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Every company works to increase their sales to make more profit. In order to sell, it is necessary to communicate with customers, but simply “talking” to them is not enough: the sales representative needs to turn every conversation into a lead or a sale.
For example, if the topic of “how to log in Vulkan Vegas casino is mentioned on the phone, this should be seen as an opportunity to bring a new member to the relevant site. By mentioning VulkanVegas info, that person can be turned into a member. Call tracking is therefore of great importance for businesses that want to increase their sales. Below we talk about both this technique and how it can be used in the most efficient way.
What Is Call Tracking?
If your company has a phone number, eventually, someone will call. Likewise, your sales representatives need to call dozens of people during the day. Well, do you know how to behave in all these calls? With the right techniques, you can turn someone who calls your company just for information on a subject into a customer. Your sales representatives can also get new leads from the calls they make during the day. Simply put, with call tracking techniques:
- You can learn how customers found your company and focus on the most noticeable campaign. For example, if your callers learned your number through billboard ads, this means that this marketing campaign attracted more attention. Therefore, you should pay more attention to billboard advertisements. This data will also give you an idea of who your potential customer base is.
- If you only advertise online, you can easily understand which ads attract the most attention with a simple technique that we will explain below. This will allow you to understand, for example, whether you should focus on PPC ads or AdWords ads.
- Your sales representatives will be able to generate more leads. Contrary to popular belief, even Fortune 500 companies still obtain leads through phone calls. If a certain formula is followed, it is possible for sales negotiations to result in new customers. This is especially important for companies in the automotive, telecommunications, and insurance industries.
As can be understood from these explanations, call tracking is basically a two-way technique: calls made to you and calls made by your sales representatives. Let’s examine both of these separately.
Calls Made to You
You need to use these calls to identify your customer base and understand which marketing campaigns get the most attention. So, in this scenario, call tracking will be used as a kind of data collection tool.
- The simplest technique you can use is to add different phone numbers to all your advertisements. For example, let’s say you only have billboard ads and run a marketing campaign in three different geographic regions. If there is a different number on each billboard, you can easily identify which area attracts the most attention by tracking the calls.
- A similar technique can also be used for online advertisements. Imagine running a PPC and an AdWords campaign at the same time: You can use different phone numbers for both. Whichever number you get more calls from will show you which campaign is more successful.
These simple techniques will give you an idea of your potential customer base and which social groups are interested in your services. You can increase your sales by modifying your marketing campaigns accordingly.
Calls You Make
In this scenario, your sales representatives try to acquire new leads by making both hot and cold calls. It is possible to make them sell more by tracking their calls and sticking to a certain formula. However, keep in mind that you need to use some special programs to use almost all of these techniques effectively.
- With the calls made to you, you will see which geographical region and which income group you should focus on. So, start with the people who called you but did not become your customers: Keep calling them periodically. Have a different pitch for each call, but make sure that the call periods are not too close to each other: You don’t want to bore anyone. (Computer programs can help you in this regard and can show you who spoke to a particular person last time.)
- You can then start calling people and companies that match your targeted customer persona. Again, with the help of a computer program, make sure that you have an idea of the possible needs and wishes of the people you will call: Try to focus on these needs in each conversation.
- As a manager, record all your sales representatives’ calls and listen to them regularly. How successful is the agent in turning a conversation into a sale? How many customers can they gain each day? By using this data, you can give individual recommendations to sales representatives as well as determine general rules that will concern everyone.
Keeping a record of every call made, analyzing that call, and guiding sales representatives using this data is the basis of call tracking techniques, and you almost always need to use an external program to do all this efficiently.
