.

A/B testing

Nothing can ever be a hundred percent final when it comes down to people’s psychology and cognitive behavior. To make the best out of research studies and other resources, it’s best to try different content variations and designs to become popular among your target audience. Here are some options for A/B testing a CTA: 

• Changing a single element of the CTA, such as the color combination of the text and button. 
• Change the language or text used in the CTA, long-form content to short-form content or vice versa. 
• You can publish both of them together, each variation for a particular set of audiences. 
• Change the location of your CTA, such as moving it from the bottom of the blog post to the center. 

Instant gratification in CTA forms

Things don’t always have to be complex to stand out. Simple content often leaves more impact on a larger audience, as it is relatable for more people. Offering by providing the captions/phrases people want to see is always a great approach. When you’re selling something online, even a slight delay in offering people what they want can harm your conversion rate. 

Make it tempting 

What temps you the most when it comes to online content? Apart from the fear of missing out, it’s curiosity for most people. Your content should evoke a desire to ensure conversion, and you’ll find most visitors willing to click on your CTA, giving the lead generation you aim for. Offer brief answers to what people like to know but keep the curiosity alive. That’ll make people click on the CTA form to learn more. 

Offer Marketing Incentive 

Something that cannot be denied and has a guaranteed outcome is when your CTA offers any kind of incentive. People will most likely click on something that offers something in return. When the marketing incentive is enticing, it’s a no-brainer for the visitor to simply accept it. 

However, to find relevant deals, it’s essential to know the target audience’s pain point. For example, a food delivery website offering free meals on the first sign-up is most likely to get many engagements. 

Best Examples of B2B Lead Generation Call To Action 

We can get inspiration from the many leading businesses that are winning the CTA game. Not only do they keep the creativity alive, but they make content and designs that are just appropriate for their target audience. If you need to know more about your website audience, you can always get help from this ultimate website visitor identification guide.

Let’s have a look at a few of them to set the right standards for a successful and most engaging call to action. 

LeadRebel and CTA forms

LeadRebel is a website visitor identification software that offers insight into the stats for better strategies and marketing goals. Now the thing is that there are several options when it comes to this kind of tool, so why would someone go for LeadRebel, and how do they stand out among so much competition? 

Their CTA hits the right spot considering their buyer persona. There’s no fluffy content, just the straightforward, to-the-point details of what they offer and how this tool can make things better for data-driven B2B marketers by improving their website.

Their claims of being a useful tool are not empty. they offer credibility to their content by writing on Visitor recognition case studies:  “Don’t take our word for it, see what our customers say about LeadRebel.”

All these elements make for the perfect case, leading to an impressive CTA “Sign up for free for Website visitor recognition”. Apart from instant gratification, the CTA tells the visitors exactly what this website and software are all about.

OptinMonster and CTA forms

OptinMonster is a conversion optimization software, so it’s kind of a given that they will have a banger CTA.

Talk about the perfect balance between being persuasive and not too pushy. The ideal blend of stunning writing and eye-catching visuals makes it even better. It’s set up in such a smart way that anyone interested in growing their business using the right approach as per their target audience will like to read about OptinMoster has to offer. 

“Get OptinMonster Now” just hits the right strings for those who are looking for valuable insights into their website traffic and conversion. The takeaway from this example is that this CTA attracts B2B customers because of the following aspects:

1. Promise to grow your email list
2. Commitment to get more leads for your business
3. To fulfill the objective of increasing sales

Where Should You Add Call To Action On The Website?

The correct placement of CTA is as important as the content and design. One can add a call to action anywhere on the website. Let’s, however, talk about three of the best and most rewarding spots that will prove to be very fruitful for your conversion rate. 

Homepage
The homepage is the most visited and the first thing anyone will see when they land on your website, so making the most out of it should be your aim. So, add your best CTA to the homepage to capitalize most of your web traffic. Place it somewhere in the middle or start of the page, so your visitors don’t have to scroll through the page to find what they are looking for. 

Most visited page on the web
The Most visited pages can be different for every website defending its niche. It’s essential to figure out what your visitors are more inclined toward and then put the CTA form there to make the most out of it.

