B2B lead generation isn’t a tasteful piece of sugar for everyone. For some people, it is easier. For others, it is not. But here you are, interested in how to use LeadFeeder to generate leads from SEO traffic.
Probably at this time, you’ve tried some of the best B2B lead generation strategies with great expectations. However, the quantity and quality of leads in your sales funnel aren’t impressive enough. Perhaps, you’ve been doing what everyone else does in the exact same way.
To some extent, your SaaS lead conversion rates aren’t building enough momentum towards the current revenue goals.
Regardless of how you look at it. One thing remains clear.
The lead generation tools you use often make a big difference both in terms of quality and quantity of leads. Like I have observed on many occasions with other SaaS marketers, moving the needle in this context doesn’t require bigger resources.
If you assume like most people, that all you need to achieve a month-to-month revenue growth is simply build a great product and bring people to your website, think again.
The big puzzle here is that the majority of your website visitors won’t convert on their first, second, and even third visits.
That’s where advanced B2B lead generation tools like LeadFeeder come into play.
How Leadfeeder Works
For people that are relatively new to SaaS lead generation strategies and the tools used for that, this is a common question they often ask. And that relates to the technicality of how Leadfeeder works.
First, this company describes itself as a website visitor tracking software. If you have been around the internet business and marketing space for some time, you might start looking at it like other traditional website traffic measurement tools. Here I am talking about tools like Google Analytics or session recording software like HotJar.
Based on how they described their product, you’ll be right if you thought that way. However, how LeadFeeder works and what it is used for are quite different.
At its core, LeadFeeder is B2B lead generation software that helps users to identify companies and decision makers visiting their websites. As you can see, it is not about creating opt-in form or outbound lead generation strategies that may have you wasting your time on mismatched audiences.
Instead, it is focused mainly on generating quality leads from your website traffic. This also means you may not need additional website traffic to start getting more leads.
When installed on your website, this software captures the companies visiting your website, the industry they belong to, and the contact details of the people that visited.
Contrary to pitching ideal buyer personas that may not have the need for your product, your SaaS sales team could get busy selling to people with proven purchase intent. Now, imagine having the contact details of the people that viewed your SaaS pricing page.
Isn’t this better than merely measuring traffic volume, sources, and location?
Perhaps, if your SaaS lead generation strategies are not delivering impressive conversion rates, now is the time to act on one of the key factors that influence this metric. Here I am talking about lead quality.
This exactly what LeadFeeder will help you to accomplish by focusing exclusively on the people that signaled purchase intent. Now instead of waiting for the purchase to happen based on the thinking behind a low-touch, self-serve SaaS model, your sales team can leverage proactive strategies to convert some of these prospects.
Among other things, the lead scoring features of this tool will empower your SaaS sales team to spend more time on the highest quality leads.
LeadFeeder vs Google Analytics
If you look at it from a traditional website visitor tracking perspective, it becomes easy to think that Google Analytics and LeadFeeder do pretty much the same thing. While each of these tools can help you measure volume data and other things, LeadFeeder leads the way a bit further when it comes to B2B lead generation.
In this section, we look into some of the key differences between LeadFeeder vs Google Analytics. Yes, you can get Google Analytics while this one requires monthly payments. But that’s not where the key differences exist.
|Core Differences||LeadFeeder||Google Analytics||Note|
|Automatic lead identification||Yes||No||Identification of company names is important|
|Lead quality scoring||Yes||No||All website visitors, as well as leads, are not equal|
|Pages viewed by real visitors||Yes||No||You’ll have a matching of pages viewed and who viewed them|
|Lead segmentation||Yes||No||You don’t just segment pages, but real contact details|
|Cost||Starts at $55/PM||Free||High-level integration with GA often require big money|
Getting Started With B2B Lead Generation
When it comes to SaaS lead generation strategies, most people belong to two broad spectrums. In this case, where you are coming from and where you belong will determine how you approach the challenge. That in turn, will always affect your results as ROI. Let’s look at these spectrums.
First, there are devout proponents of outbound lead generation strategies. To these people, outbound is the best and only way to identify, reach, and convert your ideal buyer personas. It doesn’t matter whether they have proven purchase intent or not. Most people building or working for high-end enterprise SaaS businesses often take this approach.
While there is nothing wrong with that, it has its own advantages and disadvantages.
Secondly, there are these other people believing that SaaS content marketing is the best way to generate leads and convert them then they are ready to buy. For some of these people building low-touch, self-serve SaaS businesses, content marketing should be delivering most of the sales right on the sales pages with streamlined payment systems.
