We are running a series of posts on the most exciting B2B business development tool to appear this year – reverse IP mapping. Post 1; post 2.
There are two providers – LeadsExplorer.com and Trovus.co.uk [and since starting to write this series of posts, Prospect Vision has been introduced to us].
Trovus has the more slick back-end with visually beautiful and easy-to-read tabs, screens and reports. Leads Explorer has as slightly cramped layout but makes better use of colour to differentiate new visitors from returning ones who are already in your database.
Lots of insight
Visitors to CAS website
This is a screen grab of the list of visitors on 12 and 13th October to CreativeAgencySecrets.
The organisations coloured red have already been tagged by us as being of interest to us – they are in the database of suspects already and so when they return and visit a second time, they are coloured red to stand out.
In some cases, the actual URL page from the site that was visited has also been captured. See the Young and Rubicam visitor has taken a look at My Top 5 Strengths page.
The visitor from Telepac has used a search string “How to write creative proposals”. Now that’s great insight in itself – to be able to tie a search string to a specific organisation tells me they might be pitching for some work! So on researching Telepac, I find that it is an internet service provider. Hence likely a home-internet user and not an organisation. This demonstrates nicely why this technology does not work for B2C.
[Aside: during the trial I saw that a major Australian cancer charity wanted to learn how to run an agency pitch in exactly this way. And I was able to forward that intelligence to a client agency to follow up. That was a great way to get onto the pitch list before the pitch was public knowledge.]
The student from Sheffield is interested in how to start a creative agency – might be a good subscriber to our RSS feed but is unlikely to buy consultancy.
And Airside was introduced to us by The Hand and we helped them publicise a biz dev job they were filling.
New pitch insights
Comet Group seeks a magazine publishing agency
On 23rd October, the search string “how to write a brief for a customer magazine” brought the UK electrical retailer, Comet Group to the website.
Now we don’t have any clients in that sector right now – but imagine how you could have used that early hint of a new pitch if you were a magazine publishing agency? I did a quick search and I think they don’t yet have a customer magazine.
Don’t all rush at once.
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