1 white paper Tracking Phone Leads: The Missing Piece of Marketing Automation
2 Tracking Phone Leads: The Missing Piece of Marketing Automation 21 Executive Summary Marketing organizations today including direct response and lead generation companies are gaining tremendous value from marketing automation. When implemented and used correctly, conventional marketing automation tools like Marketo, Eloqua, and Silverpop enable marketing teams to: can optimize spending and revenue That s where voice-based marketing automation comes in. Using a voice-based marketing automation solution, you can create closed-loop marketing where every phone lead is captured, responded to properly, scored, nurtured, and tracked through the sales process. You get a complete understanding of which campaigns are working and how they are impacting pipeline and revenue. This white paper introduces you to voice-based marketing automation and explains its value to marketers and lead generation teams. leads from web forms, they simply don t work if a lead picks ads, landing pages, TV and radio spots, and billboard advertisements could be driving high-quality sales calls, but how would you know? They won t show up in conventional marketing automation reports.
3 Tracking Phone Leads: The Missing Piece of Marketing Automation 32 3 Why Is Marketing Automation So Popular? The benefits of marketing automation are well established. 1 when done correctly marketing automation can: qualified leads to your sales team Conventional marketing automation tools like Marketo, Eloqua, and Silverpop can do an excellent job generating online leads using campaigns, web registration forms, and web site usage monitoring. They can automatically score leads based on your specific criteria and the prospect s activity on your web site. Once a lead is deemed ready, the marketing automation tool can pass it to your sales team via automated or CRM integration. Lower-scoring leads can be entered into customizable nurturing campaigns until they are ready for sales to follow up. Marketing can then use built-in reporting tools to learn which online campaigns are working and how they are impacting the sales pipeline. You can now base your marketing messages and campaign decisions on real data, not hunches. And you are able to have more valuable conversations with your executive team or corporate clients around how you are impacting their revenue.
4 Tracking Phone Leads: The Missing Piece of Marketing Automation 43 The Missing Piece: Phone Leads What s missing with conventional marketing automation valuable to sales (see Figure 1), but most marketing teams aren t able to track how these leads are generated. They can t attribute them to a specific campaign, advertisement, or marketing vehicle and can t take credit for the revenue they generate. This can be a serious problem for direct response and lead generation companies with pipeline and revenue targets. what s really working? Why phone leads matter Telephone calls Website responses In-person visits Online checks Responses to Facebook page 28% 30% 42% 54% 61% 0% 20% 40% 60% 80% Not all leads are created equal. Just ask any sales manager which types of leads are most successful at driving revenue. While white paper downloads and webinar registrations are excellent vehicles for generating leads, those prospects are often just beginning their research. More than likely they are only kicking the tires and aren t ready for a sales manager to engage with them. Figure 1: Larger percentage of SMBs rate telephone leads as excellent or good more than any other lead type 2 is often further along the buying process. They have specific questions they need answered in order to make their decision and need to engage with a sales rep right away. They usually won t purchase without that conversation.
5 Tracking Phone Leads: The Missing Piece of Marketing Automation 54 product is sold primarily online and has an extremely brief sales cycle, phone leads are still highly prized. Research from a real person. 3 them over the phone with a sales manager is often the difference between winning and losing a sale. Why Are Phone Calls so Important in Sales? 77% of online adults say they would be interested in getting help from a real person before making certain online purchases. 82% say there have been times when they have not been able to get help from a real person. 58% have a question that cannot be answered by information on the web site. 52% of those who have not always been able to get the help they needed from a real person say it has affected their decision to not purchase the product. Source: IMShopping and Harris Interactive Survey, August 2009
6 Tracking Phone Leads: The Missing Piece of Marketing Automation 65 6 Track Every Phone Lead to Its Source with Voice-Based Marketing Automation That s where voice-based marketing automation comes in. Voice-based marketing automation solutions enable you to accurately attribute your phone leads (and the pipeline and revenue they generate) to specific ads and marketing campaigns. Truly understand which ads and campaigns are working are reluctant to include a prominent call me now call to pages, and web site pages. They can t track and get credit for the calls, pipeline, and revenue that such a CTA would generate. Conventional marketing automation and PPC tracking tools simply do not have the right technology. The same holds true for tracking calls from offline advertising like TV and radio spots, billboards, newspaper specific promotional assets, how do you know which ones are working and which ones are wasting your budget? To properly track phone leads, successful marketing teams track the source of every call that your campaigns and promotional vehicles generate. You can see exactly which web sites, ads, collateral, mailers, and PPC keywords are bringing in phone leads, and which aren t. Voice-based marketing automation solutions will give you the confidence to include call me now calls to action on everything you do. You will drive more phone leads, and every one of them will be tracked back to your work. How phone lead tracking works Voice-based marketing automation solutions assign a unique local, toll-free, or vanity phone number to each of your campaign assets, depending on your needs. When a lead calls one of those numbers, the solution knows exactly which keyword, ad, , or web page they are coming from.
