You’ve Installed Whoisvisiting, Now What?
Last updated Apr 11 2018
Now your tracking code has been successfully installed, everything is all set for you to start benefiting from the Whoisvisiting platform.
The insights from your website visitor data are extremely valuable. From logging into your account and viewing your website’s dashboard, you will instantly be able to see –
- Which companies are visiting your website
- The pages they are browsing
- How long they are staying for
- Which sources they have come from
But visualisation is only the beginning. It is what you do beyond this which creates the unique experience and therefore leads to greater value added.
Whoisvisiting, when used intelligently, can help your business identify lead generation opportunities, highlight where to focus your marketing efforts and ultimately assist you to make important business decisions for progressive action.
There are four main components of the Whoisvisiting platform
- Data Collection
The quality and relevance of the data which you can capture is influenced by the marketing activity which you are implementing to drive traffic to your website through the following channels.
Optimising your Whoisvisiting dashboard to ensure that it is compliant with the way your business operates.
Allowing the data which you collect to filter into the most appropriate direction in an automated way.
These are some of the ways which you can re-engage website visitors who have displayed an interest in your product or service but have yet to convert.
Whoisvisiting as a tool does not know the nature of your business, it only provides insights.
Therefore you need to make it synchronised with your own industry and organisational structure to integrate it correctly.
Here are a number of ways which you can make the tool functional with your business and focus on what your needs are from the platform.
Creating New Users
Whoisvisiting allows you to add unlimited users.
Therefore, you can allow every relevant person within your team structure access to the dashboard in order to utilise the system for whichever purpose.
It is important that you get your users set up correctly for ongoing progression with the tool.
For some businesses, it might be more efficient to nominate one individual to control the management of the visitor table and the distribution of the leads and opportunities within that.
It will depend on your own business working structure and the follow-up process which you decide to implement.
You could alternatively select specific permission levels to organise the management to an even greater point of detail.
This will be required for each user which you want to be able to log in, receive reports or is ultimately part of the wider sales process.
Every business uses categories differently in application to the nature of their own organisation and how they are using the Whoisvisiting tool in general.
Using categories is a way for you to customise the Whoisvisiting dashboard in sync with your specific and unique business needs.
This allows the selected user(s) to quickly visualise the situation of the dashboard and manage the follow-up stage accordingly.
These can be created in your settings and customised with a Category-Specific Colour and a Category-Specific Icon.
These Categories could be anything relevant to your prospects, customer base, sales process, lead management or working environment:
From here, companies who visit your website can be assigned to a particular category for greater clarity and organisation going forward.
This cleans up the ‘noise’ of the visitor dashboard and allows you to prioritise, delegate and to get directly to the new or more important information a lot faster.
Creating a process around the allocation of category assignment is important to ensure you are consistently keeping on top of it. Either creating a rota, a scheduled routine or one person to oversee the visitors.
You can apply a filter to show only specific categories you want to see within the visitor table. And export this into CSV or Excel format for ongoing usage.
Further to this, a trigger report can be created for a visitor who is assigned to a particular category.
This allows you to be alerted to that visitor returning and ensures you will not miss out on that immediate development.
Tracking pages and creating trigger alerts for what your business considers to be the most crucial website visitors and journeys is a brilliant way to pre-qualify visitors to specific areas of the website and access the relevant leads.
The first task you will need to complete is to set up Tracking Pages. These are on-site pages that are automatically tracked from the date they are created, they can then be filtered by on the Visitors page or used as trigger conditions.
The four types of criteria are as follows:
Exact Match or Begins With –
Unspecified Parameter Matching –
Parameter Wildcards –
– You can learn how to set these us in greater detail here –
Setting up tracking pages and trigger settings saves time rather than manually identifying the stronger opportunities.
This can then alert to the correct person within your organisation who looks after or represents a product or service area and can streamline the follow-up approach in an effective way.
Triggers can be made as simple or as complex as you want or need them to be:
This is where you can really bring the product alive in terms of directness and relevance.
Depending on how your business chooses to benefit from the system, setting up reports enables you to control the data you receive in terms of frequency and detail.
You may be very hands on within the dashboard, alternatively, you may want to set automatic reports for a concise overview of the information which is most relevant to you as and when is convenient.
You can select any of your users to receive real-time notifications sent straight to the email inbox.
This will notify of a first-time, recognised businesses landing on your website. This is with the option available to filter by country of your choice.
You can schedule users to receive detailed reports from the reporting hub within the dashboard.
Here you can create specific reports for each person with full control over the information sent in the report in terms of visitor detail.
They can also be customised in terms of frequency and time to suit your needs.
You will then have access to the full report of that information with all visitors over the time chosen, with the information requested.
COMPANIES BY CHANNEL
This report allows you to visualise a concise overview of the source which your website traffic is coming from.
This is helpful from a marketing perspective to see which campaigns are taking effect. Further to this, you can download the data and use it combined with Google Analytics information to gain insights into conversion rates.
How To Follow-Up Effectively With Your Website Visitors
It is important that you act upon the visits which your website receives and follow up with your prospects and lead opportunities in an organised and effective way.
This is in order to maximise the potential of the software and capitalise on the insights being provided and return on your investment to the greatest value possible.
