After the Pitch: How Visitor Tracking Helps Sales Teams Follow-Up
In the old days, companies pitched prospects and then had to wait and wonder if the prospects were going to bite. Now, you can follow your prospect’s every move once the pitch is over. With the help of visitor tracking, you can see how your prospects interact with your site. This provides invaluable information once a pitch is over.
Get Inside of Their Heads
Visitor tracking allows you to act as a mind reader after you’ve made your sales pitch. You know what you presented to the prospect, and now you can see if it sunk in. You can see if the prospect is reading up on information that you talked about during the presentation. For instance, if you find the prospect reading up on a product that you pitched, you know he or she is interested but wants to learn more. The prospect is still in the research phase and deciding if he or she should pull the trigger.
If you see the prospect fixated on your pricing page, you know that the price is the main concern. He or she might need a special offer to take action. Maybe you see that they are looking at another one of your products a little more closely. Dropping an email asking if they need more information on your other products might be of interest to them now.
Determine What the Pitch Lacked
No matter how prepared you are, even the best pitch often lacks something. You might see what yours lacked through tracking them on your website. For instance, as mentioned above, you might find your prospect checking out different types of services. He or she might be interested in something else entirely so you will need to shift your focus. By understanding what your pitch lacked, you can make adjustments when you follow up with the prospect.
Decide When to Follow Up
When you track your prospects, you also know when to follow up. You can use various lead scoring techniques to determine when the prospect is ready to take action. Then, you just need a well-timed follow-up call to reel them in.
If you’re interested in converting your prospects to customers, visitor tracking is an important asset to have in your marketing arsenal. The more you know about your prospects, the easier it is to convert them. With marketing automation, you can speak their language and give them what they want.
Interested in a demo of Lead Liaison’s Visitor Tracking product, ProspectVision™? Click here!
