Read an interesting article today over at Ward’s Dealer Business called
“Send In the Data Crunchers“.

The discussion was on tracking your results from your internet marketing efforts. You can with the right scripts or services track everything you are doing on line. Should you? Absolutely.

The thing that I read that really resonated with me was something that I have seen numerous times. You need to actually take action on the results.

Let’s take leads as an example. Tracking is easy on the web side but..

Do you have any tracking you are doing once the lead comes in whether it was free or purchased? Who got the lead? Did they actually follow up? Did the lead convert?

It is extremely hard to know whether your lead source is working and if you sales force are actually working what you give them if you aren’t tracking them. This part of tracking is probably the least done and the most important.

Following the 80/20 rule I would bet that 20% of your sales people get 80% of the sales from these leads. If you aren’t tracking you won’t know will you?

Tracking these will allow you to find out which lead sources are working and which salesperson/s actually work their leads promptly.

No matter what your lead source (self generated are always best) if they are not contacted promptly it can be of the best quality and quickly become worthless. How fast are you receiving your leads and how soon do they hear from someone?

What are your thoughts and do you actually track these items? Let me know.

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A few points in this article really resonated with me. Specifically as it applies to using the web. Quality is much more important than quantity.

Yes everyone wants more numbers but I know that there are certain posts I do that don’t get huge numbers of visitors but the visitors that do show up are highly targeted and very responsive.

Getting a hundred visitors a day that don’t have an interest in what you are discussing will not sell anymore products. You are lucky in a case like that to get 0.5% to take the action you are looking for or maybe one action for every 200 visitors.

Consider if you get 10 targeted visitors but 30% respond to what you are offering you would now have 3 times the results with 5% of the traffic.

The other item that really stands out is about how hard networking is. It isn’t if you will listen first. Good listeners are always welcomed and considered friends.

Now how do you do this online? A blog can be a good start. You can tell me exactly what you think of this article by leaving a comment. It allows me to not only get information out but to listen to you and respond to YOUR concerns.

Think if you have a question and I supply an answer through this interactive media you are not more likely to do business with me down the line?

Are you using any of the interactive web media for conversing with your prospects. Forums, Q and A blogs, Squidoo lenses, Hub Pages – all of these allow people to interact with you online.

How many of these are you using to reach your potential customer?

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