In between these spectrums, you’ll find some that are following what could be termed a hybrid lead generation strategy. However, where you belong may not matter as much.
Here is what matters.
The tools you use and the results you get. It doesn’t matter whether you have a big budget or not. Interestingly, this is where lead generation tools like LeadFeeder come in to help increase the quality of leads as well as overall conversion rates.
In a very unique way, it will help you to increase the effectiveness of both outbound and inbound lead generation for your business.
With just 100 leads in their free trial plan, you can begin to experience the real benefits of website visitor identification software. Setup can be done in minutes without much technical complexity. From there you’ll have what it takes to reach and engage more leads before your competitors snap them via outbound sales.
How To Use Leadfeeder: Why Focus On SEO Traffic?
Just like the leads existing in your current SaaS sales funnel, website visitors are rarely equal in terms of quality. From my experience working in paid and organic search, there is a high probability of converting people when they are actively searching for a product or service. Beyond my personal opinion, this Google report on how 28% of certain searches result in a purchase will give you more insights.
Before we get into the details on how to use LeadFeeder to generate leads, let’s explore some of the reasons why you may want to start first SEO traffic.
1. Leverage Search Intent
While some people are usually searching for general information, a certain percentage of your website traffic could be interested in the product and ready to buy. But somehow, they just need a little nudge. In this case, you don’t have to wait for them to convert into paying users on their own. To make more sales in this context, LeadFeeder will give you their company names and contact details.
As you may already know, only about 2% of website visitors convert into customers on their first, second, or third visit. The key point is to leverage search traffic insights to improve the effectiveness of your outbound sales strategy.
Interestingly, you can integrate this website visitor identification software into the pages generating the highest traffic volume from search engine optimization.
2. Go Beyond Demographic Data
Probably, you’ve heard about the importance of creating a buyer persona for your Saas marketing strategy. But the unfortunate thing is that most people often end up with demographic data. They start and end with things like industry, company size, age, sex, job title, location, and others.
Here is one thing you should take away from this post. Depending 100% on demographic data means you are indirectly ignoring purchase intent.
Belonging to a certain demographic doesn’t mean I have an existing need for your product or service. By leveraging search intent and powerful page-level target features of Leadfeeder, you’ll be able to go beyond demographic data more than your competitors.
3. Timely Outreach
In addition to giving you useful insights and contact details of decision-makers visiting your website from specific companies, timely outbound sales messaging is another great benefit. While they won’t do the outreach for you, your sales team will be empowered to engage high-value prospects that have signaled purchase intent within 24 – 72 hours.
After someone has arrived on your website from search, you’ll then have the perfect opportunity to engage them in a conversation about their current needs that can be fulfilled with your product or service.
Imagine how this can help you build a list of quality leads from your SaaS pricing page and other relevant pieces of lead generation content.
If you commit to learning how to use LeadFeeder, the insights you get will push your sales intelligence beyond guesswork. Who doesn’t want a competitive advantage especially when it matters in a time-bound marketing competition?
4. Increase Content Marketing ROI
How to increase content marketing ROI – did I tell you this is a real challenge for many SaaS marketers? I have seen this pop up as a search query and through conversations within social media groups. The thing is that a lot of people are spending money on SaaS content marketing. While it is possible for everybody to be getting results, the real ROI is rarely equal.
Knowing that less than 5% of your visitors will convert into paying users, what are you going to do about the other 95%, some of whom leave and never to return again?
Assuming you are getting a considerable volume of organic traffic from your SEO strategies, here is where it gets interesting.
Instead of waiting for prospects to convert themselves into paying customers right there on your website, using LeadFeeder to increase the effectiveness of your outbound sales will make a positive impact on the content marketing ROI.
From company identification to traffic segmentation and lead scoring, you’ll have what it takes to get more value from your existing content, including old ones.
The most interesting part is this. All those visitors that didn’t convert don’t have to sign up for your webinar, content upgrades, or other lead magnets before you’ll have the opportunity to engage and convert some of them into paying customers.
Remember, we are talking about people that conducted a search on Google and then arrived on your website when they are in need.
Don’t forget you can target people visiting specific pages, including the ones generating the highest traffic volume from SaaS SEO.
Do you want to increase content marketing ROI by generating more leads from SEO traffic? Check the link below to discover how a website visitor identification software can help.
How To Use LeadFeeder Website Visitor Identification Software
Beyond the traditional measurement of website traffic volume, LeadFeeder goes further and deeper as one of the best website visitor identification software tools in the market. If you start with the term ‘website tracking software’, there is always a tendency to categorize it alongside other tools that don’t go beyond mere numbers.
