Simple Tips For Collecting Lead Data Automatically

/ marketing
Aleksandra Nowak

As you walk through the streets of a crowded city, every day you pass hundreds of people whose faces you will never remember. Let’s now move to the cyber world – can you see the resemblance? On average, only 2.35% of the users visiting your site are going to convert.

There are many components of low conversion. The basic recipe to prevent this phenomenon is data. On the other hand, the first number also means that, on average, almost 98% of the traffic is still convertible. So you have a large field to show off!

The crucial part is to gain users' attention and trust. This is the best way to collect additional information pieces about them and thus have everything you need to generate leads. But how do you get this data in the first place? Which functions and marketing automation tools are the most helpful?

Encourage Leads To Leave Contact Data In Forms

The majority of potential customers come and go, often without leaving a single trace. One of the solutions to get in touch with anonymous visitors are pop-ups containing contact forms or CTAs redirecting to contact forms.

Let’s assume a user that has never left you any data enters your website. A contact form is displayed to encourage them to subscribe to your newsletter or download valuable free content. Will they take advantage of the offer?

There is a very low chance that a new visitor, who does not know your website, will decide to pass on their contact data to you purely out of the goodness of their heart. On top of that, seeing a juicy pop-up may feel a bit harassing sometimes. After all, why should they share their contact information?

The optimal solution seems to be a scoring system – assigning points to a new visitor for specific behaviours. In this case, you should be creative and intuitive. Does the allocation of points in proportion to the page scrolling sound right? You can also base your system on the number of visits. For example, 3 visits to your site suggest a higher level of engagement.

When users score a certain amount of points, you will be sure that the pop-up won’t push them away. Well-designed content and an incentive to leave contact data can even improve their experience – you can offer an insightful ebook, trial version of your product, a nice infographic or a sign-up to an email course.

Here's an example of a pop-up that appears when a visitor scrolls minimum 60% of the content and is present on a page for at least 1 minute. Source: User.com Blog.

Remember to optimize this tool properly and don’t be afraid of running some A/B tests. Don't let a small mistake generate negative emotions.

Try To Collect Some Lead Information Before They Leave

Not only scoring can decide about the right time to display a form. You can also use an exit intent popup. This technique is based on tracking a user's cursor. When the script detects that the user is going to close the page (directing the cursor to a specific location), a form will be displayed which may prevent the user from leaving the page.

When you create an exit Intent pop-up, make sure that a user visiting your page won't start running away from your website faster after seeing what you have prepared for them. Try to evoke positive emotions. Pushy persuasion to subscribe to the newsletter or take any other action will cause more harm than help. Instead of screaming "SUBSCRIBE TO MY NEWSLETTER", try to come up with a clever text like "Hey, you forgot something".

Remember not to overwhelm new visitors. Also, inform users about a benefit, such as high-quality content or a discount for their first purchase. Let a user feel that they benefit from it as much as you do.

Here's how Blue Apron uses an intent pop-up with a discount offer. Source: Blue Apron.‌‌

Collect Lead Data By The Help Of Chatbots

Anyone who has ever tried to get in touch with a company through a call center knows what a frustrating process this usually is. A remedy for these negative emotions is the chatbot available 24/7. Its main advantage? It creates the impression of a real conversation. It also increases user involvement and conversion.

A good example of the effectiveness of such solutions is Emma from the OCBC bank in Singapore, which promotes loans over the Internet. In just 3 months she generated over 7 million USD. Emma is not a consultant or salesman, she is not even human. Emma is just a chatbot!

Source: https://www.ocbc.com/personal-banking/loans/new-purchase-of-hdb-private-property

But this is not the only proof of the effectiveness of this type of solutions. The next one was received by a complete coincidence. Seemingly an ordinary bug on the Helloumi website – as the chatbot covered the full screen, forcing interaction on the user. However, this apparently harmful bug caused a sudden increase in conversion from ~3% to 9.6%. This makes us sure that users love interaction. It's safe to say that chatbot increases user engagement and conversion. In the future, it may even become a basic way of generating potential leads.

Properly implemented chatbot allows a user to have a conversation in which they can find answers to difficult questions. During a conversation, we can confidently ask for their name or email address. More advanced chatbots, like those through which you can order food, can bring out even more valuable data. Such solutions are very effectively used by Domino's Pizza. Using this bot, you can order your food without leaving the messenger window!

Even 74% of users declare that they expect to meet a chatbot on a website. In addition, the majority of this group prefer this way over a phone call because it’s not so intrusive for them.

A large part of the population browses the Internet on mobile devices. This is a very comfortable option. And very often while using smartphones we also use communicators. Chatbots are extremely useful there as well. Their potential is enormous and in the near future they are believed to be able to replace search windows and solve even more complex problems. They will also allow businesses to keep in touch with a growing number of users. Having all these advantages in mind, you should definitely think about the implementation of this tool.

Source: Y'earn.

Get Valuable Lead Data Through Quizzes And Surveys

I bet you’ve already come across quizzes on websites. How many times have you clicked it and then, driven by curiosity about the result, followed to the next questions?

