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

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

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

6. WHY DO VISITORS LEAVE ? HOW REDUCE FORM ABANDONMENT ?

7. MOTIVATION
BENEFITS
CTA IMPLIED VALUE

8. ABILITY
ABILITY UX

9. PEACE OF MIND
TRUST

10. EASE
MINIMUM
CLEAR

11. ENGAGING
TOOL / QUIZ

12. MOTIVATION
ABILITY
PEACE OF MIND
EASY
ENGAGING

13. FORM DROP-OUT TRACKING

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

15. FORM DROPOUT TRACKING

16. FORM DROPOUT TRACKING

17. FORM DROPOUT TRACKING
ENRICH CONTACT DATA
LIST MANAGER –
PERSONALIZATION
CRM – personal follow-up

18. VISITOR TRACKING

19. DEVICE
LOCATION
PERSONAL INFORMATION (CRM / FORMS)

20. GOALS / OUTCOMES / CAMPAIGNS
BEST PATTERN MATCH
SURF PATH

21. (UN)DECLARED DATA & LEAD FOLLOW-UP

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

23. LEAD FLOW
Browse website
Submit form
Database
Follow-up

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

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

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

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

28. 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

29. 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”

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

31. KEY TAKE-AWAYS

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

33. QUESTIONS

34. CONTACT Business consultant
Mikaël Vandeskelde
@Mikael_vds
Connect with me on

35. THANK YOU