Chances are, your business is spending thousands of dollars every year on advertising to attract and close prospects. Most businesses will include a phone number with at least some of those advertisements.
Sound familiar? If so, you’ve probably heard of call tracking and monitoring.
Phone call tracking and monitoring tools make it easier to analyze lead sources and marketing and sales ROI.
Call tracking and monitoring is all about gaining visibility into which channels are generating the most leads, and understanding what happens after you connect.
In this blog, you’ll learn three ways to improve your phone call tracking and monitoring automatically. Just set it up once, and reap the rewards for months and even years to come.
Tip 1: Use Dynamic Number Insertion to Sync Inbound Phone Calls to Digital Campaigns
Dynamic Number Insertion, or DNI, is one of the most important tools for call tracking. DNI displays a unique phone number to web visitors, and then connects the incoming calls to those online shoppers.
With DNI, you can attribute offline phone calls to specific online advertising sources. This allows you to identify the digital channels that drove traffic to your website and ultimately led to conversations with your team.
We call this process of identifying which digital sources are responsible for specific lead generation “source attribution.” Source attribution offers transparency into digital advertising, allowing you to optimize spend on the top performing channels.
The power of this approach to call tracking is that it offers transparency into your phone leads and sales. You'll know what's working, and ensure that all of your marketing decisions are backed by data.
Here’s how it works:
- First, set up DNI. A variety of partners - including Calldrip - can help you set this up.
- When a lead calls the unique number they see, they'll reach your team.
- Analyze the source of those calls, so you can see which specific digital channels send the most qualified leads.
That’s how DNI helps you accurately track calls and lead source - automatically.
Tip 2: Ensure that You’re Saving Caller Information
When a lead calls in, are you automatically tracking their name, phone number, reason for inquiry, and other relevant personal information? Or are you relying on whoever answered the phone to take notes and input details into your CRM at a later date.
All too often, caller information isn’t saved effectively, and the salesperson may not even know to call for hours or days.
Given the importance of rapid lead response, failure to accurately capture caller details results in lost opportunities and wasted marketing spend.
To solve this, use a call tracking and monitoring solution that automatically captures prospect data and syncs with your CRM. That way, you won't worry about a single prospect "slipping through the cracks."
Calldrip's call tracking solution is one such tool. With every subscription, you get access to our complete suite of lead response, call tracking, sales coaching, and analytics tools.
The result? You’ll know that every lead gets a response quickly, and that all caller data is accurately and automatically saved for you.
Tip 3: Build in Automated Sales Coaching and Call Recordings
Many companies rely on cumbersome, manual methods to save insights gathered during prospecting calls. For example, sales people may take notes on paper during a call, and add those notes to a CRM or deal some time later.
This can create major gaps.
For one, the sentiment of the conversation can be overlooked or forgotten. For another, sales managers have no visibility into what was actually said during the call. Finally, smaller details might be lost.
This is precisely where call monitoring can help.
Call monitoring provides visibility to call and conversation quality, and helps record valuable data about the caller. That said, every call monitoring system is a little different, and you’ll need to choose one that fits your business’s needs.
Our phone call tracking, monitoring, and coaching suite includes automatic call recording, built-in coaching scorecards, randomly selected manual call reviews, and even leverages lightweight AI to assess call sentiment.
Whatever call tracking and monitoring solution you choose, make sure that it’s something that makes your job as a sales leader easier - not more complex.
By automating your call tracking and monitoring, you’re setting yourself - and your whole team - up for success.
Learn even more tips for improving call tracking and monitoring in this free eBook, How to Improve Call Tracking and Monitoring!
