The Definitive Guide To Call Tracking In 2020

Leena Fernandes

Leena Fernandes

November 6, 2020 |

‘’3 out of 4 managers say they can take action from a cold call alone.’’

This proves that calls still are an important asset for any brand to succeed even in 2020.

Do you realize that or have realized that from the campaigns and marketing efforts that you spend on the results are always 1 or 2% distant?

In simple words, have you felt that your marketing expenses are being spent well on, but when it comes to the results, there is a tiny lag that causes a not so happy impression when you see them?

This is one of the most common issues which multiple brands eliminate or don’t stop to think why. Either they go on to invest more or just enhance what they already have.

If you too are one of those brands, then this can be a serious problem when it comes to your conversions and sales figures.

Have you stopped to wonder that while you’re receiving all the likes, clicks, and impressions via your campaigns, you also receive calls?

How are you managing the calls? 

You are tracking them, aren’t you?

If you have stopped to think or paused on the above statement, this is an issue.

The concept here is not to calculate just how many calls you get, you need to also understand from which campaigns it is coming from.

If you do this, the following factors can happen to you:

  • Better marketing expenses will be allotted to the meaningful campaigns
  • Better numbers will be seen on your conversion rates
  • Better brand growth
  • Better lead capture process and more

To help you understand this better, we have curated this blog that will teach you everything you need to know about call tracking from your campaigns.

What to expect?

1 . The Meaning of ‘Call Tracking’

2. How does Call Tracking function?

3. What makes Call Tracking an efficient lead generation solution?

4. Why is an investment in Call Tracking worth it in 2020?

5. How to measure Call tracking to enhance its performance?

6. Top Call Tracking softwares to help you get started

Let’s begin.


The Meaning of ‘Call Tracking’

Call tracking is the process of tracking down the calls that have been made by your marketing efforts.

Let’s understand this with an example:

Say that this is a campaign that you’ve sent to a prospect called Adam.

Adam opens it and reads it and is interested to learn more about it. What Adam would do is, he would see your businesses contact details and immediately contact your brand.

You receive the call and understand that like Adam there were a few other prospects that contacted you after seeing this campaign.

What your next action would be?

Since you realised this campaign helped bring in more warm leads, you decide to invest a bit more money in such campaigns and you suddenly realise that the conversions rates and sales numbers are getting better.

Interesting Read : Top 15 Best Practices for Call Center Agent Training

How did this happen?

Because you aimed to track the calls made via a campaign.

If you’re under the ideology that your prospects won’t call or that calls are dead, you might have to reconsider, ‘’Organizations who believed that cold calling is no longer effective experienced 42% less growth than those who believed otherwise.’’

Call tracking is what your brand needs if you want to exercise your marketing efforts for the best. How this solution works wonders is what we will cover in our next category. 


How does Call Tracking function?

This is how the Call Tracking solution works:

  • Your prospects will view the campaign you’ve sent them
  • When viewing your prospects would see keywords or phrases or even witness a number that will help them understand that it can guide them towards you
  • They then dial that number and that call is received by you
  • Once this happens, you can track that call on your dashboard 

Now that you have understood the meaning of call tracking and how it works, let’s give you another reason to understand why such a solution is a better option when it comes to enhancing your lead generation tactics.


What makes Call Tracking an efficient lead generation solution?

1. Easy to get started

Call tracking isn’t a complicated solution. It does the simple job of tracking the calls made via your campaigns so that your marketing efforts can be enhanced and invested in better. When a solution is this simple, an investment in it is mandatory for your brand.

2. Provides prospect details

Another great reason to love Call tracking is a simple fact that it can help you to capture your prospect details. When your prospects contact you, you can immediately retrieve important data such as their name, contact details, location, and more. All of these factors will contribute to assisting them better and every conversation would be personalized accordingly. 

