Book Meetings from Website Visitor Signal

Step 1: Choose your data provider(s)

Common providers for Website Visit data are:

• Clearbit: company-level
• RB2B: person-level
• UserGems' native option: company-level
• ABM / intent data providers also offer Website Visit data, e.g. 6sense, Demandbase, Bombora -- company-level

Make sure they are synced to your CRM so that you can build automated workflows off of this signal.

<div class="pro-tip">Tip: You can use multiple providers since each can only identify 10-20% of your website traffic.</div>

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Step 2: Identify high-value visits

High-value pages:

Identify which pages would indicate that the visitors are likely in a buying or vendor-research mode.

For example:

• Pricing page
• Demo request page (but didn't submit the form)
• Customer Case Studies
• Product & feature pages
• Competitive comparison pages

Frequency of visits:

If an ICP company visits your Product or Customer Story pages multiple times in the last 7 days, they're probably doing their research (aka in a buying window).

<div class="pro-tip">Tip: Experiment with what you think makes the most sense, iterate, and expand after getting early wins. </div>

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Step 3: Combine with other signals

Knowing someone from a company is on your website isn’t actionable within itself. Especially if your Website Visit provider only tells you which Company and not which Person. (e.g. Someone from Shopify in Boston, Massachusetts is on your website)

Look for additional signals and context for a warmer and more actionable outreach.

For example:

• Past Champions: Is there any friendlies at the company that you can reach out to?
• ‍New Hires & Promotions: New decision-makers often researching tools to help with new initiatives
• New Funding or Hiring: These signals usually mean high growth goals or new strategies that need new tools or services‍
• Multi-thread Buying Group: Reach out to persona-matching prospects that you suspect might have been on your site.

<div class="pro-tip">Pro Tip: Trigger automated workflows to help your team action this signal timely & consistently.</div>

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Step 4: Customize messaging based on pages viewed 

Sometimes it’s best NOT to mention that you know that they (or someone from their company) were on your website. Instead, subtly offer up content that's relevant to the page they were on.

Three examples that you can test with your buyers:

Step 5: Add prospects to a sequence (Optional)

• ‍Day 1: Send the first email.‍
• Day 3: Follow up with a LinkedIn connection request, referencing their role and the website activity.‍
• Day 5: Place a call to introduce yourself and reiterate the potential value.‍
• Day 7: Send a second email with additional value, such as a case study or specific resource tailored to their role.

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Additional Resources

• How UserGems turns website visitors into pipeline