5 Effective Ways to Track Inbound Leads?

As a buyer, the process of going from “interested” to “making a purchase” can be an arduous, research-heavy endeavor, or it can be a decision made on impulse. Either way, as you look for solutions to improve your selling process, it’s important to map out the phases of the buyer’s journey, and stay top-of-mind throughout each stage.

In this article, we’ll break down the three main steps for tracking inbound leads, and provide useful tools that you can implement in your business model.

Here are some useful tools that will aid you in the lead generation process:

Forms

By embedding forms on your website, you can capture useful information about someone who might be interested in your product. If you offer something of value to the reader – for instance, a free quote, a useful eGuide, or access to exclusive content – then you can implement a form, requesting them to sign up for regular updates.

These simple, email sign-up forms can play a pivotal role in lead generation. Though the initial information you gather may be limited, if nurtured in the right way, there is a lot of potential to head towards development along your sales pipeline.

Advertising

Although it can be one of the most costly solutions initially, it’s no secret that well-designed advertising campaigns can bring in more leads than almost anything else. The important thing to note with advertising is to get the most bang for your buck by putting your business in front of the right people: whether that’s through print ads, having a presence at trade shows, or running a PPC campaign. Often it’s some kind of a combination of all three.

Call Tracking

In this age of online communication, calls are an important part of the lead generation and sales process. In fact, calls have been reported to convert revenue 10 times more often than website leads.

There are quite a few different call tracking solutions to choose from that allow your business to capture inbound calls and view call analytics; so that you can see what’s working and where improvements can be made.

If you can identify the mediums that generate the most leads, then you can make smarter marketing decisions in the future. For example, if you only get two leads out of a magazine ad that costs thousands of dollars, then you might reconsider that particular medium.

Google Analytics URL Builder

Keeping track of all your campaign assets can be tricky, but it’s important to do.

Google Analytics URL Builder lets you tag site URLs with unique campaign variables that integrate with automated reporting tools. This way, you can track a campaign’s progress and even share it with your team.

CRM Integration

CRM (or Customer Relationship Management) tools are great resources for nurturing leads. These include platforms like Hubspot, Pardot, Marketo, and more.

Through these channels, you can organize the information you gather from various lead sources, connect with prospective customers, and build relationships.

What’s next?

Nurturing Existing Customers

GAny business knows that the sale is not actually the final step in this whole process. Once you’ve turned a lead into a customer, it’s important to nurture that relationship: not only because good customer service should be a priority for your business, but because existing customers are one of the greatest resources for generating new clients, and your best sources of repeat business.

You can now keep a track of all your inbound leads with a simple widget that can assure you to convert every possible lead who visits your website. Click to know how.