Comments on: SES New York: Converting Visitors into Buyers http://www.toprankblog.com/2008/03/converting-visitors-into-buyers/ Grow your business with TopRank Online Marketing tips, articles, & experts interviews on social media, digital PR & search engine marketing. Sun, 21 Mar 2010 23:39:37 -0500 http://wordpress.org/?v=2.9.2 hourly 1 By: Alan Green http://www.toprankblog.com/2008/03/converting-visitors-into-buyers/#comment-404760 Alan Green Thu, 08 May 2008 20:38:33 +0000 http://www.toprankblog.com/2008/03/converting-visitors-into-buyers/#comment-404760 I think there is a difference in B2C and B2B websites. On B2C websites the decision maker is solo and can buy immediately if he wants. In the case of B2B, the decision process is shared by several persons and will take longer and conversion is not always on line. In some Web 2.0/Enterprise 2.0 web services the buying can be on-line too, even using a credit card payment check-out. Still there are major differences between B2C and B2B websites. The goal of a B2C website is to get the visitor into a purchase immediately. Whereas in B2B it is important to identify the visitor, in order to follow-up on his visit. Identifying the visitor can be done by using a web service that reveals the company name. next the visiting company needs to be qualified as lead or as "not yet interesting". This qualification can be done using data from the same web service concerning the visits of the company (by different visitors): search terms used, pages visited and time spend, click path, returning visitors, language, geographic location. Once the company is a lead, then the sales process can start. There are several web services available, just Google "website visitor identification" I think there is a difference in B2C and B2B websites.
On B2C websites the decision maker is solo and can buy immediately if he wants.
In the case of B2B, the decision process is shared by several persons and will take longer and conversion is not always on line. In some Web 2.0/Enterprise 2.0 web services the buying can be on-line too, even using a credit card payment check-out.

Still there are major differences between B2C and B2B websites.
The goal of a B2C website is to get the visitor into a purchase immediately.
Whereas in B2B it is important to identify the visitor, in order to follow-up on his visit.
Identifying the visitor can be done by using a web service that reveals the company name.
next the visiting company needs to be qualified as lead or as “not yet interesting”. This qualification can be done using data from the same web service concerning the visits of the company (by different visitors): search terms used, pages visited and time spend, click path, returning visitors, language, geographic location.
Once the company is a lead, then the sales process can start.

There are several web services available, just Google “website visitor identification”

]]> By: 大宇观察 » Blog Archive » 如何将网站访客转化为消费者 http://www.toprankblog.com/2008/03/converting-visitors-into-buyers/#comment-373372 大宇观察 » Blog Archive » 如何将网站访客转化为消费者 Wed, 26 Mar 2008 19:38:50 +0000 http://www.toprankblog.com/2008/03/converting-visitors-into-buyers/#comment-373372 [...] 本文翻译自On Line Marketing  Blog里的《SES New York: Converting Visitors into Buyers》 ，为达到最佳阅读效果，在翻译时略微做了一些改动。 [...] [...] 本文翻译自On Line Marketing  Blog里的《SES New York: Converting Visitors into Buyers》 ，为达到最佳阅读效果，在翻译时略微做了一些改动。 [...]

]]> By: Day Two SES NY 2008 Summary and Party Photos | Online Marketing Blog http://www.toprankblog.com/2008/03/converting-visitors-into-buyers/#comment-370198 Day Two SES NY 2008 Summary and Party Photos | Online Marketing Blog Wed, 19 Mar 2008 14:43:58 +0000 http://www.toprankblog.com/2008/03/converting-visitors-into-buyers/#comment-370198 [...] “Tips for Overcoming Client-Created Roadblocks” as well as session coverage of “Converting Visitors into Buyers” and the Orion panel on Universal Search. We also posted a video interview with Sara [...] [...] “Tips for Overcoming Client-Created Roadblocks” as well as session coverage of “Converting Visitors into Buyers” and the Orion panel on Universal Search. We also posted a video interview with Sara [...]

]]> By: Max http://www.toprankblog.com/2008/03/converting-visitors-into-buyers/#comment-370002 Max Wed, 19 Mar 2008 03:45:37 +0000 http://www.toprankblog.com/2008/03/converting-visitors-into-buyers/#comment-370002 Nice post Jolina. Sounds like a cool conference. Nice post Jolina. Sounds like a cool conference.

]]> By: Olga Woltman http://www.toprankblog.com/2008/03/converting-visitors-into-buyers/#comment-369909 Olga Woltman Tue, 18 Mar 2008 23:12:35 +0000 http://www.toprankblog.com/2008/03/converting-visitors-into-buyers/#comment-369909 Thank you for the great posting! As an online fundraiser I see great parallels to giving behavior in the analysis you presented. I could not agree more with “take advantage of the ability to put the milk anywhere, at any anytime” – I suspect the little “donate” buttons at the bottom of electoral emails are selling a lot of milk! The Decision Making Landscape is a terrific analytical model and one I will be using to break down donor behavior. Of course decision to give is a very emotional and would skew towards Kramer and Jerry. Breaking these down, spontaneous Kramers in particular would be responsive to emergency appeals. Humanistic donors fit very nicely with institutional donors that give again and again to the cause, that’s the gold. The more competitive donors would be great for Matching Gifts and Gift Thermometers. Elaine is a tough nut to crack but perhaps sustainer programs would fit the personality type. Thanks again! Thank you for the great posting! As an online fundraiser I see great parallels to giving behavior in the analysis you presented.

I could not agree more with “take advantage of the ability to put the milk anywhere, at any anytime” – I suspect the little “donate” buttons at the bottom of electoral emails are selling a lot of milk!

The Decision Making Landscape is a terrific analytical model and one I will be using to break down donor behavior. Of course decision to give is a very emotional and would skew towards Kramer and Jerry. Breaking these down, spontaneous Kramers in particular would be responsive to emergency appeals. Humanistic donors fit very nicely with institutional donors that give again and again to the cause, that’s the gold. The more competitive donors would be great for Matching Gifts and Gift Thermometers. Elaine is a tough nut to crack but perhaps sustainer programs would fit the personality type.

Thanks again!

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