Bottom of a blog post
This can easily be one of the most appropriate spots to add your CTA form. Once someone has just finished reading your blog, they should be asked to act. With modern marketing techniques such as guest blogs, this is the ideal placement to attract your website visitors and capitalize them via B2B marketing. 

Image Sources: Business vector created by jcomp – www.freepik.com, Sale vector created by stories – www.freepik.com.

The post Best Calls-to-Action for B2B Lead Generation appeared first on Leadrebel Blog.

Who is visiting my website? Many marketers and website owners ask themselves this question. Unfortunately, most B2B companies do not have insights about the companies visiting their website. A wasted opportunity, because the website is the company’s lead magnet if set up correctly. With visitor tracking software, you can find out who is visiting your website, which companies they belong to, and — most importantly — whether a follow-up is worthwhile for your business goals.

Website visitor identification is beneficial for most B2B marketeers. After reading this article, you will know how it works and whether you can take advantage of it already today.

How website visitor identification works

The main component of any website visitor tracking software is an IP lookup database the provider maintains continuously.

Any device connected to the Internet has an IP address. To track them, companies like LeadRebel use the Reverse Domain Name System (rDNS). Based on the IP address, the tool finds out which companies have visited your website. In simple terms, DNS translates the visitor’s IP address into helpful information, such as the company name, phone number, and email address of the organization that registered the IP.

Such information will give you a clue as to what the potential customer wants from you. Thanks to this technique, you get analyzable reports with meaningful data on website visitors’ behavior, such as:

• Keyword search information
• Dwell time on the form pages or
• Percentage of new page impressions. 

With this wealth of information, you can approach customers tailored to where they are in the customer journey, which, in turn, builds customer confidence and increases your sales opportunities.

It is important to note that all information provided by utilities such as LeadRebel is commercial information and therefore publicly available. 

Why identify website visitors and know who is visiting my website?

If the data is publicly available, why not use analytics platforms like Google Analytics and search for the data yourself? In fact, software providers have already done all the work for you, collecting up-to-date data and preparing it neatly, which is laborious and costly work if done manually. Moreover, not all publicly available information is always easy to find. So naturally, most B2B marketers want to avoid spending their time on this. 

Did you know that only 2.35% of all those people who visit your company website leave a trace? This means that without targeted tracking, you will miss out on 98 percent of your target group.

As soon as you implement visitor recognition in 3 steps, you can retrieve company names and contact information about valuable points of contact for potential customers. Tracking software gives you the data you need to engage with those prospects, and sales and marketing teams can quickly create accurate customer profiles.

This, in turn, arms you with the necessary insight to generate higher-quality leads and convert them into your customers.

What does this mean for your company?

The benefits at a glance 

By using lead-tracking software, you can learn: 

• which companies visit your company page
• whether known leads visit your pages multiple times
• which keywords are relevant
• Details about user behavior and visit history
• What actions lead the visitor to your website

You will find out

• whether the visitor is a customer, a known lead, a prospect, partner, or a competitor, and
• which products and services the visitor is interested in.

In addition, you will reveal data that you can add to your CRM system for further processing.

All this information will be presented to you in a dashboard as a concise list or statistics. As a result, it becomes apparent what the lead’s (or an existing customer’s) needs are, providing you with increased cross-selling and upselling opportunities.

who is visiting my website? Other advantages

1. Time-Saving
2. Actionable
3. Focus on those leads that already show interest 
4. Get to know your target group
5. Keep relevant data only
6. Improve sales ratio and profit share
7. Contribute to a positive return on investment (ROI)
8. A win-win situation
9. Cost-efficient

1. Time-saving 

Tracking tools like LeadRebel are accurate. They display information about your website visitors that is freely accessible yet well-hidden on analytics platforms, social media, or online elsewhere. Once the software is implemented, you can effortlessly find the right business contacts without digging for hours through multiple sources.  

