17
Dec

On Recent Enhancements to the VisualVisitor Anonymous Website Visitor Recognition Service

VisualVisitor (http://www NULL.visualvisitor NULL.com) is a comparatively low cost option businesses can use to mine more information from visits to their websites. At $39.00 per month, the subscription should be within the reach of most businesses. Some recent enhancements to the product are worth a mention.

The visit report template now includes historical information. So sales team are not only notified about current visits, but are also presented with a summary of earlier visits, from the same internet end point, to a given website. Knowing who’s been to your website before, and the amount of time between visits can be useful information. This historical information is also valuable as a method of determining return on investment in email marketing campaigns. The VisualVisitor tagging system can be incorporated into email campaigns, to provide a richer set of data about email recipient behavior.

Customer service organizations should welcome this feature. If, for example, specific information has been exposed on a website to mentor customers about important product features, then a review of historical visit information should determine whether customers are finding the information, and using it as intended, or not. The process of modifying the way information is exposed on a website becomes much easier when data, like the VisualVisitor historical information, is available to test assumptions. Certainly any organization benefits when no more than a few modifications need be made to website branding to deliver a targeted visitor experience. Best of all, less work usually translates into lower costs.

There are many other variations on the above example likely to be attractive to businesses considering a solution like VisualVisitor. A free trial is available, which may be the “right way” to determine whether or not this service fits with the needs of your specific business.

We have clients actively using the service, and can attest to its value.

Ira Michael Blonder (https://plus NULL.google NULL.com/108970003169613491972/posts?tab=XX?rel=author)

© IMB Enterprises, Inc. & Ira Michael Blonder, 2013 All Rights Reserved

25
Nov

Online Marketers Need to Look to Tools Like VisualVisitor to Fill the Gap Left by Changes to Google Analytics

Online marketers need to look to tools like VisualVisitor (http://www NULL.visualvisitor NULL.com) to fill the growing gap between their need to gather information from website visits and the information available to them from widely used tools like Google Analytics.

Analytics offers a tremendous amount of functionality, at absolutely no cost, to the majority of its users. But the features, increasingly, seem to be designed to support Google’s Adword product. In the summer, and early fall of 2013, there was a substantial amount of discussion, online, about whether or not the “keyword” feature of Analytics had been removed from the product. Adwords users could still access the keyword data they needed, but locating the same information in Analytics became a very difficult task. (as of November 21, 2013, “keyword” information is still available in Analytics. But the “keyword” feature is now nested within the “Acquisition” tab, and under “Advertising”)

For readers unfamiliar with Google Analytics, this “keyword” feature provides Analytics users with some highly useful information about website visitors. If a website visitor used a search engine to find the Analytics user’s website, then the search query string, meaning the actual keywords input to the search engine, were provided to the Analytics user. Armed with this keyword data, an Analytics user can accelerate the task of improving the online content of specific web pages within a website to better magnetize the right visitors.

The “keyword” feature is still included in the product. But website visitors arriving to a site as the result of “incognito browsing” (meaning browsing without cookies, history, or most other personalized indicators) no longer leave a trail of keywords. The keyword string is left encrypted, and is no longer available to the Analytics users.

But VisualVisitor, which provides users with identifying information about otherwise anonymous website visitors, can be used to fill in some of this gap. For example, by better understanding the sequence of pages visited, online marketers can determine whether content is leading visitors in the right direction, or not. VisualVisitor provides users with detailed information about specific pages visited by specific website visitors. Campaign specific tags can be implemented to provide even more information. These tags are useful to increase the value of email campaigns.

If your organization would like to implement a solution like VisualVisitor to fill in the information gap I’ve described, and would like some help, please let us know.

