Having the ability to identify companies who visited your website brings with it a load of questions.   One question is whether you should immediately contact a company who hasn’t made contact with you (but you can see they’ve been to your website)?

Let’s go back to 9 December 2011 when a company called Electrosonic visited a particular website, having searched for ‘smsts kent’.  You can see the screenshot of that visit below …

At that time the company didn’t make contact but it showed up in the A1WebStats data as being a visitor specifically interested in a type of course that’s run.

Do you go to their website, get their contact details, and try to get through to the type of person who was likely searching for you?

You’d think the answer would be “yes”, and quite often it is.  After all, people can easily go off to another website and buy from them.   9 times out of 10, the answer “yes” probably makes sense.  However, in this case, there’s a bigger picture.

The company came back to the website on 15 December, looking at the same page again.  See the screenshot below …

At that stage it would appear that there’s even more interest, but contact wasn’t made.

Finally, on 6 January, the company actually made contact, having searched for the name of the company who owned the website.  You can see their visit in the screenshot below …

And here’s a screenshot that shows their website visits history over time (in reverse order) …

The big question is: if the owner of the website had made contact right at the beginning, what would the response have been?   It could have been any one of the following …

  1. “God, that’s a bit Big Brother spying on my visit to your website – that’s totally freaked me out – goodbye”.
  2. “Wow, I didn’t know you could identify things like that.   But anyway, we’re not ready to buy yet – we’re just looking around at options”.
  3. “That’s proactive, seeing who goes to your website – yes, let’s discuss further how you can help”.

In this particular instance it was probably purely a case of the company doing a bit of research and pondering options.  They likely went to other websites and this website was deemed the best option to make contact with … in their own time (just under a month from first landing on the website).

It’s often a difficult decision, deciding whether or not to make contact with a company that you’ve identified as having been to your website.  You don’t know whether they’ll be offended, scared, impressed, or something else.

What we advise is for you to test different approaches.   For 10 companies that visit your website, contact them straight away and measure what results that gains you.  For the next 10 companies, leave it a day or two before making contact and measure the results.  Then for others, leave it a longer period of time and measure results.

For most businesses though it’s probably better to make contact fairly early on because it’s possible that the person from the company didn’t like something about the website and would continue searching until something appealed to them.   At least in such circumstances, if you made contact and they commented on your website weaknesses, you’d know that website strengthening activities would be beneficial to your business.

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