Improve your online sales lead tracking
I liked the lead tracking tips provided in Michael Ortner’s article, "Eight Ways to Improve your Online Lead Tracking," on MarketingProfs.com.
Here’s a summary of Michael Ortner’s eight points:
1. Understand the significance of your Web site.
2. Use a Web analytics tool to monitor your Web visitors.
3. Use tagged URLs.
4. Determine which visitors become leads.
5. Centralize your contact information.
6. Highlight your Contact Us page.
7. Know how your prospects find you.
8. Cultivate your leads.
Thanks to Jim Berkowitz’s CRM Mastery E-Journal for pointing me to it. Also, if you’re a B2B marketer with a complex sale, check out Tracking ROI From Web Generated Leads for additional ideas on this topic.
Lead Generation, Lead Management, Lead Nurturing, Lead Qualification, Marketing Strategy, ROI Measurement, Web/Tech, Weblogs
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These are great points. The only thing I would add is to immediately enter lead info from websites into a good lead management system so they are immediately on track for follow-up, and to keep track of where the leads came from. There are several good free systems so it doesn’t have to break the bank… Zoho CRM and http://www.octopuscity.com are two.
How about using Google Analytics? I’ve been using it for sometime and it’s very useful in keeping tabs on online traffic. I usually pair it with my lead analytics software, so I could better understand the characteristics of my sales leads. After all, Google Analytics can let you know where your leads come from and how often they visit your website.