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GetLeadsFromGoogleAnalyticLet me show you step by step how you can increase your online marketing ROI by over 30 percent just by using this free technique.

Do you know that you can get a very deep insight about who visits your website? And they don’t even have to sign up for a newsletter or fill out a form. That is possible. And the best part is that it’s absolutely free.

In fact B2B companies can find the names of the companies who are just browsing your site. And you can get a list telling you which pages they are looking at?

Well I am sure some of you already know that. But let me show you have to set up your Google Analytic step by step.

Normally B2B companies don’t have as many visitors on their site as B2C companies. And the traffic volumes are very often much too low to extract any useable data for the company.

On the other hand – typically a B2B visitor will spend more time on a website than a B2C visitor.

A lot of the B2B companies are using the Google Adwords to drive traffic to their site – but the prices for these online ads are getting higher and higher. Most of the traffic to B2B have an interest in the company’s product or service, but most of them are leaving the website again without buying anything.

 

Step by Step

Okay let me show you the trick step by step.

First you need to open your Google Analytic and choose the “custom reporting”, and choose “+new custom report”.

Now you should be ready to build your report.

First write a title for your report, and a name for the content.

Choose the “explorer” box.

Now to the fun part. From the blue metrics box you select

  • Visits
  • Pageviews
  • New visits
  • Unique visitors
  • Pages/visits

Just choose one at the time. Now in the green dimension drilldowns box you you will select:

  • Country/territory
  • Service provider
  • Page

Remember to pick them in that order.

GoogleAnalyticSettingUp

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Now we are almost done. Just click the save button.

 

Now try and run the report

First you get a view with the countries.

GoogleAnalyticsCountry

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Click on one of the countries. Now you will see a list of all the service providers for each one of your visitors.

 

GoogleAnalyticCompany

 

 

 

 

 

 

 

 

 

 

 

 

 

Some of your visitors are from Internet service providers or universities but if you scroll down the list you will start to see visitors who are accessing you from identifiable corporate networks.

Now click on a company name and you will see which pages they have been looking at.

GoogleAnalyticPages

 

 

 

 

 

 

 

 

 

 

 

You can’t see which person who has been looking at your site, but maybe the sales team  has been working on a customer, so they probably know a person from the company. Or you can go to your LinkedIn account and see if you can find the names of the persons working in that company..

Now you can go back to edit your report. You will see the word Filters.

You will need to add some filters so you can read rid of the some of the internet service providers or universities. So you will get a list with the company names.

Another great feature is that you can send this report automatically to your mail or your sales departments mail every day or every week.

This report is an excellent tool for detecting early interest from a larger organization. Now be sure you use your knowledge and contact the company. And as I wrote in the beginning – some companies have increased their online marketing ROI by over 30 percent using this technique.

Good luck

Henrik

 

The ultimate goal for companies evolving in social media is leads – really rock steady, solid lead right?  And it doesn’t matter if we are talking B2B or B2C.

So grab your cup of coffee – ready?

To do a serious job we will have to talk lead management.

leadThis will allow you to track why and how people are generating interest in you and your product and how you will track them through your sales funnel. Its really simple – it will tell you why your potential customers came to your site, what they were looking for, how they behave  on your site. And who you actually do make a sale too.

 

Make a plan

So put first thing first. Make a plan. Go and write down on a piece of paper the process you want people to do. If you are selling a high complex expensive product, you can’t just make a Google Adwords ad and lead them to your basket right? They will proberly wanna know something about the offer, something about you, why they should buy from you and not your competitor. So make a written plan and review it on a regular basis.

In a lot of companies there is a sales department and a marketing department. So after marketing has done its job and made some leads they are will stop tracking the potential customer. Its important that the sales department and the marketing department sit down and discuss what a good lead is. Which criteria should be fulfilled before a sales lead is passed on to the sales department. And its important that the marketing department get a feedback from sale. Which of the sale leads did make a buy and which of the sales leads didn’t make it. So marketing will be able to  deliver better and better leads along the way.

 

Online and offline

Online and offline are not so different. If you are attending a trade show and get a lot of potential sales leads. You want the sales department to start with the most important ones right? Let say you have got 200 sales leads from a trade show. And you only have 2 sales people. So also here you will need some criteria. Who would you contact first?

If you are gathering leads from internet – your website. You want know how the people found your site. And from which source. Lets say you are using Twitter, LinkedIn, Facebook and sending emails from your email club. Maybe you are spending  12 hours a week on Twitter and only 30 min on LinkedIn but you discover that 99 percent of the sale comes from LinkedIn. So be sure to check what is working and what is not working for your company.

If a social network like Twitter its not working don’t just leave the social network. Do some tests. Maybe change your strategy, use another landingpage, user other sales arguments and so on.

 

Qualifiable leads is the new black

Remember its not always important to measure how many leads you will get from your social media, but your should rather measure how many of the leads which are qualifiable. We all want great leads right?

 

 

In the next couple of weeks I will do more posts about how companies should use social media so come back and check it out. You can also sign up, and get updated with email from Seocustomer. Sign up here.

Okay .. time for another cup of coffee
Henrik