How to generate more sales leads

It still amazes how some companies (even very high tech groups) still don't have their web analytics configured correctly so they can actually see where their sales leads are coming from.
There they are spending a wad of cash and leaving the petrol cap off and driving happily along.

So What should a correct lead generation procedure look like?

Here's how you will get more prospects that are actually qualified leads:

When you receive a message from your website (in whatever form) it shouldn't just contain the name, email, telephone, etc.

It SHOULD contain at least the following, eg:

name: GOWALL JOHN
company: FIELD RESOURCES LTD.
position: SALES MANAGER
telephone: 774 098 440
email: john.g@fieldresourcesltd.co.uk
url: http://examplwebsite.com/contactform/1
campaign: summer-promotion
source: outsourced-emailing-system-15july
medium: email
content: the-email-with-the-red-button
term: data request
visits: 5

This may look like a load of gobbledygook, but look closely!
It not only contains the sales lead's contact data, but also reveals HOW he arrived on your site.

NOW you're ready to compile some seriously valuable marketing data. How you ask?
Very simply: let's say there were two emails sent out (or more) and the one above came in. It says "the-email-with-the-red-button" under "content".
Let's wait a week and count up the numbers.

We might see that "the-email-with-the-red-button" appears on many
sales leads. Then it's an easy conclusion to make.

The marketing budget needs to be channelled to "the-email-with-the-red-button" and the other email "with the green button" or whatever, gets scrapped.

Now you're finally applying some sense to your marketing.

This, after all, is what your web analytics is for.

Now please look at the example below:

name: SMITH EDGAR
company: SUPER SHOES
position: DIRECTOR
telephone: 088776273
email: edgar.smith@shoes.com
url: http://examplewebsite/contactform-webdesign
campaign: webdesign ads
source: google
medium: cpc
content: -
term: "good webdesigner in London"
visits: 1

If you have ever used Google Adwords to trump some leads and business, you will realise very quickly this is not what you normally get from dear old uncle Google.

Yet what you see here is ESSENTIAL if you want to get the most out of your Google AdWords budget. In fact used well this data can be your beacon of sanity in a sea of infinite keywords, leaving you desperate to discover "which keywords shall I aim for on my Home page??

Yet in a proper configuratuon of your web analytics, as above, this is exactly what you should see.

So how do we do it?
By using Google Analytics and configuring it so that it will give you all of the above data.

Using the above example-contact data it would be pretty easy to draw a clear picture of how your visitors and most qualified leads actually get to your site.

And we can discount the "leads" that are not really leads but more "internet tourists". Furthermore, when analysing three months later (or even longer for some longer sales lead cycles) it may just be that the email, or ad, or banner, or whatever it was that initially brought in the most "leads" didn't necessarily bring in the most SALES.
And that would be the first step in bringing you up the ladder toward professional marketer.

Need help configuring your Google Analytics? We can help.
www.more-qualified-leads.com

Contact us for a free lead-generation analysis or just a chat. We are here to help you achieve the most from your website.