GENERATE MORE HIGH QUALITY LEADS BY USING UNDECLARED DATA AND REDUCING FORM ABANDONMENT

* WHY DO VISITORS LEAVE * REDUCE FORM ABANDONMENT * FORM DROP-OUT TRACKING

* (UN)DECLARED DATA * CONTEXTUAL LEAD FOLLOW-UP

WHY DO VISITORS LEAVE ? HOW REDUCE FORM ABANDONMENT ?

MOTIVATION BENEFITS CTA IMPLIED VALUE

ABILITY ABILITY UX

PEACE OF MIND TRUST

EASE MINIMUM CLEAR

ENGAGING TOOL / QUIZ

MOTIVATION ABILITY PEACE OF MIND EASY ENGAGING

FORM DROP-OUT TRACKING

FORM DROPOUT TRACKING TRACK ALL THE INFORMATION ENTERED IN THE FORM INSIGHTS

FORM DROPOUT TRACKING

FORM DROPOUT TRACKING

FORM DROPOUT TRACKING ENRICH CONTACT DATA LIST MANAGER – E-mail PERSONALIZATION CRM – personal follow-up

VISITOR TRACKING

DEVICE LOCATION PERSONAL INFORMATION (CRM / FORMS)

GOALS / OUTCOMES / CAMPAIGNS BEST PATTERN MATCH SURF PATH

(UN)DECLARED DATA & LEAD FOLLOW-UP

DECLARED DATA – form, search, download whitepaper, ... UNDECLARED DATA – surf path, location, device, IP address, engagement score, best pattern match, campaigns, goals, ...

LEAD FLOW Browse website Submit form Database Follow-up

CONTEXTUAL INFORMATION NOT AVAILABLE Sales rep / customer support / after sales receives First name Last name Phone number E-mail address Open text field

CONTEXTUAL INFORMATION AVAILABLE Sales rep / customer support / after sales receives the information First name Last name Phone number E-mail address Open text field Engagement value: how hot is the lead? Best pattern match: in which segment? Location: where is he coming from?

QUALIFY INCOMING LEADS ENGAGEMENT VALUE QUALIFY INCOMING LEADS HOT > + 100 POINTS > CONTACT WITHIN 24 HOURS BY PHONE WARM > 51 – 100 POINTS > CONTACT WITHIN 48 HOURS BY PHONE COLD > 1 – 50 POINTS > SEND E-MAIL WITHIN 72 HOURS

BEST PATTERN MATCH ANTICIPATE CUSTOMER NEEDS AND DESIRES VERTICAL: AUTOMOTIVE BRAND VOLKSWAGEN REQUEST FOR INFORMATION: GOLF > declared information SEND BROCHURE

BEST PATTERN MATCH ANTICIPATE CUSTOMER NEEDS AND DESIRES VERTICAL: AUTOMOTIVE BRAND VOLKSWAGEN REQUEST FOR INFORMATION: GOLF PATTERN MATCH: SAFETY / COMFORT > undeclared information SEND PERSONALIZED BROCHURE THAT PUTS THESE FEATURES IN THE SPOTLIGHT

LOCATION ANTICIPATE CUSTOMER NEEDS AND DESIRES SITUATION: WEBSHOP OWNER ACTIVE IN BELGIUM REQUEST FOR INFORMATION: PRODUCT X LOCATION USER: LYON, FRANCE ANSWER QUERY + “Did you know that we also ship to France + shipping details”

ANTICIPATE NEEDS AND DESIRES FEELING: “They know and understand me” CUSTOMER EXPERIENCE – AMAZE / DELIGHT / SATISFY BETTER RESULTS

KEY TAKE-AWAYS

SPEND TIME AND ANALYZE YOUR FORMS TRACK VISITOR JOURNEY ADD UNDECLARED DATA TO YOUR LEAD FLOW GENERATE MORE HIGH QUALITY LEADS

QUESTIONS

CONTACT Business consultant Mikaël Vandeskelde Mikael.vandeskelde@sidewalk.be @Mikael_vds Connect with me on www.sidewalk.be

THANK YOU