Who is Visiting My Site? The Complete Guide to Website Visitor Identification

With only 2% of website visitors converting, it leaves many marketer’s wondering what happened with the other 98% of visitors. Website visitor identification is not only helpful for lead generation purposes, but it’s also a great way to see if your marketing efforts are attracting the right kind of visitors. Understanding your website visitors can provide insight into their interests, needs, and behaviors. This allows you to tailor your approach to lead generation and marketing efforts. In this guide, we are going to go over everything you need to know about website visitor identification and how to get started. First, let’s go over what B2B website visitor identification even is.

What is B2B Website Visitor Identification?

B2B website visitor identification is the process of discovering and understanding the businesses that visit your website. This is done with the help of a website visitor identification software. These software use IP address reversal to connect the IP address that visits your website with the company name that it is registered to. From here, in-depth website visitor identification software can provide an overview of the companies that hit your site. And, provide additional information to help you generate leads and improve your marketing efforts. We’ll go over the features that you’ll want to use later on in this article. First, let’s jump right into the importance and key concepts of website visitor identification. 

The Importance of Website Visitor Identification

Now that you have a rough idea of how website visitor identification works, let’s go over a few of the ways your team can leverage it.

Enhanced Lead Generation

Identifying the companies that visit your website allows you to convert anonymous traffic into qualified leads. By knowing which companies are interested in what, you can prioritize follow ups. And, tailor your sales approach to meet their specific needs. For example, if you saw a company visiting your pricing page, you would know they have an interest in what you have to offer. And, are looking at the options that you have compared to your competitors. So, you can take this information to better frame your pitch. Including information like case studies and use cases that are sure to entice.

Personalized Outreach

With detailed information about your website visitors, you can provide your sales team key points. This can help them personalize their outreach. Instead of generic marketing messages, you can address the specific pain points and interests of the companies. Personalized outreach tends to be more effective in generating responses and building relationships, driving more ROI. An example of this could be if a company were to visit your “How it Works” page, you could follow up with an explainer video and additional information to help them better understand what your company is all about. If a prospect knows what your company does, then it’s easier for them to convert and improve their retention rate.

Improved Marketing Strategies

By identifying your website visitors, you can see the types of businesses that engage with your content. This information can help you refine your marketing strategies, including content creation, advertising, and campaign targeting. For example, if you notice that a particular industry is frequently visiting your website, you can create content that will resonate with that specific industry. Additionally, you can also see how each company is acquired. This can help you see exactly how companies land on your website, whether it’s from organic search, social media, email campaigns, etc.

Sales Funnel Optimization

Understanding which companies are in the early stages of exploring your website versus those already showing interest allows you to tailor your sales strategies accordingly. This segmentation helps in optimizing your sales funnel, ensuring that you’re focusing resources on high potential leads. For example, companies that are frequently visiting high-value landing pages like competitor comparisons and pricing are more valuable than companies that read one blog. 

Existing Business Development

While many think that website visitor identification is only for new business development, it can also be helpful with existing business development. If you have a client who is nearing their renewal period, you’ll want to keep an eye out on their activity. An example of this could be if they are visiting your pricing page. Have their sales rep reach out to ensure that they found what they were looking for. And, ensure that they are only looking to increase the amount that they are spending with you, not decrease. By intercepting a potential downgrade, you can keep your clients happy. And, this will ensure that they don’t have any questions left unanswered.

Competitive Analysis

Visitor identification can also offer insights into your competitors. If you notice that companies in your industry are visiting your site, it may indicate that they are evaluating your offerings. This information can be used to adjust your competitive strategies and highlight your unique value propositions. Additionally, if a competitor is continuously browing your website, they may be launching something new. So, be sure to keep an eye on their website and social media so you are the first to know about anything new.

How to Identify Your Website Visitors

With the help of Visitor Queue, your B2B company can easily start identifying your website visitors. The first step you’ll have to take is installing the Visitor Queue tracking script into the header of your website. Just like how you add a Google Analytics tracking script. Once this script is installed, you should be able to see your visitors within your dashboard! Here is some of the valuable information that Visitor Queue can help you uncover.

Website Visitor Identification

Of course, Visitor Queue provides website visitor identification. When a company lands on your website, we capture and display relevant information. This includes the company name, industry, employee count, headquarters location, and key contact details to help you reach out. Additionally, this insight allows your team to quickly identify and respond to potential leads.

Detailed Visitor Profiles

Our platform offers comprehensive visitor profiles. Including information on the pages they visit, time spent, how they were acquired, and actions taken via our conversion tracking capabilities. This detailed analysis helps you understand the interests and behaviors of the companies that visit your website. As a result, this lets your team to personalize follow ups.

CRM Integration

Visitor Queue seamlessly integrates with popular CRMs like Salesforce, HubSpot, and Zoho. This integration ensures that the data collected about your visitors is automatically updated in your CRM. As a result, this streamlines your lead management and follow up processes. If your CRM of choice does not directly integrate with Visitor Queue, we also allow integrations via Zapier.

Email and Slack Notifications

Get instant, hourly, daily, or weekly email and Slack notifications to ensure no lead gets left behind. You can set up your notifications based on specific criteria or to have a general update on activity. An example of a custom notification could be if a lead in a specific geographic region were to visit multiple times, you can notify the representative who oversees this region for them to follow up. As a result, your sales team can know more about who is visiting your site.

Benchmarking and Reporting

We also provide analytics, reporting, and benchmarking capabilities that offer insights into visitor trends and behaviors. Within our analytics, you can see an overview of your top traffic sources, traffic overview, visitor locations, and more. On the other hand, with our benchmarking feature, you can track your website’s success compared to others in the industry, seen below. As a result, this information is valuable for assessing the effectiveness of your marketing strategies and making data-driven decisions.

What’s Next?

Website visitor identification can be a game-changer for marketers looking to see who is visiting their website. And, with the help of Visitor Queue, your team can improve lead generation, marketing, and sales strategies and drive an impressive ROI. If you’re interested, but not sure where to get started, try out a 14-day free trial. As always, if you have any questions about using Visitor Queue to identify your website visitors, do not hesitate to contact us.