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Getting B2B leads from Google Analytic and Boost your Sale Now

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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.

 

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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

 

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Does blogging really brings traffic and leads to your business?

bloggingAndLeadsAndTrafficHave you ever wondered if blogging really brings more traffic to your website?

Maybe it’s just something all the SEO guys are talking about. Or maybe you have a blog already for your company but you are not really sure if it brings traffic and leads to your company. Well think no more. Let’s talk some facts.

Blogging is bringing traffic to your website. Blogging brings more leads to your website. This study is based on data from HubSpot’s 4,000 customers.

 

Blogging and Traffic

It showed that businesses who blogs between 16 to 20 times per months will get over 2 times more traffic than those who blogged less than 4 times per month.

And those who blogged at least 20 times per month had 5 times more traffic than those who blogged less than 4 times per month.

 

PowerPoint Presentation

 

 

 

 

 

 

 

 

 

 

 

 

 

So if you already have a blog – how many times a month do you blog?

Businesses with over 200 total blog articles got 4.6 times more traffic than those with under 20 blog posts.

 

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Blogging and Leads

The same study shows that businesses who blogged just 16 to 20 times per month got 3 times more leads than those who didn’t blog.

And also those who blogged at least 20 times per month saw nearly 4 times more leads than those who didn’t blog.

So you really should start to blog on your website now right?

 

PowerPoint Presentation

 

 

 

 

 

 

 

 

 

 

 

 

 

B2B businesses who blogged just 16 to 20 times per month got 3 times more leads than those who didn’t blog.

And for the B2C businesses who blogged just 16 to 20 times per month got over 4 times more leads than those who didn’t blog.

I am working in a company and we are blogging once a week – but now I really have to start blogging on my work. How many times a month do you blog?

I found some more great facts about blogging and leads for your business.

B2B marketers who use blogs generate 67% more leads per month than those who do not. (Source: FactBrowser)

B2C companies that blog generate 88% more leads per month than those that do not.  (Source: Rick’s Tips).

 

So don’t forget to …

Yes yes yes – I know – it’s not only quantity its also quality. So you better make your blogging as great as possible right?

So if you don’t already have a blog for your business you better start one now and blog between 16 to 20 times a month.

And yes – I love SEO – and blogging gives you many chances to take advantage of SEO, driving traffic from search engines to your site.

 

PS – You can get the full PDF report from HubSpot here.

 

 

 

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How to Boost LinkedIn Lead Generation

LinkedIn

LinkedIn is one of the most effective social media for lead generation for B2B compared to other social media.

Let me show you this report from a survey from HubSpot. The study was based on 3,128 HubSpot B2B customers. And the result is really amazing.

LinkedIn generated the highest visitor-to-lead conversion rate by 2.60 percent – four times higher than Twitter with 0,67 percent and seven times better than Facebook with only 0,39 percent.

 

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Remember this is average numbers – you will have to check out your own conversion rates from the different social media. But the numbers show that you will have to check out LinkedIn if you are in the B2B market.

You will have to make a profile and a company page, but now you will have to take your lead generation from LinkedIn to the next level.

So let me show you 5 ways of boosting your lead generation so you can get more sale.

 

1. LinkedIn Answers.

linkedinanswer

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Did you know that LinkedIn has a LinkedIn Answers section?

You can ask a question or answer a question.

So go to the answer a question section – find your line of business and answer some questions. This way you can tell the world what you are doing, and that you are an expert.

Remember to write your www when you are answering a question.

This way you can also get more traffic on your site.

 

 

2. LinkedIn Applications

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Another great thing in LinkedIn is the application area. Here you can go and add some interesting apps to your LinkedIn page.

So you can add your blog post directly to your LinkedIn page – awesome 🙂

You can also tell people which business books you are reading. So go and start your reading list.

Or what about making a poll – then you can ask the readers (potential customers) of your pages something interesting.

 

Create a poll

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

3. Join Groups

Yes of course you have to join some groups too. But the trick is to join some groups your customer is joining too.

So I am joining some groups who are interested in SEO and SEM, but it would be better for me to join some groups with maybe small business owners, general consulting business, and business groups.

Of course I have to join the SEO groups too but the other groups might generate more leads than the most obvious ones.

 

4. LinkedIn ads

linkedinprices

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Yes this could be the highest ROI for your business. Like on Google Adwords you pay per click. So create your headline and copy and per click.

So if you like to pay 50 cents per click and for every 100 clicks you will have 2 sales. It will cost you 25 dollars a sale. What is your surplus per sale?

Remember to check your CTR (click through rate) so you can calculate your ROI. ROI is king.

 

5. LinkedIn People

This is a really awesome tool for sales people – in the B2B business. It’s really simple – click on the “companies” folder – search a company in the upper-right-corner.

Now you can check out the people who are working at the company. If you don’t have any connections to the company, you can see if there are any 2. Connections.

Then go and ask your shared connections to introduce you via LinkedIn to the people in the company you have been searching for.

 

Marketing Giveaway

Well… I have to join some groups now… But remember to grab the Guides with more than 180+ pages with tips and tricks for SEO, SEM, Social Media Traffic and Link Building.

And good luck with your LinkedIn leads – time for my coffee here.

 

Best regards, Henrik

 

 

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How to Make Lead Generation using Social Media

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

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