Ira Michael Blonder (https://plus NULL.google NULL.com/108970003169613491972/posts?tab=XX?rel=author)

© IMB Enterprises, Inc. & Ira Michael Blonder, 2013 All Rights Reserved

23
Oct

Track Website Visits by eMail Campaign Recipients to Improve Efforts to Rank Leads by Quality

Small businesses often operate at a disadvantage when it comes to the range of options available to them for generating leads from online communications opportunities. Rarely will one of these lead generation systems include a ranking component. But a lead ranking component is an important tool sales teams can use to prioritize time to allocate the most attention to the most promising leads.

But with the latest version of VisualVisitor (http://www NULL.visualvisitor NULL.com), a truly low cost system may finally be available to these businesses to add this missing piece to the tool set of their sales teams.

I use VisualVisitor and have one client using the system, as well. The most valuable feature of this product for small businesses is the information it provides about the otherwise anonymous visits of business prospects to their websites. My client and I have successfully used the product to close sales. These sales matured faster than would have been the case without the information about website visits by these prospects to our websites.

I’m pleased to note a substantial improvement in the performance of this product. A tagging system has been added to the feature set. These tags can be used to add information about email campaigns to specific leads already identified by the VisualVisitor system.

The tagging system can add a lot of power to efforts to rank leads. For example, it certainly makes sense for sales people to spend more time on website visitors also included in email campaigns. Further, the website visitors with the highest frequency of visiting websites should receive the most attention. VisualVisitor’s new tagging system can certainly be used, successfully, to identify this specific group of website visitors.

I also like the set up of the tagging system. All of the work is performed via the VisualVisitor control panel. Therefore, there is little chance of a system malfunction as the result of the email campaign method. No need to worry about setting up tags in Constant Contact, iContact, MailChimp, or any other email campaign management tool.

Ira Michael Blonder (https://plus NULL.google NULL.com/108970003169613491972/posts?tab=XX?rel=author)

© IMB Enterprises, Inc. & Ira Michael Blonder, 2013 All Rights Reserved

17
Jul

It Pays to Know Who Is on Your Website When Managing Large Sales

Sales with a substantial impact on business revenue usually transpire over a comparatively longer sales cycle than the typical sale. These sales also have a complex architecture, including a set of stakeholders who contribute to a purchase decision. Any changes, over time, in the performance of a prospect’s business can impact on the direction of a sales campaign. Therefore, managing these sales to a successful outcome should be a top priority for early stage technology businesses with the right products for these markets.

Much of the marketing communications burden, in 2013, for most early stage technology businesses is handled by website editorial content. Stakeholders in complex sales opportunities will want to review marketing communications materials, press releases, customer success stories and whitepapers. So they will come to your website, over time, to search for this information. If your sales teams can monitor website visits, then they may be able to use the information they capture to better position products and push sales forward.

As we have written earlier in this blog, we are very familiar with a couple of solutions for collecting this information:

  • VisualVisitor (http://www NULL.visualvisitor NULL.com)
  • and netFactor (http://www NULL.netfactor NULL.com)

Either of these tools can be used to collect information about visitors to your website, who would otherwise be anonymous.

Here’s an example of how this information can be of substantial value to your sales teams. We have been managing a sales opportunity for one of our clients. This opportunity is reaching a decision point. Our client is using the VisualVisitor solution. We noted a recent visit by our prospect to our client’s website where the landing page presented a different product than the one our prospect had expressed interest in earlier in the process.

At the same time, our prospect let us know of some substantial internal purchasing resistance on the original product. So with the information we collected from VisualVisitor we gained an advance view of where our prospect would likely take our discussion, going forward. Providing sales teams with advance warning of coming changes in purchasing discussions can help them salvage a sale where otherwise a buyer might pass. In our case we are using the information to help our prospect migrate the purchase discussion over to a product more appropriate for their changing needs.

Ira Michael Blonder (https://plus NULL.google NULL.com/108970003169613491972/posts?tab=XX?rel=author)

© IMB Enterprises, Inc. & Ira Michael Blonder, 2013 All Rights Reserved