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Published October 17th, 2016 by

How to Identify the Individuals on your Website

Knowing exactly who’s on your site – isn’t that the dream? With that information, you could contact the specific individuals showing interest in your content and product. Imagine being able to discuss their curiosity with them, knowing exactly what pages they’ve looked at and using this to deduce what they need from you. It would be so easy to sell your product, but alas – this is just a dream. Or is it?

Have you ever heard of “IP Lookup”? Most businesses have an IP address, something like an “online postcode.” This postcode makes companies easily recognisable as soon as they touch ground on your website, which gives your dream the possibility of becoming a reality! What IP lookup software does is send that companies information straight over to you so that you know who is on your website and when.

Some companies, such as CommuniGator, can even offer you a list of key decision makers working at those companies you identify. This means that you can choose who it is you need to talk to, instead of having to guess or send a general email to an “info@” address that you might not even get a response from.

The next step after finding direct contact details is to PURL your lead. A PURL is a personalised URL, or a URL with a specific, individual code attached to it. This means that, when sent to an individual contact in a one-to-one email, you can track whether or not your contact follows your link. Once they’re on your website, a cookie set by you on their device means that any time in the future when they come to your site, you’ll know about it.

So far, this probably sounds too good to be true, right? But it gets better! With these tools, you’ll also be able to see exactly what pages these contacts have looked at on your site. What this means is that when the sales team call that key decision maker, they can tailor their conversation based on the lead’s interest. In fact, having this knowledge can even help sales overcome objections in these pitches, by knowing what the client wants as well as what can be offered.

See, identifying individuals on your website isn’t as impossible as you would think. Just imagine what your pipeline could look like with this system in place.

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