3. Integrates well with CRM

Your CRM makes sure that all your sales information whether it is how many deals you’ve closed, the follow-up list, or your prospect’s details are all recorded and secured in one place. When you integrate Call tracking with CRM, the process to collect those lead details becomes 2x more easier. This will help you to never skip or miss out on such prospects. 

Interesting Read : The Ultimate List of Best Lead Generation Principles – LimeCall

4. Provides real-time analytics

When you have your prospects data in front of you, won’t you be more enhanced when engaging with them? With the analytics of theirs, you will be able to engage with them in the right manner as well as provide the right assistance accordingly. Also, in case you’re on a call, with the real-time analytics in front of you, you can at that moment cater to the prospect well. 

5. Make use of Call Recording

Call recording is important when conducting call tracking because it helps you understand what went right and what went wrong with your prospects. There could be instances where your prospects contacted you but then the call didn’t go well, what do you do then? You listen to the call recordings so that you can engage better with your future prospects. 

When such an action is conducted, your call tracking purpose is served well. 

Now that you have the reasons to understand why a call tracking solution is better for lead generation, let’s help you understand better what makes your investment in this solution worth it.


Why is an investment in Call Tracking worth it in 2020?

1. Phone calls are still a priority

‘’69% of shoppers have accepted a cold call from sales representatives over the past year.’’

And they will go on to do the same because when it comes to making a decision, your prospects will prefer to engage with you once at least to be on the same page. 

“You know you are running a modern sales team when selling feels more like the relationship between a doctor and a patient and less like a relationship between a salesperson and a prospect. When you go in to see your doctor and she asks you about your symptoms, you tell her the truth. You trust that she can diagnose your problem and prescribe the right medication. When she says, “This is what you have. Take these pills,” you don’t say, “Let me think about it” or “Can I get 20 percent off?” You take the medication.” – Mark Roberge, Chief Revenue Officer of HubSpot

Call tracking understands this which is why such a solution is developed to help you even to prioritize the calls that are coming from your marketing efforts. 

2. Let’s you place efforts in the right options

You will have multiple marketing efforts such as ads, social media, and more. How do you know which one is the most effective? It is important for you to understand that not all your marketing efforts will give you the benefit and instead of you investing more money to see what works, with call tracking you can easily identify with the calls being made to your brand in which campaign efforts are high.

This will help you invest and enhance only those marketing efforts that will work for your brand. 

3. Enhance your keyword solutions

Just like how this image explains, with the keywords being used, and when the prospect clicks on it, a number will be visible which will help the prospect to contact you then. Thereafter the call is captured to your dashboard. While this keyword technique is great it also gives you insights on using only the ones that are popular and will be searched by prospects.

This action again contributes to better lead generation tactics. 

4. Improves marketing ROI

When your marketing efforts are put to the best practices that are when your marketing ROI can improve. What happens when your marketing efforts are not being conducted to the maximum? For example, you do have calls coming from your campaigns, but are you tracking them?

This is exactly what call tracking is all about. It ensures that your marketing efforts are put to good use and you yield more out of your marketing ROI. 

5. Lets you understand your prospects better

The best way to deal with prospects is to understand what your prospects want. The only way to engage with prospects is to learn what they are looking for which is exactly what the call tracking solution provides you. With call tracking, you will be able to understand why the prospect wants a call, what made the prospect want to call you, what is the prospect looking for, and more. With this, engaging with prospects becomes easier.

6. Provides better customer experience

‘’86% of buyers are willing to pay more for a great customer experience.’’  A good customer experience can be achieved when you treat your prospects the way they wish to engage with you. When you’re aware that prospects are contacting you, it is always great to track that campaign so that you can immediately get in touch with such prospects and convert them into leads. 

7. Lets you cater to what the prospects expect

Say that your prospects have entered a keyword and found your campaign. This will help you understand what your prospects are expecting from your brand. Say that if they have searched for a keyword such as the best communication softwares, it is understood that the prospect is in need of this. 