2. Actionable

You have to react fast if you want to increase your sales opportunities. When a lead visits your website, they are interested in your products at that very moment. The more time passes before you approach the lead, the “colder” it becomes, as interest flattens out. Therefore, do respond in real-time and whenever the customer is ready to act. Addressing potential customers as soon as they visit the website makes a good impression and keeps your products and offers in the customer’s mind. Both factors have a positive impact on sales opportunities.

3. Focus on those leads that already show interest – who is visiting my website?

Is it a competitor, vendor, or a prospect browsing your site right now? Unfortunately, not every website visitor is a qualified lead. With tracking software, you can filter out those relevant leads, and your sales team will be provided with preprocessed data. This dramatically reduces the need for aggressive sales tactics (such as cold calling) and reduces the team’s time chasing leads. Instead, they can focus on prospects who contribute to the company’s goals the most. 

4. Get to know your target group

With tracking software, you gain a better understanding of your target groups. You can remove the guesswork on which industries, company sizes, or regions are interested in your offerings (read more about tracking software features here). Through lead generation, you can divide your customers into different demographic groups and focus more sharply on the needs of each of them. Doing so allows you to generate more sales in the clusters you define.

5. Keep relevant data only

LeadRebels filters out ISPs and bots as well as spam traffic. You will receive a concise list of companies that are worth contacting.

6. Improve sales ratio and profit share

One of the essential tasks of lead generation is to boost sales of products or services, keeping costs low. Over 55% of B2B marketers spend more than half of their marketing budget on lead generation. When companies use a lead generation tool, the likelihood of making sales increases because they will only contact prospects because there is current interest on the buyer’s side.

7. Contribute to a positive return on investment (ROI)

Lead generation is a marketing technique. Automated lead generation contributes to a better return on investment: You only spend energy on qualified leads based on your criteria. This way, you can use your man-hours in a more targeted manner and avoid idle time. In return, costs per lead (CPL) go down, which positively impacts ROI.

8. A win-win situation – who is visiting my website?

Lead tracking is beneficial for both sides: customers research an offer that interests them. Most likely, they won’t visit just one company but several providers to gather detailed information. Once a visit takes place, the vendor can provide those customers with the relevant information they require. This is possible because the prospects’ behavior has already revealed some relevant interests. For both parties, the chance of closing a deal increases.

9. Cost-efficient

Advertising measures are considered a prerequisite for corporate success. Thus, it matters to a company which marketing strategy the marketing team chooses. It must be cost-effective while producing good results. For most businesses, software-based lead generation meets this requirement because the investment costs are relatively low. Still, the influx of prospects will steadily increase.

Who is visiting my website? Benefits of identifying website visitors

When you choose B2B lead generation software, your marketing team can generate quality leads without increasing the advertising budget. LeadRebel helps you to identify website visitors. It converts anonymous website visitors into B2B leads for your marketing team to target them.

Instead of the usual 2–3% activation rate via inquiries, phone calls, or website signups, significantly more visitors will be recognized as leads and converted into customers. This has numerous business advantages.

Are you ready to harness this potential? If so, experience for yourself what the program features can do for you and test LeadRebel free of charge for 14 days.

Keywords: B2B lead generation, B2B leads, website visitor recognition, Who is visiting my website, Identify Website visitors

Translated by FabForward Consultancy

The post Who is visiting my website? Benefits of identifying website visitors appeared first on Leadrebel Blog.

What is B2B Lead Generation Software?

B2B Lead generation software is designed to assist B2B businesses in generating new leads from various channels.

Here are the steps how we use B2B Lead Generation Software LeadRebel ourselves:

1. Edit Leads
2. Find the contact person
3. Get in touch
4. Email follow-up message
5. Call

People often ask us: “I have good traffic on my website, and with LeadRebel, I know who visited my website. What’s next? What should I do with all this information?”

There are several ways to convert website visitors into new customers. In fact, many of our users have quite different approaches, and we will soon reveal best practices on how our clients utilize the power of LeadRebel.

In this article, however, let’s first talk about how we handle the data ourselves. With it, you can adopt a similar strategy or develop your very own — one that may be even more effective.

