A 5-MINUTE STORY · ILLUSTRATION
Don't Say You Saw Them: use the visit for timing, never as the opener
Use visit history to choose your timing and your topic. The first call is about their problem.
Larkspan Medical, an invented catheter maker, has read the same two pages on your website twice this week. Your rep has a draft ready. We'll redline it the way you'd redline a drawing. Pick the work you want, then scroll.
SCROLL TO REDLINE THE DRAFT ↓
AS SAID · THURSDAY, 4:00 PM
Two visits. The same two pages.
Larkspan Medical has read your braided-shaft page and your cleanroom page twice this week. SiteSonar's new-company email came Tuesday, after the first visit closed. Thursday's visit joined the history once it ended.
Your rep quoted an engineer at Larkspan last spring and still has the address. SiteSonar didn't supply it. It names the company and what it read.
DATUM A · THE VISIT HISTORY · FOR TIMING ONLY · ILLUSTRATION
NEXT: THE READ ↓THE READ · DETAIL B · DRAFT ONE
The first line writes itself.
Your rep starts typing: "Hi, I saw you were on our website..." It feels helpful, and it's the first line most people write. The second line names the page. The third asks for fifteen minutes.
INK: WHAT THE DRAFT SAYS · ILLUSTRATION
NEXT: THE COST ↓THE COST · READ IT AS THE BUYER
Read it the way the buyer will.
Someone was watching. That's what the buyer hears in line one, and line two names the page to prove it. The email is about your rep, and it gives the buyer nothing to use. It gets deleted, and the next call is harder to make.
STAMPED ACROSS DRAFT ONE · REMOVED, REFERENCES VISIT · ILLUSTRATION
NEXT: AS BUILT ↓AS BUILT · ON THE FLOOR
The shop has something better to say.
On the floor, your shop just finished kink and tensile testing on its braided shafts, 3 Fr to 6 Fr. The report is in the quality office, and the cert pack is ready to send: its ISO 13485 certificate, its ISO 7 cleanroom report and material certs.
That's what Larkspan was reading about, and none of it is on the page yet.
PENCIL: TRUE ON THE FLOOR, NOT YET SAID · ILLUSTRATION
NEXT: THE CHANGE ↓THE CHANGE· SITESONAR
SiteSonar gives the timing and the topic. A person writes the call.
This is SiteSonar. It's always on: after each visit closes, it names the company and keeps the pages it read and when. So your rep knows when to call and what to talk about. Who to call and what to say stays with your team.
Our team reads the list with your sales lead on a rhythm we agree. The page companies read most gets the new data first, so the follow-up has something to point at.
- LIVECompany named · pages read · return visits · an email for each new company
- COMINGA suggested next step for each lead · grading against your record in IKE, our Industrial Knowledge Engine
BLUEPRINT · PAID ONBOARDING · SITESONAR SWITCHES ON RIGHT AFTER IT
NEXT: RELEASED ↓RELEASED · FRIDAY, 8:30 AM
Draft two opens with their problem.
Draft two opens: "We just published our kink and tensile data for braided shafts, 3 Fr to 6 Fr." Then the cert pack. Each line is tagged to the page Larkspan read. The visits sit underneath as the datum for timing, and nobody mentions them.
Whether Larkspan replies is up to them. Now the email gives an engineer something worth forwarding to quality.
ABOUT THE VISIT: 0 LINES · ABOUT THEIR PROBLEM: 3 LINES · ILLUSTRATION
NEXT: THE RELEASED SHEET ↓| Item | When | What |
|---|---|---|
| Visit 1 | Tue 10:12 AM · 7 min | Braided shafts · Cleanroom |
| New-company email | Tue, after the visit closed | Larkspan Medical (larkspan-medical.test) |
| Visit 2 | Thu 2:40 PM · 9 min | Braided shafts · Cleanroom |
| Draft one, struck | Thu 4:00 PM | Hi, I saw you were on our website this week. Looks like you're interested in braided shafts. Do you have 15 minutes for a call next week? |
| Draft two, sent | Fri 8:30 AM | We just published our kink and tensile data for braided shafts, 3 Fr to 6 Fr. Here it is, with our cert pack: ISO 13485, our ISO 7 cleanroom report and material certs. If you need a size we didn't test, send the spec. |
Released: the follow-up, about their problem
RELEASED · DRAWN FOR MEDICAL DEVICE WORK
THE LESSON
Use visit history to choose your timing and your topic, never to tell the buyer you were watching. The first call is about their problem.
If a buyer read your braided-shaft page twice, send new braided-shaft data and leave the visit out of it.
DRAWN FOR MEDICAL DEVICE WORK · LARKSPAN MEDICAL · ILLUSTRATION
| DRAFT ONE · STRUCK | DRAFT TWO · RELEASED | |
|---|---|---|
| Opens with | "I saw you were on our website" | "We just published our kink and tensile data" |
| What the buyer hears | We were watching you | They know my problem |
| What it sends | Nothing useful | Test data and a cert pack |
| What the visit decided | The opener | The day and the topic |
YOUR TURN · THREE YES OR NO CHECKS FOR MONDAY MORNING
Check your own
Did a follow-up mention the visit?
Read your last three follow-ups. Did any of them mention the web visit?
Did each one offer more on the page they read?
Match each follow-up to the page the buyer read. Did it offer more on that topic?
Do you have something new to send?
For your three most-read pages, is there a data sheet, cert or case you could send this week?
ANSWER ALL THREE · YOUR ANSWERS STAY ON THIS PAGE
GENERAL NOTES · SOURCES AND LABELS
General notes
- IllustrationThe companies, people, websites, drafts and figures in this story are invented to show a pattern we see often.
- Live and ComingLive today: the company named, pages read, return visits, bots filtered and an email for each new company. Coming: a suggested next step for each lead, and grading against your record in IKE.
- Privacy noticeIf your website uses company identification, say so in your privacy notice.
BEHIND THE STORY · SiteSonar for your sales team · How we use SiteSonar · Medical device suppliers
Use the visit to pick the day. Use the page to pick the topic.
Where next
BLUEPRINT · PAID ONBOARDING · FIRST STEP OF EVERY PROGRAM
Want the whole plant written down?