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
company.
The company can be:
- Known to you: customer, ex-customer or a current prospect.
- Completely new to you.
Known enterprise
There are several categories to choose from:
- Lead
- 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.
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