Company websites are failing to generate B2B leads
About 2 years ago we from Engago Technologies had the plan to develop an online web service for businesses. During the writing of the business plan we were faced with the problem of lead generation as this would rely heavily upon the website.
Industry research reports that only 2 to 3% of all website visitors will ever register on an online form for a download, a podcast or contact a company directly for further information. Thus about 97% of all potential customers are lost upfront.
On the other hand most (7 out of 10) business deals start with an Internet search for retrieving information and comparing products and solutions.
This means most potential customers will be looking around your website, but hardly any of them will contact you or will reveal their identity. This leaves you without any selling opportunity although the leads have visited your website.
During several discussions with friends and colleagues active in different business, they recognized having the same problem. This led to the conclusion of being a general problem for both brick-and-mortar enterprises and online businesses.
Any company that has visitors on their website hardly generates any leads from their website as there is no identification of those visitors and the companies they represent.
After a market research on several existing solutions we saw room for improvement in features, functions and a higher level of company identification. Thus we decided to tackle the problem of lead generation and customer nurturing by developing a solution that starts by identifying the website visitors by company name and provides additional information like language, geographic location, number of visits and visitors by company, the search terms used or direct access. The thumbnails of the pages visited indicate visually the interest in your specific products or solutions.
Using the friends and colleagues as Beta users, allowed us to adjust and improve the solution to their needs by adding functions and features like a weekly or daily email report of the visiting companies.
Lead generation
The first purpose of the service is to contact (by cold calling or sending email) possible contacts within the visiting organization. These contacts are found using the Internet Data Mining on the company supplied by LEADSExplorer.
In order to keep track of you communications we have added a CRM that is seamless integrated with the website and email communication exchanges. Thus any visitor from any company in the CRM is plotted on the Activity chart of the company. The Activity charts bring together the communications history and the visit history. This allows you to see and analyze the interactions and the reactions upon your communications allowing adjusting the message.
The Activity charts also indicate the prospects that need more or less attention compared to their lead qualification valuation.
As email has become probably the most important communications channel in business, we have added the automatic collection and aggregation of the emails you have sent to and received from a company. Thus all of your emails are neatly organized for every customer in the CRM.
Customer retention
Generating leads and turning them into new customers is very exciting, but keeping your customers will normally bring more operating income, hence the importance of improving the efficiency of your customer retention.
1) As you can precisely follow–up on your communications and the reactions of your customers by the visits and their communications, it is likely you can improve your customer retention as you can measure the level of interest of your customers.
You will be able to analyze:
- If a message generated interest or not.
- If there is any sign of interest
- If there is an increase or decrease of interest
- How the customer reacts upon different messages and information.
2) If the company starts visiting again or even worse stops visiting, it is time for your account manager to call upon his contacts within the company. He is then armed with the information about the interests shown in your products or your solutions by the pages visited or re-visited.
LEADSExplorer http://www.LEADSExplorer.com
The LEADSExplorer web service is applicable to large and small companies having a website that receives traffic, no matter how much traffic.
Our view is that all online information:
- The website
- The email communications
- The CRM
has to come together in one environment in order to increase your sales and your bottom line.
LEADSExplorer is available in 2 packages:
- The basic version for discovery of the visiting companies allowing capturing information from the Internet and export the data to a CSV file (Comma Separated Values) for further use in a spreadsheet, data base or a CRM.
Pricing is based upon number of monthly visitors and number of users.
- The combined solution with discovery of the visiting companies and a CRM provides the seamless integration between your company website and your email conversations with your leads and customers.
Pricing is based upon the number of monthly leads and number of users.
Engago Technologies Ltd. http://www.engago.com
Engago Technologies Ltd. is a bootstrapped company from the UK that develops markets and operates online services for businesses.
The aim is to provide for businesses On Demand web services, which they require to take full advantage of the new technologies of the digital age.
Best regards, Tom Engago Technologies Ltd.
Company websites are failing to generate B2B leads About 2 years ago we from Engago Technologies had the plan to develop an online web service for businesses. During the writing of the business plan we were faced with the problem of lead generation as this would rely heavily upon the website. Industry research reports that only 2 to 3% of all website visitors will ever register on an online form for a download, a podcast or contact a company directly for further information. Thus about 97% of all potential customers are lost upfront.
On the other hand most (7 out of 10) business deals start with an Internet search for retrieving information and comparing products and solutions. This means most potential customers will be looking around your website, but hardly any of them will contact you or will reveal their identity. This leaves you without any selling opportunity although the leads have visited your website.
During several discussions with friends and colleagues active in different business, they recognized having the same problem. This led to the conclusion of being a general problem for both brick-and-mortar enterprises and online businesses. Any company that has visitors on their website hardly generates any leads from their website as there is no identification of those visitors and the companies they represent.
After a market research on several existing solutions we saw room for improvement in features, functions and a higher level of company identification. Thus we decided to tackle the problem of lead generation and customer nurturing by developing a solution that starts by identifying the website visitors by company name and provides additional information like language, geographic location, number of visits and visitors by company, the search terms used or direct access. The thumbnails of the pages visited indicate visually the interest in your specific products or solutions.
Using the friends and colleagues as Beta users, allowed us to adjust and improve the solution to their needs by adding functions and features like a weekly or daily email report of the visiting companies.
Lead generation The first purpose of the service is to contact (by cold calling or sending email) possible contacts within the visiting organization. These contacts are found using the Internet Data Mining on the company supplied by LEADSExplorer.
In order to keep track of you communications we have added a CRM that is seamless integrated with the website and email communication exchanges. Thus any visitor from any company in the CRM is plotted on the Activity chart of the company. The Activity charts bring together the communications history and the visit history. This allows you to see and analyze the interactions and the reactions upon your communications allowing adjusting the message. The Activity charts also indicate the prospects that need more or less attention compared to their lead qualification valuation.
As email has become probably the most important communications channel in business, we have added the automatic collection and aggregation of the emails you have sent to and received from a company. Thus all of your emails are neatly organized for every customer in the CRM.
Customer retention Generating leads and turning them into new customers is very exciting, but keeping your customers will normally bring more operating income, hence the importance of improving the efficiency of your customer retention.
1) As you can precisely follow–up on your communications and the reactions of your customers by the visits and their communications, it is likely you can improve your customer retention as you can measure the level of interest of your customers. You will be able to analyze: - If a message generated interest or not. - If there is any sign of interest - If there is an increase or decrease of interest - How the customer reacts upon different messages and information.
2) If the company starts visiting again or even worse stops visiting, it is time for your account manager to call upon his contacts within the company. He is then armed with the information about the interests shown in your products or your solutions by the pages visited or re-visited.
LEADSExplorer http://www.LEADSExplorer.com The LEADSExplorer web service is applicable to large and small companies having a website that receives traffic, no matter how much traffic.
Our view is that all online information: - The website - The email communications - The CRM has to come together in one environment in order to increase your sales and your bottom line.
LEADSExplorer is available in 2 packages: - The basic version for discovery of the visiting companies allowing capturing information from the Internet and export the data to a CSV file (Comma Separated Values) for further use in a spreadsheet, data base or a CRM. Pricing is based upon number of monthly visitors and number of users.
- The combined solution with discovery of the visiting companies and a CRM provides the seamless integration between your company website and your email conversations with your leads and customers. Pricing is based upon the number of monthly leads and number of users.
Engago Technologies Ltd. http://www.engago.com Engago Technologies Ltd. is a bootstrapped company from the UK that develops markets and operates online services for businesses. The aim is to provide for businesses On Demand web services, which they require to take full advantage of the new technologies of the digital age.