Qualify website visitors as leads: website and Internet data
Once the visiting company has been defined and information retrieved
from the Internet, the goal is to classify or qualify your visiting
The company can be:
- Known to you: customer, ex-customer or a current prospect.
- Completely new to you.
There are several categories to choose from:
- Customer: these you know
- Ex-Customer: these you know
- Prospect: these you know as you are already prospecting
- Individual: people apparently not belonging to a company
- Competitor: these you know
- Finance: financial institutions, VC’s
- Media: journalists and bloggers
- Other: undefined
Qualify as Lead
How to decide to classify as a lead or not?
Is the company interesting enough or not to follow further up?
There is ample information:
- The company
- The company website
- The search terms used or the originating page or direct hit
- The pages visited
- The total time on pages
- The view time of specific pages
- The number of returning visits
- The number of unique visitors of the company
- The location of the company: in your geographic area or not?
- The geographical location of the visitor: in your geographic area or not?
All this data can be used to weigh a visitor and the visiting company
to be classified as lead or not.
If the visiting company is not interesting for the moment, maybe it will be during the next visit.