Step 1: Using B2B Lead Generation Software for Editing leads

Every website is different. Some have low traffic, but mainly from B2B sources, and the recognition rate is high; others get larger traffic from private households and barely have any recognition. By recognition, we mean matching the website visitor to a member of an organization’s staff.

Here at LeadRebel, we manage to recognize about 20% of all website visitors, but not every hit is helpful. At LeadRebel, we focus on a specific B2B segment, so we filter out anything that doesn’t fit: Big corporations, where it’s hard for us to reach out to particular contacts, government agencies, higher education institutions, and other organizations we are not hunting for. Next, we look at the time spent on the website and hide all visits that last only a few seconds.

In the end, about 10% of the data volume remains in the dashboard.

Step 2: Find the contact person

You are probably familiar with the “Find employee” function if you already know our software. If not or not too well: You can search for such contacts on the dashboard for each company. These will be sorted according to the criteria you specify (e.g., the company’s roles relevant to you).

Besides social media profiles of employees working for the respective company, you can also find their email addresses and phone numbers with LeadRebel.

There you have it, a list of contact persons with all relevant contact data.

Step 3: Get in touch

Once we have tidied up our dashboard, i.e., removed the companies that are not relevant to us and found which contacts are in each company, we approach them. Our first move is to send a contact request via LinkedIn, connect with the person and send a template-based message.

Of course, the more personalized the message, the better the conversion rate. However, due to capacity constraints, we have to do this without extensive adjustments.

On the dashboard, we tag the organizations we’ve already addressed appropriately.

Step 4: Email follow-up message

Anyone on LinkedIn holding a middle or senior management position knows just how severe the message overload can get. So, it’s no surprise that many of our requests go unanswered.

For this reason, we will send our first follow-up via email. We refer to LinkedIn and get a bit more specific on our offer to that particular company. The good thing about LeadRebel is: we know exactly which page our visitors went to, and we know what they looked at (say, which landing page or blog article). We can therefore target the user’s specific interests directly.

We recommend investing a little more time into these emails, that is, address the benefits of your product or service concerning your visitor’s interests more clearly.

Step 5: Call

Finally, we have come to the last stage of our LeadRebel-based customer acquisition process: calling. If we don’t get a response via LinkedIn or email, we just call. Some of our clients skip the prelude altogether and pick up the phone right away. That’s fine. Perhaps you will even achieve better conversion rates that way.

We believe that potential customers should at least have a rough idea of what we’re talking about. Many can already remember who we are if we refer to LinkedIn and our email. This makes it easier for us to break the ice.

We usually allow two days to pass between steps 3 and 5. This way, prospects have ample time to react to our messages.

B2B Lead Generation Software LeadRebel Results

As you can see, the process we have implemented is very straightforward. We still do generate new leads regularly and bring them to a close.

What does that mean in numbers? In this blog, we have frequently talked about the sales funnel and corresponding KPIs. You probably know that there are several neuralgic points in the funnel where even the slightest optimization can produce significant leverage. Let’s look at these KPIs and the impact LeadRebel has had on our own sales pipeline:

As described, LeadRebel recognizes about 20% of our inbound data volume. Nearly half of it is filtered out, leaving us with 10% that we can treat as leads. Around 20% percent respond to our outreach through the various channels (let’s take 15% as an average), and of those, about 20–30% result in a sign-up.

In short: out of 1000 visitors, we recognize 200 on average, 100 of them are leads, 20 people respond to our follow-up, and 5 sign up. This equates to 0,5% of our inbound traffic.

Conclusion

Over the last year, LeadRebel has become a key lead source for our own business.

Is it reasonable to generalize our case? Surely not. Not every website has a 20% recognition rate. Not every product offering starts at only €29 and is comparatively easy to sell. And, of course, not every website has enough traffic to generate sufficient leads and turn them into customers over time. What we do is just one of the many ways to use LeadRebel to empower your sales force and help them succeed.

Translated by FabForward Consultancy

The post How We Use LeadRebel Ourselves and Contact Our Website Visitors appeared first on Leadrebel Blog.

