What is a "Re-Visit" and Why Should My Sales Team Care?
Posted by Kevin Gulley on Fri, Oct 22, 2010 @ 10:16 AM
A re-visit may not be a term you are familiar with, but it is one of the most important sales tools your company has and you should be tracking them and acting upon them.
A re-visit is that magical time when a lead or a prospect returns to your site to review additional information, dig into rich content, or respond to a blog article you have written. This is a lead, a prospect or a customer that you already know, but they are
now re-engaging to learn more. With the right process and tool set (like HubSpot) in place, your sales people can be made immediately aware when one of their leads is back on your site or your blog and what they are viewing.
This is a terrific time to contact your prospect or your customer to strike up a helpful conversation. It enables your team to be seen as a trusted expert as opposed to someone doing the hard sell. With the potentially long sales-cycles associated with b2b sales, providing value and expertise at the right time will allow you to gather information and move the sales process along without doing the full court press.
Of course, if your site has no new content that your prospects will find valuable, it is very difficult to attract those 're-visits'. So give them a reason to come back and make sure you know when they do!