Then understanding this, it will help you cater to your prospects well which will indirectly impact your lead count and conversion rates. 

8. Lets you eliminate what doesn’t work 

If you’re aware that out of five marketing campaigns three work well, then your focus will be on those three campaigns. This is great because you’re saving your money and investing in a solution that will benefit and work for your brand. 

9. Plan your businesses future better

When you’re aware that you’re getting calls from a campaign, you will be aware of which campaigns are working for you and which types. This will help you create the ideal campaigns for your business future use so that you will always be on track when it comes to beating the tough competition and catering to your prospects. 

While you conduct this action, it is also important that your call tracking performance is always on top. The best way to do it is to track the performance or rather measure it. This is explained well in our next category. 


How to measure Call Tracking to enhance its performance?

1. Observing the number of calls being made

When you’re able to understand how many calls are being generated, that is when you can enhance your marketing efforts better. Keeping a track of your calls being generated is what can help you give a better clarity on the campaigns you create. 

2. From where the calls have been made

It is also great if you understand where your calls are being made. It could be from mobile, desktop, and more. This can help you curate your campaigns accordingly and make the process of catering to them better. 

Interesting Read : Top 5 ways to prepare for a Demo Call and Why it Matters – Limecall?

3. Calls made via keywords

Also as stated earlier, when you share your numbers via the use of keywords, that also can help derive more calls to your brand. This is why it is important that you make use of keywords that your prospects will use or will use often so that this process becomes more efficient. 

4. Duration of each calls being made

If your calls are longer, that means your chances of converting your leads into a customer is evident. The shorter the calls, the lesser are your chances of converting the leads. Hence it is important that the calls you receive are always long so that the call tracking process becomes more efficient to conduct.

5. Missed calls data

The calls you get at times can be missed, it is important that you don’t miss out on the missed calls data and take that into consideration as well. Sometimes these prospects can be your expected sales lead so ensure that they are not missed out. 

It is easy to get started with call tracking, there are softwares that you can get started with, we have covered the best ones for you in our next category.


Top Call Tracking softwares to help you get started

1. Hubspot

Hubspot has a call tracking feature that offers multiple solutions. This solution is built in their CRM and sales suite. With one click, prospects will be connected with a VOIP and more. The call recording feature too is available so that the call recordings can be conducted for better performance. 

2. WhatConverts

Call Tracking_what converts

WhatConverts is another call tracking solution that offers lead capture solutions and reporting as well. The solution makes use of technology that can help to capture multiple information about the calls. The solution also offers well reports so that the call insights are always great. 

3. 800response

Call Tracking_800 responses

800responseis another call tracking software that focuses on ensuring prospect engagement and making conversations more personalized and better. The solution is also offering more monitoring tools that can enhance your reporting and call tracking solution. It also does the work of ranking leads so that the right and valuable leads are prioritized.

4. Activedemand

Call Tracking_active demand

Activedemand is another call tracking software that does its work well in conducting efficient call tracking purposes. With this solution you can go on to conduct multiple lead activities that can enhance your actions better. 

5. CallAction

Call Tracking_callaction

Callaction is another call tracking software that works well with inbound calls for any brand. The solution offers a great SMS automation feature where notifications about missed calls are captured for follow-ups. 

Now that we have completed this, it would be helpful if you understood what the future of call tracking is. 


The Bottom Line…

‘’41.2% of sales professionals believe that their phone is their most effective tool for the job.’’

This proves that calls are here to stay for longer. 

When you conduct your marketing efforts, squeezing out the results till the maximum matters which is exactly what this article’s purpose was to help you understand.

You now have everything you need to get started with call tracking, ensure that you make use of it well to enhance your brand and lead growth simultaneously.

Also, do tell us what you think of this article and topic? Would you like to share your opinion on the same?

We would love to hear from you, to reach out to us, just tweet

Leena Fernandes

Leena Fernandes

A writer by choice. Leena has served her passion for writing mainly into the B2B marketplaces.

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