All industries worldwide record more online search traffic, providing companies with vast amounts of data ready to exploit. Yet in lead generation and during customer acquisition, marketers keep wasting time and resources because data or programs are not used properly. Have you noticed this, too?

According to Salesforce, 21% of all sales reps spend between 8 and 15 hours per week generating leads.

With the right lead generation software, tailored to your company’s needs, you can harvest a steady stream of “warm” leads and benefit from add-ons, such as contact ads or web analytics.

One such software solution is LeadRebel. With it, we will show you how you can acquire new customers more effectively. With LeadRebel and the right prerequisites, you know exactly which companies visit your website.

LeadRebel makes contacting customers easier because you know exactly:

1. That company ACME is interested in your service or product

2. What this visitor has looked at on the website

3. Whether the company belongs to your clientele

In LeadRebel, you can store a POI (person of interest). Then, LeadRebel inspects the data autonomously and automatically identifies corresponding POIs in the company.

What is customer acquistion?

Customer acquisition is the process of acquiring new customers. Gaining new consumers involves convincing users to buy a company’s services or products.

What is LeadRebel? How does LeadRebel support customer acquisition?

LeadRebel is Software-as-a-Service for B2B lead generation and customer acquisition. It analyzes your web traffic and supports your sales team by keeping them fed with a steady flow of “warm” leads.

To do so, LeadRebel classifies and analyzes the data on your website. The tool then returns the corresponding contact information, using an extensive company database and AI algorithms to identify commercial website visitors. The program also offers an option to export the leads. In this way, promising leads are continuously harvested for the sales department.

With LeadRebel tracking, you can:

• See the following information for each visitor: company name, address, telephone number, email, the company description, company category and size, list of employees; 
• Work out a selective strategy to contact the visitor;
• Use the software along with other tools (such as CRM);
• Provide your sales team with warm leads and hot prospects;

Process: customer acquisition step by step

Let’s be clear. There are prerequisites your website must meet before you should install LeadRebel. Otherwise, the investment won’t be worthwhile.

• The first condition to fulfill: generate enough traffic.

Without, LeadRebel won’t be able to gather sufficient data to provide you with useful information.

If you want, our professionals can support your entire traffic generation process, improving your long-term success in acquiring new customers.

You (or we, as your online marketing service provider) generate traffic through various advertising networks such as Facebook Ads, Google, and Bing Ads. Besides, you may already use measures such as SEO, SEM, affiliates, blogging, or email marketing.

We increase your relevant website traffic and boost the number of potential leads even further by deploying targeted advertising campaigns and high-quality traffic.

If you believe there is still room for improving your website traffic, please contact us for help here and now.

Acquiring new customers: powerful tips for customer acquisition

Step-by-step guide to new customer acquisition process:

1. Software integration
2. Marketing strategies
3. How to address prospects?

Deploying software may be an initial step toward warm leads, but it will be insufficient on its own. Such tools are meant to consolidate and streamline your sales team’s work complementing your marketing team’s efforts.

That’s why it’s vital to ensure that sales and marketing work in sync. To do so, any software used within your company should interoperate with each other.

Keep the following in mind when dubbing your sales and marketing teams (tips):

• Integrate all your lead generation channels into one CRM software.
• Important messages about your company and offerings should be communicated to the outside world consistently, i.e., on your website and all other online channels.
• All lead generation forms should ask for information relevant to your industry, which sales reps can evaluate and exploit.

In short: all points of contact your leads go through should be aligned and coordinated.

Step 1 in acquiring new customers: software integration

Once you have enough traffic (we’ll be happy to advise you on this point), you can start integrating LeadRebel and using it immediately. 

LeadRebel will offer your company the following benefits:

– Extensive company database for the DACH market

– Identification of the site visitor’s organization

– Finding employees within these organizations

– Classifying the businesses by industry and size

Software integration is easy

Integrating the LeadRebel process is straightforward. All you need to do is adding a code snippet to your website.

