Use Web Analytics to Increase Your Sales Leads

If you market your products and services in part or entirely on your web site, you most likely have a Contact Us form to enable Prospects to reach out to you.  While these inquiries are your best and "hotest" leads you are still missing connecting with Prospects who spend time on your site but do not ask to be contacted.  These contacts can be very valuable because contrary to how life works in the real world those Prospects were probably not just browsing.   Let’s face it if a person was bored at work and wanted to spend time surfing sites they would not be reading pages about technologies they aren’t interested in.  Unless of course it had some general consumer appeal.  That aside I think you get my point.  Let’s assume that visitors who spend several minutes on your site have a need they are trying to fill but did not cross the emotional bridge far enough to ask to be contacted.  I would classify this interaction as a potential "warm" lead. 

You may be asking yourself why this matters since the individual did not provide contact information.   Techies know that deep in the site logs one can find out which domains visitors came from but few in sales and marketing have the know how, time, or interest in digging that deeply for information.  

The good news is one of our affiliates has developed an excellent reporting service that provides this information for sales and marketing professionals.  After installing their script on your site, each day you receive a report that tells you where your visitors came from, phrases of interest, which pages they visited, how much time they spent on each page, and so on.  They also have a handy query into contact databases like Jigsaw to provide sample contact names from the domain / account.