How to increase your CR with WatcherMe
We would like to share our use case of working with WatcherMe to analyze our website business visitors.
A couple of words about us. iMonetizeIt is an affiliate network (traffic monetization platform). We are constantly in search of new partners and their offers. So it’s important for us to track not only individuals but also when a potential partner shows an interest in our platform.
Acquiring B2B leads is a challenge, that’s why it’s essential for any business to understand which sources work better for lead generation and which websites drive target leads.
We use Google Analytics for general traffic flow tracking, however, it lacks two points for B2B leads:
- you can’t find out when someone visited your website but hasn’t contacted you;
- you can’t extract companies from the general traffic flow.
That’s why we started to look for an alternative and found B2B lead tracking tools. Having tested several of them, we stopped at WatcherMe.
B2B lead trackers work through the installation of the tracking code on the website. This code captures IP addresses of the visitor and detects whether it relates to any company. Having detected a company, the lead tracker provides general information about it, social media profile, the list of employees’ contact details, and some additional data about visitors.
Because of GDPR and privacy policy we can’t find out the name of the certain employee who visited our website. In the statistics, they are marked as Visitor A, Visitor B, etc. However, we can see how many employees from a certain company visited our website, how often they did it, which pages they opened, which actions they performed, and where they came from.
These details are sufficient to understand visitors’ intentions, to analyze whether this company might become our potential partner or not, and to evaluate our promotion channels.
Besides, we track which business leads came to our website following promotional links thanks to the WatcherMe UTM tracking option.
Our sales and marketing departments use WatcherMe in a variety of ways.
How our sales team use WatcherMe
The sales team shares their checklist of working with WatcherMe.
- Every morning an employee in charge of the lead generation looks through the statistics for the previous day in our WatcherMe account.
- He reads companies’ descriptions, visits their websites to better understand what their business is dedicated to.
- Then he pays attention to this company’s visitor log to evaluate the level of interest in our services.
- When he defines a list of relevant companies, he downloads their employees’ contact details and shares them among the sales team, adding a short description of the companies.
- At this stage, the sales team adds the new contacts to the sales funnel.
This is how it looks in our account.
As a result, we increased the number of closed B2B deals by 7%.
Why our marketing team loves WatcherMe
The marketing team in its turn uses WatcherMe data mostly as an analytical tool. They analyze where B2B leads come from, which content on our website attracts them, how much time they spend on the website, etc. All this information helps them to create more effective marketing campaigns.
Here is an example of our statistics.
For example, we noticed that we received 3 target B2B leads from a certain traffic source that was out of our sight. WatcherMe showed it as a referrer domain in the statistics. We studied this source, contacted its PR department, and launched several promotions.
As a result, the number of targeted B2B leads from this source has reached 8.
In addition, we installed WatcherMe tracking code on our landing pages created especially for acquiring B2B leads. It has significantly accelerated lead generation. Before, we had to wait until the lead had filled in the contact form. Google Analytics showed the overall traffic volume, but we weren’t able to understand how many companies were among these visitors.
WatcherMe detects visitors even if they haven’t contacted you. So, the number of B2B leads we contact from our landing pages now has increased to 5%. They were invisible to us before.
Conclusion
After 2 months of working with WatcherMe, we have improved our B2B direction and strengthened our marketing and sales teams with a powerful tool. I recommend WatcherMe to any B2B company, except for our competitors, or course ;-)