Interestingly, you and I know that a simple measurement of website activity metrics doesn’t matter as much. The real deal is all about how the tools will increase the capabilities of your SaaS lead generation and sales teams.
Herein lies some of the key benefits of using website visitor identification software.
Unlike what you might have been using before now, LeadFeeder combines the power of B2B demographic analysis and behavioral data to help users generate more sales and revenue from existing traffic volumes.
Let’s look into how you can use this tool to generate quality leads from buyer traffic coming to your website through search engine optimization efforts.
Before you have the chance of converting website visitors into leads, you have to understand who they are first. This is beyond the creation of a buyer persona. From here, it is not more about how many visitors came from every potent source.
It is about who exactly is visiting your website. This is where the improvement of outbound sales effectiveness starts. Here is how to do it.
Step #1: Install LeadFeeder Software For Website Visitor Identification
First things first, you have to sign up for a LeadFeeder free trial or the premium pricing plan. This will give you access to have what is required to have it installed on your website. After signing up, you are ready to go.
There are three major methods of installing this website visitor tracking software. The one you choose should be based on the type of website you run or your skillset.
But for the purpose of this post, we’ll focus on the WordPress option.
To generate the maximum number of leads using this tool, you have to identify the exact pages that bring the highest volume of organic search traffic. These are the exact pages where you need to spend most of your time and then install the software.
Inside Google Search Console, you can identify them by clicking on Performance in the left panel. And then click on Pages to see the ones with the highest search traffic volume. Note that you can filter the report to show data for the last 7 days to 16 months or use a custom date range.
See this guide on how to identify pages with the highest organic traffic in Google Analytics. Now we’ve got that out of the way, let’s move on to installing Leadfeeder through WordPress, the most popular CMS used by most SaaS business blogs.
- From inside your WordPress dashboard, go to plugins and click Add New.
- Search for a header/footer plugin that will allow you to install on any page of your choice. You may want to do a sitewide installation too.
- Next step is to install and activate the plugin
After you have done that, head over to your Leadfeeder user dashboard. Look at the left panel navigation links and you’ll see the Leadfeeder tracker as shown below.
- Click on the Leadfeeder Tracker link and the script will open.
- Go back to WordPress and open the plugin Settings page
- Then you’ll see the space labeled Before The <Body> Closing Tag (Footer)
- Pase the script here and then click Save.
If done properly, you’ll see a green button that indicates installation success. Depending on your website traffic volume, you’ll start to see website visitor data within two hours or less. From there on your dashboard, the general data you’ll see include company names, number of companies, industries they belong to, and the people behind the visits.
But that’s the basic step on how to use Leadfeeder to generate leads for your SaaS sales team.
An interesting lot of other options exist for you to customize and filter the data in a way that suits your peculiar needs either as an individual marketer or a team.
Step #2: Qualifying The Leads Within Your Reach
As noted earlier, all website visitors are rarely equal in terms of quality. The same thing also applies to the leads that will be coming into your SaaS sales funnel when you start using Leadfeeder website visitor identification software.
This is why it is important to invest in a great sales tool that will help you qualify leads automatically without having to spend time on piles of useless data sets.
Interestingly, this is where the promise of increased outbound sales effectiveness and better content marketing ROI lies.
Let’s see how this lead generation software can help with that.
Before getting into lead scoring and qualification features of Leadfeeder, you have to understand the difference between preset and custom feeds. Just as the name suggests, presets are the ones that come with the tool when you sign up. Custom filters, on the other hand, are the ones you can create to filter the leads in your sales pipeline and then focus on the high-quality leads.
Basic Feeds – Generally, this is the name used when the preset feeds are being referred. Like I said earlier, this is the set of feed or data already setup by Leadfeeder. For every signed-in user, the basic feeds will include things like –
- All Leads – select a time period and you’ll have all leads display here
- Followed Companies – here is a list of companies you are currently following
- Leads Assigned To Me – this is a list of companies assigned to you
- New Leads – first time visiting companies within the selected period
- Top Leads – companies that viewed more than 3 pages (add basic feed image from their help center)
Custom Feeds – This is where the real magic starts. Instead of using the default feeds given by Leadfeeder, you’ll have the option to set the criteria that will filter and segment the leads coming into your SaaS sales funnel.
Unlike any other lead generation tool you might have used before, this exact feature makes it easier to spend your time and resources on the highest quality leads.
