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B2B Lead Generation Results, By Source

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Visits and conversions by source for www.b2bcommunications.com Sept 7 to Oct 6 2009

By Rebekah E. Donaldson

Here is a screenshot showing the sources of our website traffic that converted to leads over the last month. Looking at the chart, I answer:

• What does this chart tell you about lead sources?
• How much did you invest to get the site working this way?
• We need to generate leads - what's the best way?

Visits and conversions by source (1 month)

This chart shows how different sources have driven visits, leads, and customers to www.b2bcommunications.com. The key on the right shows the sources tracked.

What does this chart tell you about lead sources?

To see our lead sources, we open our Hubspot account (more on this below) and go to the "Reports" tab and pick "Sources". There we have a chart showing visit to lead ratios by source:

According to the chart, visitors from social media sources convert at the highest rate. A visit-to-lead conversion rate of 8.10% means that in the last month, eight out of ten visitors who came to the site via LinkedIn or other networking sites, responded. Visitors referred to our site from an article, blog, or website are the next most likely to respond.

How much did you invest to get these leads rolling in?

Hundreds of hours and tens of thousands of dollars over several years. The site re-launched in 2007 and it's been an ongoing process to make it so visitors find what they need and take the next step. And there's still so much work to do! Meantime, we've been at blogging, search engine marketing, and social media marketing since 2007 - and public relations since 2001. We've tried to always close the loop (see below), so we know which B2B lead generation activities work and which to avoid.

What is Hubspot?

Hubspot provides advice and software that helps businesses get found on the Internet by the right prospects and convert more of them into leads and customers. We use it to build landing pages, attract traffic, nurture contacts, track leads, and connect records about leads and sales with records about marketing efforts.

We need to generate leads - what's the best way?

Here are just two of many ways to get started. Do both or pick the one that work for you:

Get a 60 Minute Internet Marketing Planning Session.

Try Hubspot - Use all the powerful features of Hubspot for B2B lead generation. Free for 30 days.

NOTE: We are pitched weekly by companies looking for affiliates to rep their stuff. So far, we've partnered only with MarketingSherpa and Hubspot. In each case, we bought their stuff and recommended it to others before we were ever a partner. Now that we are a partner, we get a small % of sales we help generate. Just so you know.