Even if your website is an indisputable source for leads, these leads are often completely anonymous to you until the moment that they engage your company by a specific action, such as filling out a web form.
Yet these visitors do so much more on your website that could be a great resource before you ever contact them. What pages did they visit? Which forms were filled out?
Not all visitors to your website are created equal, after all. Someone who has visited 10 pages is a much warmer lead than a visitor who only visited your careers page, for example.
In order to help our customers better take advantage of this kind of information, Sellsy has now incorporated lead tracking and scoring into our CRM Module as a native feature.
In fact, we have been using the feature ourselves here at Sellsy for the last several weeks and it is well worth checking out :)
Step 1: Tracking Leads
In order to take advantage of the new lead tracking feature, just configure and install the Sellsy Widget for your website to get started.
One of the best parts of this new feature is that the tracking begins the moment a visitor lands on your website. Once they fill out a form with their information, their browsing history on your site will be attached to their file generated in the Sellsy application.
Their activity will of course continue to be tracked after they have registered their information.
The conversion of an anonymous visitor into a lead can be done one of two ways:
- either when a visitor fills out a Sellsy Widget form
- or if you use a form from a Sellsy landing page
Note: you can use a Sellsy landing page without changing your website by directly integrating it to your current site.
Step 2: Scoring Leads
While tracking visitors is great, not all visitors are the same. Sellsy’s CRM Module allows you to assign values to different kinds of behavior to score each lead from your website.
Rather than manually investigating the browsing behavior of each of your visitors, this allows you to easily differentiate a visitor who just visited one blog post from the visitor that went through your entire FAQ section of your site.
This score adjusts over time so you can follow the leads that are becoming warmer directly from the pipeline view.
Step 3: Data Mining
Once scoring is in place, you can easily use this value to optimize your prospecting. It’s very simple, for example, to filter your leads by score:
This filter can be handy for creating a dynamic segment to send reminders to via the Sellsy Marketing module.
Similarly, to "warm up" your leads, you can simply drop those with a small score on a dedicated automation step in a stage of your pipeline.
These new features are designed to save you time and allow you to focus on your files with great potential.
As always, we’re always at your disposal to discuss these new features if you have any questions, comments, or feedback.