Depending on your traffic volume, this where you’ll spot the opportunity to increase your content marketing ROI.
If you get a premium Leadfeeder pricing plan, you can start using the custom feed filters mentioned below. Note that these are usually based on demographic and behavioral data points.
- Country – chances are that your company’s search engine optimization efforts attract visitors from many countries. But then, your sales team has geographic preferences based on previous conversion rates.
- Industry – people from certain industries are likely to be getting more value from your product more than others. Hence, they convert more than leads from other industries. To some extent, this may affect your SaaS churn, customer lifetime value, and retention rate.
- Company Employee Count – the size of the company you are targeting often has a lot to do with the lead quality. Here you can set the tool to filter leads based on company size variations.
- Traffic Source – here you’ll have options like organic search, direct referral, and social traffic sources. Knowing which one that converts more than others will help you to increase the effectiveness of your outbound sales strategies.
- Campaign – through direct naming, custom URLs, and tagging, you can filter the leads coming to your website through different campaigns. From here it becomes easier to identify the campaigns bringing you the highest quality leads to your website.
- Ad Content – if you have no idea about the type of website content that is working for your SaaS lead generation campaigns, especially through organic search traffic, Leadfeeder will help you uncover that
- Keyword – do you want to generate leads from people searching for specific buying intent keywords? This is the feature that will help you do just that. Now just think about the quality of leads that could be coming from product comparison, pricing, goal, and pain point related keywords.
- Page URL – here you can filter leads based on the conversion-focused pages of content bringing the highest traffic volume from organic search. For example, you can use your pricing page, feature page, and jobs page to filter website visitors.
Sign up for Leadfeeder to experience these unique features and the benefits.
Besides the custom feed filters mentioned above, you can also use other options like assignee, emailed, follower, sent to slack, tags, and many CRM variations. The ones you use will be dependent on your sales prospecting preferences.
One of the key benefits of using website visitor identification software like Leadfeeder is this. Instead of hiring VAs or spending your time building a sales prospecting list, you’ll have the software doing the work for you; round the clock.
Yes, the software works hard at generating and segmenting leads, even when you are asleep or on vacation. Now you can spend your time and resources closing high quality leads first.
And then nurturing low hanging fruits with laser-targeted messaging sequences.
Step #3: Connect With Quality Leads And Start Closing
If you have been investing money to buy SaaS leads that are usually based on demographic data, now is the time to do something better. Having the leads in your sales pipeline is just one thing. Closing is another different challenge.
Contrary to what you might have been thinking, the core difference between people that achieve the highest monthly recurring revenue (MRR) growth rate, and everyone else is hardly about the resources available to them.
Perhaps, it is hardly the extent of efforts being put in. While there are many variables usually at play, the quality of the leads available to your SaaS sales team is a big differentiator.
If you have committed to the powerful capabilities of Leadfeeder for automated lead segmentation, let’s explore how it can help you to connect and start closing more deals without wasting resources on low-quality leads.
Get Instant Lead Notification
Whether you are aware of this fact or not, there have been several studies stating that following up on leads later than five minutes decreases the quality of such leads.
Now, do you remember what I said earlier about timely outreach? Check the section on why you should focus on SaaS SEO traffic. The key point here is this. The timing makes a big difference, both in terms of lead quality and closing rate.
This is why Leadfeeder provides users with instant notification about quality leads coming into their sales pipeline.
When you start using this B2B lead generating tool, you can start getting timely notifications through email and Slack. Pause now and imagine the benefit of getting a notification when a prospect arrives from an organic search and is added to your account.
This tool will give you a notification when
- When a prospect (contact) from your custom list of target companies visit your website or a specific page
- When a prospect is added to your account based on the custom lead qualification filters you’ve set
Getting real-time notifications through channels like Slack will empower your sales team to reach out when the probability of closing the deal is still high. Don’t do it otherwise. This will also give you the opportunity to beat out competitors trying to sell exactly the same type of product to the same prospects visiting your website.
Send Prospects To Your CRM
Again, this is something the software does for you and your sales team. This means you don’t have to lift a finger to do the work of moving your leads from the Leadfeeder account to your sales CRM. Technically, it happens through an automated sequence of events.
At the time of this writing, Leadfeeder offers its users seamless CRM integration with platforms listed below.
- Dynamic 365
Alongside the names of companies visiting your website, you’ll have the contact details of the people that did the visit. The contact details will include names, job titles, and the location of the prospects. From the inside of the CRM or Leadfeeder, you can then start assigning leads to your sales team.
