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Account Executive

Opinionated
Fire Starter
Contributor
+1

"I know you looked at our website today"...

Ok, that response would be super creepy...


but what is everyone's thoughts on reaching out to prospects that just pinged your website, as tracked via IP data through ZoomInfo's 'Websights'?


Obviously if you reached out to the right person they would likely make that connection on their own. I just sent out an email to a likely prospect using the words "magic of the internet" to refer to how I knew they might have been on our site. I also did NOT specify it was any one person, just 'somebody' at the company, and then referenced what we do to provide context.


If any of you savages are using tech like this, what strategies might you be using when you reach out to folks you know were just spending 5 minutes browsing your company site?

🔎 Prospecting
💌 Cold Emailing
📞 Cold Calling
13

18 comments

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SaaSam
Politicker
11
Account Executive
Only way I would admit to knowing they viewed my website would be if that was what my product did and I was trying to sell it to them.

Let them draw the conclusions on their own that you've got the ability to track them. No different than telling them you saw they opened your email. Would be off-putting for a lot of people even though most understand how that works.
Sunbunny31
Politicker
5
Sr Sales Executive 🐰
^^^Marketing automation - and this is super for that market specifically.

"I'm using our tools and saw you were looking at our site. Did you find what you were looking for, or can I help?"

One guy I knew tried to get them on the phone as they were still on the site, swore that he had phenomenal success with that tactic.

If you're not actually selling MA tools, then it is a bit creepy.
bandabanda
Tycoon
3
Senior AE Mid Market
Great point Sunbunny. I’ve seen people from that industry use it to their advantage: “saw your team was looking at our solution. Kinda creepy, but that’s the power of X…what if your sales and marketing team could do the same thing?”
CuriousFox
WR Officer
4
🦊
See I'm having a hard time understanding ZI intent. They show you titles of folks who "may" have been looking for your product, but the ones that actually do.
jefe
Arsonist
5
🍁
@SaaSamand @Sunbunny31are totally correct.

Don't call it out specifically unless it's your business.

People used to get freaked out when I'd call them when/shortly after they viewed an email, and this is so much more 'invasive'
antiASKHOLE
Tycoon
9
Bravado's Resident Asshole
I had a BDR that called prospects telling them he saw they opened his emails and he that cold emailed them by finding their email via email finder. He got hung up on and I put a stop to that shit immediately. @SaaSam has it right. Let them use their imagination lmao
Herb
Fire Starter
2
Account Executive
People don’t want to know Big Brother is watching, given some of the technology that we know is out there, CC POS, Google, software can pretty much give you information about everything down to your blood type, I say use it to your advantage, don’t give it away, kinda like your Ace in the hole!
MeowMeow
Politicker
2
Senior Enterprise Account Executive
I imagine your company has concerns around “XYZ” … which would be the website or webinar or white paper topic they checked out. Just creepy enough without actually calling it out. I’ve had most people think it’s just a brilliant coincidence.
Rallier
Politicker
2
SDR Manager and Consultant
I always play it up to coincidence. I treat it like any other cold call, and if they say something about how they were just looking at your website you just say "wow that's wild! anyway..."
Pachacuti
Politicker
1
They call me Daddy, Sales Daddy
My old company could see who’s on the site, your IP address, and a whole lot more. It’s pretty scary how much they actually know about who visits their website.

If I got a call from someone just because I was on their company’s website that would immediately disqualify them in my book.
mrosales
Politicker
1
AE
This makes me feel creepy, so I don't bring it up. Any non-creepy scripts you use?
Largeformat
Opinionated
0
Account Executive
I've only tried mentioning it a small handful of times. I literally referred to it as through "the magic of the internet" once. Super cringe, but hey, you never know until you try it. Sometimes I throw in a remark about only seeing it was somebody at the company, not any specific person, but I thought [their department] was the best choice to reach out to.

Judging by answers here, perhaps I'll scrap it altogether and let everyone think it's a highly unlikely coincidence.
Justatitle
Big Shot
1
Account Executive
It’s bold and can work, kind of breaks the 4th wall and all that, only way to find out is to try it
Kosta_Konfucius
Politicker
1
Sales Rep
I just message them right away with a target message of what they looked
giftedSDR
Good Citizen
1
SDR
I would definitely tell them upfront. Nothing like honesty to create a good impression. Anyway if the prospect finds this creepy, we are in XXI century, wake up!
Gasty
Notable Contributor
0
War Room Community Manager
@giftedSDR: I think they know it already. 99% of them would. But admitting it upfront can backfire as well. No?
giftedSDR
Good Citizen
1
SDR
Yes, but I have learned that if you create this relationship based on honesty maybe I suppose you can get good results. At the end I am still “only” an SDR.
mrman313
Contributor
0
AE (Account Executive)
Mixed results in a SMB short sales cycle environment. A couple I closed on the spot and I was straight up about it. Definitely creeped some folks out and maybe straight up turned them off. Didn’t really AB test as the rule was to call ASAP no matter what when they clicked on pricing and plans pages.

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