Just Ask Ian: Find your hottest leads with SegMetrics

Video Transcript

Tell me if this has ever happened to you. You’ve got a decent sized list of subscribers and customers, but instead of waiting around for them to buy, you’d really love to get proactive and start reaching out to your hottest leads. But the real challenge is, how do you find those hidden pockets of hot leads?

Well, in today’s video, I’m going to show you exactly how that’s done.

Understanding and nurturing your warm leads is an integral part to any sales strategy. But who’s hot, and who’s cold? The first step is to determine how you define a warm lead. For this example, let’s say we’re running a coaching business, and we’re going to define these leads as anyone who has viewed our coaching or services page, is a current customer, and has made a payment in the last 90 days.

Now this might not include all warm leads, but these are people that have demonstrated trust in your offerings and are more likely to buy additional services, aka people worth having a sales conversation with. Now the next step is to filter your list by these criteria. Luckily, SegMetrics makes this easy to do, so let’s jump into how.

Now let’s open up the SegMetrics platform to see how we can zero in on our warm leads. We’ll use the example of a coaching business looking for people who have visited our coaching services page, are past customers, and have made a payment in the last 90 days.

For this, we’ll start in the Orders report. Here, we can use SegMetrics advanced filters to set our criteria. First, we’ll select Page Viewed and Path, and enter the page relevant to our customer paths. In our case, this page path is Coaching slash Services. Now keep in mind that the page path will differ based on the URLs that are relevant to your site and customer visits.

Next, we’ll use the Tags filter and select the tag that is relevant to our existing customers. In our case, this is Existing Customer, to filter down to just the contacts who have made a past purchase. Tags are generally the best way to segment your existing customers. These tags should be applied within your CRM.

And finally, we’ll use the Order Created in Date Range filter to pull in only relevant customers to the date range set at the top right of the report. In this case, the last 90 days. In SegMetrics, data reloads in real time while you filter. So just like that, we have a list of our warmest leads ready to be nurtured.

We can use this same approach to find other pockets of leads. Maybe prospects who have visited certain pages on your site recently, but not yet purchased. Or maybe past customers who haven’t purchased in a while, but have recently returned to your site.

With SegMetrics, there are endless ways to segment your list. So let me ask you this, what do you want to know about your audience?

Next Steps

🧠 Want to understand how leads travel through your funnel? Use our free Ultimate Tagging Blueprint to uplevel your tagging strategy and optimize your marketing.

📺 Want more marketing strategy and analytics videos? Check out all the resources on our YouTube channel.

💰 Ready to optimize your ROAS? Start your 14-day FREE trial now and test drive SegMetrics with your own data.