Once done, the actual monitoring of your daily website visitors can begin. Each day you can store a POI (Person of Interest) in the software. LeadRebel inspects the data autonomously and automatically identifies corresponding POIs in the company. Handy: LeadRebel supports you in defining important contact points: Which landing page did the contact visit? Did he download a whitepaper or open an email?

After the qualification, you can decide how to store the information in LeadRebel. The tool will create a new contact with the associated business information automatically. You can assign a lead owner and control who can see it.

Next, you export the dataset in a convenient format of choice and forward it to the sales department. From now on, their task is much easier than before, as they now have information ready-to-contact.

Step 2: in acquiring new customers: marketing strategies

You already know a lot about your potential customer by now. Leads are evaluated based on the prospect’s behavior, and you can define the next action. With facts on how and when your customers interact with your brand online, you can create a one-to-one customer journey. It helps your sales team focusing on qualified leads personally while maintaining other leads automatically.

Professional software highlights successful marketing strategies and customer acquisition

The right software combo for winning new customers should ease your lead generation. To do this, you need to determine which marketing campaigns work and which ones don’t.

Your CRM software should be compatible with LeadRebel to keep lead data up to date. When lead source information is available, your sales and marketing teams can tailor their messages even closer to the customer’s needs.

Examples:

Automatic reminders: They keep you informed about your campaigns. Automatically create a flowchart with customer interactions and the “next steps.”

While personal contact is vital in most sales processes, many tasks can (and should) be automated to boost efficiency.

Lead management: At almost any point in your sales pipeline, a personal call speeds up the sales process. Sometimes, however, leads are not ready to enter the next stage of the sales process.

You can completely automate the lead maintenance tasks programmatically. According to a study by Marketing Sherpa, marketers make one crucial mistake during lead maintenance, though: instead of taking action at this point, they let the lead cool down again. Avoiding this error results in a 79% increase in conversion rate, meaning thousands of sales.

In the beginning, less than a third of all leads are “hot.” But remember: many marketing departments spend big  to source leads. Not contacting them and letting them cool down again is an enormous waste.

Step 3: How to address prospects?

Did you do your homework by now? Then, you are ready for the next step. How do you address the prospects best, by cold calling, emailing, LinkedIn, or snail mail? 

We can’t generalize here because the most effective method depends on various factors such as your industry and team.

The most popular ways of approaching customers when acquiring new customers: 

• B2B phone acquisition

Calling is not prohibited in B2B, but you must observe various regulations, such as GDPR. Generally, you are on the safe side when a business contact existed or calling is common in your industry. LeadRebel is GDPR-compliant and one of the few providers focusing on the DACH region.

• Exploit your networks

Xing and LinkedIn are at the top of the list. Invest in relationships if your counterpart is interested, too. As a reminder: LeadRebel eliminates annoying and tedious contact research. A sophisticated approach is the groundwork for your lead management.

• Letters and mailings

In principle, direct marketing campaigns by conventional mail are permitted. This hasn’t changed with GDPR. Be it a letter, flyer, or a whole catalog: You can send your corporate message by mail to existing or new customers.

The advantage: It can be extensive.

The disadvantage: Compared to other marketing activities, conventional mailing campaign costs per recipient are high 

Mailings can be an excellent way to maintain existing customers. High-quality materials and professional design are mandatory in this case.

• Email marketing

The Inxmail Email Marketing Benchmark 2019 revealed: The average opening rate of B2B marketing emails is sobering 25%. This article gives you tips on how to improve your email campaigns.

LeadRebel and customer acquisition — the key findings

The LeadRebel software, founded on sufficient traffic, creates the right conditions for acquiring new customers. With the software solution, you can determine which company has visited your website.

With that, planning becomes easy because you know exactly what you need:

1. that company ACME is interested in your service or products
2. what this visitor has looked at on the website
3. whether the company already belongs to your clientele 
4. LeadRebel can store a POI. LeadRebel inspects the data autonomously and automatically identifies corresponding POIs in the company.
5. Your sales team receives a steady stream of warm leads
6. You decide how you want to address the customer

Click here for free registration or more information.

Images source: https://www.picpedia.org/chalkboard/s/sales.html

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