This seemingly trivial solution has many advantages. Firstly, it engages the audience and generates potential leads. Secondly (and most importantly), it is a valuable source of customers' data. And not only the quantitative but also the qualitative information pieces. Through surveys you are able to collect data about opinions, satisfaction, behaviour or personal preferences.

Important note: collecting such sensitive data and drawing conclusions from it requires the observance of certain rules –  related to both scientific methodology and legal regulations.

Personality quiz

The most common quiz type used for years is the personality quiz, which you can create to get data about how your customers make decisions or how they think. You can use this type of data to determine what your website users like, or what they take into account while deciding on what to purchase.

Test quiz

Equally popular is the test quiz, it attracts and engages users with the desire to test their knowledge. And often the goal is to arouse competitive emotions. You can use it to encourage people coming to your site to check how much they know about a field related to your business, while at the same time collecting useful visitor data.

Assessment quiz

This is a quiz businesses (usually B2B) create to encourage visitors to leave data about their website, services or products in order to get a free professional consultation. One of the good examples may be the invitation to take the quiz included in the exit intent pop-up on the Neil Patel’s blog.

Source: Neil Patel’s blog.‌‌

Survey

This solution provides valuable data and opinions directly from your users. Thanks to surveys you can find out what users think about your services or products. A well-structured survey can help you to identify pitfalls or reasons for dissatisfaction.

A well designed survey is the key to attracting responses, as unlike quizzes, there's not as much of a novelty to a survey for your visitors. Make sure to use a survey tool to draw the best possible performance out of your surveys.

Why Consider Quizzes And Surveys?

1. They’re a way to encourage users to cooperate.

Although colorful quizzes often go viral, luck must be helped. In exchange for filling in any form, offer a user a small gift. It can be a discount or free educational material – anything that will make a visitor find it worthwhile to cooperate with you.

2. They bring in a lot of advantages.

First of all, saving. The main effort is related to design and implementation. You save time, money and paper through online distribution. Besides, through visual and informative elements, you can make solving such a quiz a pleasant experience for a lead. In addition, you can be sure that the user won't be overwhelmed by the experience which is often the case with a phone call.

3. Creating them is not as hard as you'd think.

Quizzes and surveys can appear to be tricky tech. Since they both require advanced functionality like scoring, validation and response-based logic in order to interact with your users effectively, they're generally not the easiest of things to create - even if you are a coder.

However, tools like Paperform make it easier than ever to create quizzes and surveys that can handle complicated custom functionality while still being easy to create, for anyone. Get started with a quiz template or make your own from scratch - either way, you can create a sophisticated quiz in a matter of minutes.

When creating quizzes, it's best to avoid technical language and complicated questions – any additional difficulty causing an extra effort can make a user abandon your quiz. This also applies to the length of the text and the design itself. Don't let the respondent feel tired. Also, remember to make sure that the possible answers are neutral, don't direct the visitor to specific answers as it will disturb your results.

A well structured quiz or survey is a benefit for you and potential new leads.

Take Care Of Lead Data Safety And Optimize The Tools You Use

Internet users are often concerned about their personal information. Despite the introduction of the GDPR, 45% of Europeans are still concerned about their data. Last year in the US, according to the Pew Research Center, 81% of the surveyed society said that the potential risk coming from data collection by companies is higher than the potential benefits. Therefore, before you start collecting data, make sure they are safe and assure your users about it. Remember that non-compliance with the regulations involves high penalties!

Apart from ensuring safety of the data you collect, don’t give up testing and optimization. The work doesn’t end with activating an exit intent pop-up or implementing a chatbot on a given webpage of your site. It’s extremely important to check whether they bring your business real value and useful insights. And whether users interact with them! A simple way to verify and optimize your actions is click tracking. This is a method by which you can collect data about the tools used on your website and about your users as well. The data collected by click tracking tools is universal. It will enable you to draw conclusions and implement improvements quickly. Maybe you will find out that your chatbot or other tools used to gather lead data could work better in another place or configuration.

Key Takeaways Before Starting To Collect Lead Data

Effective information collection is very important in the digital world of the 21st century, surely I don't need to convince you. There are plenty of ways automations can help you with that process. Some marketing automation platforms, like User.com, combine different tools (pop-ups, chatbot and email marketing that is helpful with content distribution) under one roof – it’s definitely worthwhile to check out their plans.

Take care of the secure in-flow of useful lead data. Encourage users to provide details about themselves and make sure they’re a positive experience. People are different, so it is worth thinking about what can be truly valuable for your target group. For some it may be a discount, for others – your high-quality free content. There are many possibilities.

Let people coming to your website feel that by subscribing to a newsletter or completing a contact form they truly benefit as well. Offer well-written ebooks, invitations to webinars or appealing brochures. In some time you will notice that the effort invested in creating a lead data collection process will be quite small when compared to the huge benefits your business can gain from it.

Take care of your users and make a positive impression on new visitors but do not overwhelm them. The data they share with you will help you build long-lasting relationships, which in turn will allow you to achieve various business objectives. Remember that users are very concerned about their data security. At the same time, 63% of the Americans surveyed said they understand very little or do not understand the regulations that are currently in place to protect their privacy. Let your message be simple and build trust among all people coming to your website.

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