Understanding the Get Contacts and Convert to Lead Buttons

When an anonymous visitor comes to your site, SharpSpring first does a reverse IP lookup to see if the IP address of that visitor is tied to a domain or to a website. If the IP address of that anonymous visitor is tied to a company, then SharpSpring will check ZoomInfo's database to see what information they have for that company. The results of that search will dictate whether you get contacts for that company or if you need to convert that anonymous visitor to a lead. This article will cover the distinction between Get Contacts and Convert to Lead buttons within the VisitorID settings. Article Contents Regarding SharpSpring and ZoomInfo The Get Contacts Button The Convert to Lead Button			Available with:
			Marketing Automation	✓
			CRM Ultimate	✓
			CRM PRO	✓
			CRM Free	✓
			Toolbar:
			Users:
			Administrators	✓
			Company Managers
			Marketing Managers
			Sales Managers
			Salespersons
			Jr. Salespersons

Regarding SharpSpring and ZoomInfo

SharpSpring has a partnership with ZoomInfo, which is a powerful vertical search engine that focuses on collecting business information. This information includes the IP addresses and personnel records for employees at hundreds of thousands of companies.

ZoomInfo provides general information about the companies who visit the website. This means that ZoomInfo will display a list regarding the personnel, and this list might even indicate an individual contact. However, that does not mean the person listed is the actual individual who visited the website. 

ZoomInfo is not providing you with a ready-to-convert lead. The contact information that is given to you by ZoomInfo should be used to begin cold-calling and start drip campaigns. It should be seen as a lead nurturing tool, not a time-to-close tool. The ZoomInfo list provides you with a few names, which is akin to representing a few people in particular positions at the company. Once you have the ZoomInfo list, it is up to you to decide how to reach out to these individuals.

The Get Contacts Button

When ZoomInfo has information in its database for the visiting company, SharpSpring will display the    Get Contacts button on the top-right corner of that VisitorID entry. Clicking that button brings up a list of contacts provided by ZoomInfo, often with phone numbers and email addresses.

Note: You can customize what kind of roles Get Contacts shows by clicking    Settings > Edit Important Contacts.

This may-or-may-not include the specific visitor that came to your website, but it provides you with a starting point for calling the listed phone number or sending an email.  The Get Contacts button is not provided for anonymous visits tied to EU companies, due to the GDPR.

The Convert to Lead Button

When ZoomInfo does not have information in its database on a company, SharpSpring will display the    Convert to Lead button. When you click Convert to Lead, SharpSpring takes the anonymous visit and turns it into a lead record, saving the visitor as a lead in Contact Manager. You will be able to check and see if that anonymous visitor visited other pages, or if they filled out a form and provided their email address.

Click to enlarge.

Each anonymous lead that is converted will have a 0-of-16 engagement score, as they do not have an email address. Once the lead submits their email address through a form submission, their contact engagement score will increase, and you will be able to send that lead emails. Additionally, the converted lead is applied to the VisitorID campaign, which is the default SharpSpring campaign.

From there, you can add this new lead to lists. However, leads obtained in this fashion have limited information attached to them. Often, these leads will lack even the most basic of information, such as phone numbers and email addresses, so lists populated with converted leads can have incomplete information.