How to prospect using information from visits to our website

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Prospecting is a crucial part of the sales process. When done right, it can help you build lasting relationships with customers and grow your business. In this blog post, we'll show you how to use HubSpot's website visitor data to prospect new customers.



How to take advantage of visits to our website?


Your company's marketing team is probably working hard to secure a number of monthly visits to the company's website. Each of these visits will leave a trail, which we can use for prospecting.

Why do we want to do this? Because visitors are likely actively looking for a solution to ausa email list problem. In fact, Gartner research finds that when B2B buyers are considering a purchase, they spend just 17% of that time meeting with potential suppliers. They spend the majority of their time (27%) doing independent online research.

If you're currently a HubSpot user, you can install the tracking code on your website to start tracking which companies are visiting your website, or you can also use various tools, such as Clearbit. (We demonstrate this in the video below.)





What is HubSpot Website Tracking Code?
The HubSpot tracking code is unique to each HubSpot account and allows HubSpot to monitor your website traffic . The tracking code is automatically included in HubSpot blog posts, landing pages, and website pages. You can read more about the tracking code here . If you're not yet a HubSpot user and want to move forward with this, we can help.

copy-tracking-code

After moving forward with the installation of the tracking code, you will be able to have more information about the visits in HubSpot, using the Prospects tool.


Define target accounts
It will be essential to understand that we will not contact every company that visits us, only those that are of interest to us because they are part of our ideal customer definition (ICP). An ideal customer profile (ICP), commonly known as an ideal buyer profile, defines the perfect customer for what your organization solves. This is a fictitious company that has all the qualities that would make it the best fit for the solutions you offer.

Consider these features to identify the perfect fit:


Budget/Revenue/Company Size
Industry
Geography
Legality
Limitations of the product or service
Once you have your ICP clear, you can define target accounts to create a prospecting strategy. Target accounts are the organizations you want to work with and that fit your business.

Do you know HubSpot's ABM tools?



Find companies with activities that match your target account criteria
visits from target accounts

There are different tools that can provide you with this information, we recommend some:

HubSpot
Clearbit
Leadfeeder
ZoomInfo

I have the data of the companies that visit my website, now what?
All that's left is to get contact information. To do this, you can use tools like Linkedin Sales Navigator or Apollo.io to automatically enrich your marketing automation system and CRM with data in real time.

Website visitor data in your CRM tool can help you find new prospects and identify potential customers to talk to. With this information, you can create a prospecting strategy that will help you connect with more people who need your products or services.