It is the case that a website visitor has a certain degree of interest from casual to strong. But in order to qualify their relevance as a qualified lead and transition their interest into action, follow up is needed for various reasons:
– Instigating communication
– Providing information and support
– Offering extended expertise and guidance
– Developing potential sale opportunities
95% of your website visitors are leaving without further interaction, despite many being suitable buying personas.
This is why building a follow-up system around the Whoisvisiting platform is so vital in order to make the strongest use of website visitor tracking software
Many companies will visualise the data but fail to actively develop anything from it.
You are able to discover opportunities which would have fallen by the wayside. But without being proactive towards them, they are as little value to you as before you had them identified.
Here is a guide to help you organise your work Whoisvisiting workflow and allow you to maximise the potential of the software for your business –
Email is one of the strongest outreach tools available to you with regards to following up with your website visitors.
The email option is not overly intrusive and gives the visitor the choice of if/when to respond at their own convenience.
Cold email alone is an extremely effective and commonly-used marketing strategy but compounded with Whoisvisiting, you are able to heat up a cold email as there is already a level of interest displayed.
The main barrier with an email is the knowledge of reception and digestion of your message.
But there are email tools available such as Mixmax which will allow you to create automated cadences which send pre-scheduled sequences and also lets you see when your email has been opened.
Another issue with email follow up is whether or not the message is being sent to the appropriate person or exact website visitor.
Privacy laws prevent the identification of an exact person visiting your website, however using Whoisidentify, due-diligence and logic, you will easily find yourself outreaching into the correct direction.
In this case, you would expect the mail to find its way into the right hands, but if you have identified a specific person through social media who match the job role/point of contact which you would usually do business with, the follow up should still have the same effect.
If the company size is significantly large it makes it a bit more of a long-winded journey to identify the relevant visitor. The process may lead you to an area of progression naturally, once your presence is established.
The generic admin email is normally a solid starting point as this address will be managed and filtered out to the relevant departments. Therefore, your subject line and indication must be clear.
Often the visit notification can be an indicator and qualifier that a company is relevant for pitching to – regardless of the exact visitor being found, it is an invitation to prospect the business nonetheless.
Your email cadence approach style and transparency will depend on your company culture.
You might be happy to clearly say – we have seen that you have been on our website. Similarly to a cart abandoned notification you might receive when shopping.
It is certainly more direct and catches the attention of the receiver.
Warm email subjects:
– Come back to our site
– We have seen you have visited our website – do you need further assistance/support
– Special/limited time offer on product service page visited/spent the most time on
– Phone call invitation
As with many businesses, you may not want to express the fact that you have seen them come on to your site to view information. Therefore you can design your email in a completely coincidental, cold email style. But with the effects of a warm email.
Cold email subjects:
– Name x Company
– Lunch invitation
– Hello, I checked you out on LinkedIn
The power of picking up the phone and calling people/businesses directly should not be dismissed or underestimated.
In fact, it should probably be encouraged. Especially when you already have the insight of a businesses presence on your website to some degree.
Your conversation direction can be driven by the data which you have received –
– Number of times visited
– Time spent on page
– Product / Service pages visited
So you can create your own unique lead scoring algorithm of who is worthwhile to outreach to in order to manage time more efficiently.
These can be applied Trigger settings to alert you to specific combinations of visitor detail.
With regards to phone call follow-up, it is about embracing the journey. Remember, this is not a cold call. Unless you want it to be so.
You are calling to follow up with a website visitor. It is not a random, cold enquiry.
Therefore you have a foothold and leverage to use in getting beyond the gatekeeper and accessing the relevant decision maker within that organisation.
With a small bit of research into their journey around your site and the exact areas which they have displayed a legitimate interest level in, you can control the conversation.
Social media can be a fantastic follow-up opportunity in continuing to plant the marketing seed on a prospect who has visited your website.
Connecting with businesses or professional contacts of companies who have been on your website. This can add a personal feel and often reaffirm any interest and additional awareness.
Following the businesses on Twitter who have visited your site is a way to keep in their loop and potentially attain a follow back. This can continue the relationship between companies.
You may also consider entering the direct messaging inbox of businesses to instigate further activity with your company page in a direction you choose.
This is a low-key method which is rarely considered but could be a very effective follow-up tool for your business in re-engaging website visitors.
Again, by creating a minimum activity level required or on specific pages of products and services, any company who goes beyond that can qualify to receive a direct mail package offering greater detail and maybe even a potential offer or incentive.
The beauty of direct mail is in its physical capacity and likeliness to be opened and digested.
You can really make an effort with these packages in order to leave a positive impression with the receiver.
Promotional products or appealing display, these are psychologically strong ways to create a great attachment and long-lasting effect to return traffic to your site and create sales opportunities from various strength leads.
Retargeting ads are an intelligent method to automate follow up with visitors who have been browsing and have left your website.
It presents the opportunity to remind those who have displayed an interest in returning for another conversion opportunity at a time which may be more convenient to them.
There are two main styles of retargeting ads:
This is the automatic placement of a pixel within the browser of a website visitor. This triggers purposed follow up advertisements to appear as and when they leave your site, instigating their re-engagement.
Of the email addresses collected, these can be exported and then re-uploaded into a list-based retargeting campaign.
They can be delivered through various channels including Facebook and Google ads to begin a direct attmept to get these visitors back to your website.