In this article, you will find detailed instructions on how to lead generation with LeadRebel works. We explain the whole process using the example of a software agency, a typical B2B business model that can be applied to most other industries.
Overview: What Does LeadRebel Do?
The software analyzes your website traffic, identifies companies, and suppresses traffic coming from other sources. Based on the companies determined, the company data and a list of employees or potential contact persons, including their email addresses, are displayed.
What Benefit Does LeadRebel Provide for Your Lead Generation Strategy?
98 % of website visitors leave your site without any interaction (purchase, request, subscription, etc.). This means that out of 100 visitors, only 2 % leave their contact details. And what about the rest? This is where lead generation with LeadRebel comes into play. Our software takes care of the rest. This means: If the potential customer does not contact you, you contact the customer. All the necessary conditions are provided for this: Be it the telephone number of the company, the employees’ email addresses and their responsibilities or, more importantly, their “presumed consent” (depending on the visitor’s behavior on your website).
When Should You Use LeadRebel?
There are certain prerequisites for successful lead generation with LeadRebel:
- You operate in the B2B sector.
- You sell your products or services (among other things) via a website.
- Your website meets the minimum standards of the 21st century.
- Your website receives traffic!
- You have a way to run sales proactively.
There are many more “nice-to-have” bullet points; the ones listed above are the critical ones. If your website is terrible, your generated traffic will end up wasted. If you have a beautiful website, but no traffic, there is nothing for LeadRebel to identify. If you have both, but no salespeople, then no one can proactively reach out to the many identified prospects.
What Do You Need to Use LeadRebel?
First, you must use Google Analytics on your website or implement our tracker (you can use both methods independently or together). Google Analytics can be integrated with just two clicks providing most of the necessary information. Where it fails, you can use our own tracker, for which you have to insert a code snippet into your website manually. That’s it! Sit back and start collecting your leads.
Case Study: Integration of LeadRebel into the Sales Process of a Software Company
This is a real-life example, a small software development company whose name we do not want to mention here. Let us just call it “Agency XY.”
The agency operates in a highly competitive market. Customer acquisition is mainly carried out online with the help of the company website. Traffic is generated via SEO and SEA (= Google Ads) and directed to several landing pages. Thereby, the traffic is evaluated with Google Analytics in a relatively cumbersome way. The company is mainly dependent on inbound inquiries. Fierce competition on SEO and Google Ads combined with higher click-through prices are forcing lead generation costs to rise steadily. The sales staff contact the identified potential customers, who in turn show little interest as they are confronted with similar offers daily. There are about 100 website visitors every day with a downward trend.
The situation is to be improved on two fronts at once: On the one hand, more traffic is needed, while on the other hand, it has to be converted into potential leads more effectively. The means of choice: LeadRebel.
Step 1: Traffic
To begin with, the LeadRebel team takes care of the Google Ads campaigns: both quality and quantity of traffic increase. Now, there are about 140-150 visitors per day on average rather than 100, who also spend more time on the website. Additionally, there are far more inquiries generated. While previously there were about two queries per day, the number has now risen to four, although traffic has only increased by 40 to 50 percent. Obviously, advertising expenditure also increased, but it rose by “only” 30 %, which is less than the traffic grew itself.
Step 2: Lead Generation with LeadRebel
Let us move on to the second step: As mentioned above, only about 2 % of all website visits lead to interaction. This can perhaps be slightly improved by making websites and advertising campaigns more effective. At best, conversion rates will increase from 2 % to 3 %, that is, with 150 visitors per day, one to two additional leads. That’s not that bad in itself, but by far not enough for a breakthrough. This is where LeadRebel comes in.
But first let us make some calculations: Due to the business orientation of the agency, the website attracts both, corporate and private visitors. About 40 % of the traffic is “lost.” This non-B2B part cannot be identified for technical reasons (apart from data privacy issues). So out of 150 visitors, 90 remain. Out of these 90, not every visitor can be identified as a company, meaning that on average, a further 20 % is lost. This leaves us with a yield of 70 companies per day.
Yet, not all visits are “equally good.” If, for example, the tax office hits your homepage, you won’t pick up the phone right away and try selling something to them. In turn, several visitors may try selling something to you, but you can spot this reasonably well by checking their behavior on the sites or by reviewing their company profile. As a result, we manage to segregate further 20 % of visitors on average, leaving barely 60 potential leads.
Of those leads, we will remove any that have not spent at least 1 minute browsing the site. Does the website have several sub-pages (which means no one-pager) the number of visited pages is also of importance? They should have been on two to three, or else the visitor probably wasn’t that interested. As a rule of thumb: Either stay for more than one minute or visit more than three pages. By doing so, we identify the companies actually having a high interest in our products or services.
In the case of the agency, the number of potential customers is further reduced by 50 %, leaving some 30 guests who can be clearly identified as businesses, match the target group and express a high level of interest.
Ultimately, the number of leads per day has increased from four to 30. Although we can still exclude large corporations where it is rarely possible to find the right contact person among their thousands of co-workers, we still manage to retain some 20 leads. This is 20 potential customers a day! Every day!
For every single online visit, you will find corresponding company information such as business sector, location, company description, phone number, email, etc., as well as details of employees and their email addresses. These leads are then imported into the CRM system and sent to your sales representatives.
Bottom line: Instead of three to four inbound leads and a lot of cold calling, your sales team now harvests 20 to 30 “warm” leads every day, enough to leave its mark on turnover within a couple of months.
Before and After Comparison
100 visitors x 2 % Traffic-to-Lead-Conversion-Rate = 2 leads / day
After LeadRebel integration:
150 visitors x 13 % Traffic-to-Lead-Conversion-Rate = 20 leads / day
Associated costs: 119 Euro/month for the LeadRebel subscription plus a 30 % increase in the Google Ads budget. For “Agency XY,” the whole experience has paid off many times over. By using this “simple” tool paired with a new strategy, a lot can change for your company, too.
Other articles that may be of interest to you:
If you’ve wondered how much a lead costs on average in your industry, read the article about the cost of acquiring new customers.
Privacy is paramount when it comes to email marketing. Read this article on GDPR and its impact on marketing and sales.
If you want to learn how to generate more leads, read this article about 13 ways to generate leads.