Tips and tricks to turn Lead Forensics leads into paying customers

Looking to turn more Lead Forensics leads into valuable sales opportunities? You've come to the right place. 

Before working with Shortlist Marketing, many of our clients struggled to generate ROI from their Lead Forensics investment, with many of the leads generated going cold and not converting. 

Our team of B2B experts know Lead Forensics like the backs of their hands, and have helped all of our clients turn their Lead Forensics into a powerful sales-tool, rather than just a visitor identification software.

We spent the last few days catching-up with members of the team to get their tips and tricks so you can turn Lead Forensics leads into sales-opportunities, here's what they had to say:

Richard Preston, Head of Sales:

"After the visit has been identified, there are still many steps to go through before this intent turns into an opportunity.

"You need to know who to sell to, first and foremost. It doesn't really matter who at the organisation was on the website, you just need to know your way into the organisation so you can start communicating effectively.

"Understand what pages the company had visited, this will help you know exactly what the prospect was looking for so you can tailor your outreach accordingly, this is even more important in an organisation with multiple products and services.

"Most importantly, remember that not all visits will be ready to buy. Outreach with educational messages and offer guidance initially, instead of trying to sell."

Logan Shaw, Business Development Representative:

"Although a lot of good-fit companies might be visiting your website, you won't really have the visit information to assume they're actively looking for a solution. Use the visit history to gain a better understanding of the intent behind the visit, and structure your messaging around that.

"One overlooked aspect is how often to check Lead Forensics. I like to do it hourly, if someone's been on the site recently, they're probably still at their desk - so it's perfect to get your message out quickly!"

Jonathan Fancett, Business Development Representative:

"After you've spotted a good visit, do a data audit on the company. How is the company structured, who are the decision makers, has anyone moved on recently, do we already have the required contact details? Doing this will help you avoid wasting your time from calling a junior member or an old contact.

"Analyse the company and your target contacts, have they hit any persona or professional milestones recently, what content have they been engaging with or sharing - use this in your messaging to show the humanity of your outreach.

"Never mention the web visit when calling - unless it's absolutely necessary - especially not to a gatekeeper. Instead, look at the key messages of the pages they visited and start showing solutions to their pains. Wait until you hear an objection, then use the visit to your advantage, it works more often than you'd think!"

David Binnall, Business Development Representative: 

"Lead Forensics is a great tool at qualifying leads from the outset - don't forget that. When working for clients, we're able to easily identify if companies are in our target industries and if they are the right size, directly from the Lead Forensics visitor list. 

"This visibility means you won't waste time researching or communicating to an organisation that was always going to be out of remit. In essence, Lead Forensics allow us to focus our efforts on companies we know we can support, who have already shown intent. It's perfect"

So, there you have it, the key tips for Lead Forensics success, straight from our expert Sales team. Here's a summary of everything they covered off:

• Identify and communicate to relevant contacts in tracked organisations on the same day as the visit.
• Understand what content prospects engaged with and use that to support your outreach.
• Use personalisation when you outreach, make the message relevant to the contact.
  • Check Lead Forensics multiple times` a day to keep on top of incoming traffic. 
• Use your time wisely, understand if the Lead Forensics visits are companies you can work with before you start reaching out. 
  
  

If you're looking for support turning your Lead Forensics visitors into paying customers, then you can find more information about our Lead Forensics services here.

Or reach out to speak to a member of the team.