To get maximum results from your sales prospecting strategies, here are some tips I have found to be helpful in different contexts with the software space.
- Use LinkedIn to get more contextual information before reaching out. First, you’ll get a better idea about the size of the company you are reaching out to. Secondly, exploring their listed staff on LinkedIn will allow you to see if you or any of your company staff have existing mutual connections within the company.
- Leverage custom feed filters to segment your leads. This should be done at the earlier stages. Done very well, this will help you to segment both qualified and unqualified leads coming through organic search traffic. Moreover, it makes it easier to assign leads to the best sales reps.
- Spend more time on recently added leads. Once again, remember that timing often makes a big difference in terms of lead conversion rate. Since you already know that less than 5% of your website visitors will convert on their first, second or third visit, don’t wait for more than five minutes before reaching out to the other 95%. This is one of the key things you can do to increase your SaaS content marketing ROI.
Above everything else, remember that it is always better to go in warm than cold. This is the essence of starting with organic search engine traffic and focusing exclusively on people that are visiting your website.
Best Leadfeeder Alternatives
Regardless of how good Leadfeeder seems to be, it is not the only option in the market. Interestingly, it is possible to find some differences if you look at it from the angle of top-rated lead generation software comparison.
Now, in case you want to take some time and look into the best Leadfeeder alternatives and then make your comparison, check out some of the reputable ones below.
- Visitor Queue
Best Website Visitor Identification Software: The FAQs
How can I check visitors to my website?
Google Analytics, SEMRush, Ahrefs, Quantcast, and Alexa can help you measure website traffic volume and other useful metrics, depending on the setup. But if you want to understand the nature, profile, and contact details of prospects visiting your website, you need to sign up for Leadfeeder pricing plans or its alternatives mentioned in this post.
How do I capture email addresses for website visitors?
You can use opt-in lead generation software tools like MailChimp, ConvertKit, Active Campaign, OmniSend, Klaviyo, Aweber, and others. But the thing is that visitors have to opt-in or sign up for whatever lead magnet you offer them. With website visitor identification software like Leadfeeder, people don’t need to sign up before you can capture their contact details, including email addresses.
How can I track who visits my website?
Beyond measurement of website traffic volume, you can Leadfeeder and other lead generation tools in the same category to track who visits your website. You’ll get their contact details including companies they come from, email addresses, and social media links.
What companies visit my website?
It is human, not companies that visit websites. However, with power leads generation tools like Leadfeeder, you can begin to identify the real people, including decision-makers visiting your website and the companies they come from.
Can I see who viewed my WordPress blog?
Yes, you can use a website visitor identification software like Leadfeeder for that. Get a free trial account here. Best of all, their software is compatible for installation on all WordPress blogs and websites.
How do I track my website leads?
This post is a detailed guide on how to generate quality leads from SEO traffic using Leadfeeder. More than what you might have experienced before, this lead generation tool will help you to identify the companies visiting your website and the people behind those visits. This is better than merely measuring website traffic volume.
How do you create a lead generation system?
One of the key factors that makes a big difference in terms of quality and quantity of leads in your sales pipeline is the tools you and your team use. Now, here is a detailed post on how to create a lead generation system with Leadfeeder. Inside the post, you’ll find some other usable Leadfeeder alternatives too.
It doesn’t matter the size of the budget available to you and your team. Making consistent efforts is good. But if you are not using some of today’s most powerful lead generation tools, you’ll be left behind in a position of competitive disadvantage.
You already know that less than 3% of your website visitors, including the ones from organic search, will convert either into leads or paying customers for your SaaS business.
The big question is this, what are you doing currently about the other 97%?
Besides the written guide here, you’ll find some other interesting video tutorials on how to use Leadfeeder to start generating leads.
Done very well, you’ll be able to increase both the quantity and quality of leads coming into your SaaS sales funnel. Before you leave, remember the benefits of starting with or focusing on organic search engine traffic coming to your website. From there, you’ll have what it takes to achieve a measurable increase in terms of higher conversion rate, monthly recurring revenue, and better ROI.
Google certified search marketing consultant and content writer. Before starting this website, Don spent some years working with specialist search (SEO/PPC) marketing agencies in the US and Canada. Working 100% remotely, he has written over 1,300 pieces of content including blog posts, lead magnets, and case studies. As part of his side hustle, he builds niche websites that generate sales of software as a service (SaaS) and physical products through organic search engine optimization. Don Felix is a father of 3 and husband to an engineer. You can get in touch below through the social media links below or through our contact page. You can Join Our Facebook Group SaaS Marketing Lounge Here.