7 Tracking Phone Leads: The Missing Piece of Marketing Automation 776 Sotheby s Uses Call Tracking to Reinvest 30% of Budget on Ads that Work Sotheby s International Realty specializes in selling luxury properties. They were spending millions of dollars on print advertising without having a clear understanding of its effectiveness. Using Ifbyphone s tracking, Sotheby s International Realty reduced their newspaper advertising spend by 30% without affecting lead flow. They were able to use Ifbyphone data to renegotiate advertising rates. Plus, some offices reported sales increases of 25% year over year. We used Ifbyphone to get print ads in line with where they should be, said Brad Nelson, VP or Marketing at Sotheby s. We reinvested these dollars into other advertising mediums that increased our listing s total exposure. Each call, along with all the tracking data, can be routed on to your sales reps, who can see exactly where they came on the lead (if they already exist in your CRM system). Alternatively, you can choose to route calls using a number of other options depending on the nature of your campaign. Some options include routing calls: them qualifying questions, with the high-scoring leads automatically transferred to a sales agent wherever they are and on whatever device they use (cell phone, landline, Skype, etc.) location, product interest, and more available option
8 Tracking Phone Leads: The Missing Piece of Marketing Automation 87 Access real-time phone lead data on every campaign Voice-based marketing automation solutions have webbased reporting tools that let you see phone lead data in real time. You can configure the data any way you want to create meaningful reports on which campaigns are driving phone leads. Plus you can integrate the data with your other and Salesforce.com. Make smarter marketing decisions The end result is a complete understanding of how your campaigns are generating pipeline and revenue. And that not only enables you to reinvest budget in the best performing campaigns, but also demonstrate to your executives or corporate clients how marketing is helping their bottom line. Beacon Technologies Sees Over 400% Higher ROI with Call Tracking Beacon Technologies is a web technology and marketing agency. Beacon uses Ifbyphone as the critical link between online marketing spend and offline phone call conversions. For one client, Beacon used unique phone numbers from Ifbyphone to track call activity from sites like Lawyers.com, FindLaw.com, Google Local, and social media outlets. They now understood which channels were working and adjusted spending accordingly. The end result was a significant increase in ROI. A lot of companies don t just get leads that take place on the web. Consumers often pick up the phone and call, said Brad Henry, Director of Web Marketing at Beacon. It s important to know where that lead originated, particularly if the web is involved, in order to optimize marketing initiatives moving forward.
9 Tracking Phone Leads: The Missing Piece of Marketing Automation 98 Voice-Based Marketing Automation Is More than Phone Lead Tracking Just as conventional marketing automation tools like Marketo, Eloqua, and Silverpop do more than track online leads, voice-based marketing automation solutions do more than track sales calls. They enable you to generate, score, nurture, and route high-quality phone leads to the right sales person at the right moment. Convert more web site visitors into phone leads Prospects are browsing your company s site or your clients sites all the time. They may have specific questions that, if answered right away, could be the difference between a sale and the visitor leaving for a competitor s site. To get answers, they often fill out a web form to have someone in sales contact them, with that lead being ed to a rep or logged in a CRM system. could be just one of many and get lost in a sea of white paper or webinar download alert messages. Or if the rep isn t logged into CRM, they may take hours, even days, to give the lead a call. to happen when you make contact within the first five minutes. 4 Waiting even ten minutes dramatically decreases your chances of converting that lead to a sale. What s more, research shows that leads that fill out forms with multiple vendors are far more likely to purchase from the first one that calls them (see Figure 2). Speed really matters. Voice-based marketing automation has tools that make it easy for prospects on your site to talk to the right sales rep right away. Using voice-based marketing automation, you can generate immediate connections from any online form, including contact us and content download forms.
10 Tracking Phone Leads: The Missing Piece of Marketing Automation % 60% 50% 40% 30% 20% 10% 0% Qualifications by Call Attempt You can also configure the system to call a sales rep on their work phone first, then their cell phone, then their home phone, and so on until they are reached. So even when a rep is away from their desk or out of the office, the system can still connect them with a hot lead. Plus, you can set up rules for which rep gets called first can be routed down a predefined list until one is found. Call 1 Call 2 Call 3 Call 4 Call 5 Call 6 Call Attempt Figure 2. 65% of leads that convert purchase from the first vendor that calls them form and clicks submit, the system will immediately call your sales rep (as well as send them an ) and whisper the to accept the call, the system will call the lead and connect strategy for reducing web site abandonment, decreasing lead contact time, and increasing lead conversion. Figure 3. Voice-based marketing automation can call (and ) sales reps when a lead downloads a form.
11 Tracking Phone Leads: The Missing Piece of Marketing Automation Generate leads and drive revenue with IVR Chances are you are doing regular blasts to generate leads and communicate with customers. is still the most popular vehicle for outbound marketing. very easy for your messages to get lost and ignored. That s why marketing organizations also use voice-based marketing customize that can be answered via speech or phone keypad. The system can then take a specific action based on each recipient s responses. inboxes and reach your target audience. Of course, all comply with CAN-SPAM laws. You can learn more about DPS Uses Voice-Based Marketing Automation to Drive Revenue and Cut Costs Dealer Product Services, Inc. is a provider of marketing solutions to over 1,600 automotive retail clients. DPS wanted to integrate voice broadcasting into its clients CRM systems to automate phone calls to advertise warranty renewals, oil changes, and other services. We chose Ifbyphone due to their flexibility and their programming expertise, said Tim O Neal, President and CEO of DPS. They have helped us integrate our systems, streamline processes, and automate all of our call delivery. Using Ifbyphone, DPS was able to generate more revenue to their clients while realizing a cost savings of 20%.
12 Tracking Phone Leads: The Missing Piece of Marketing Automation their payments over the phone directly with sales appointments and services And just as conventional marketing automation tools enable you to manage, automate, and report on blasts, voice-based You can configure, schedule, broadcast, and report on the can even integrate the data with your CRM system. Automatically score phone leads before passing to sales for follow up. And forcing sales to waste time contacting unqualified leads only frustrates reps and negatively impacts their views on marketing. You can use conventional marketing automation tools to score online leads in a variety of ways, such as asking qualifying questions on a registration form or tracking web phone leads. With voice-based marketing automation, leads that call a a caller scores high enough, the system can transfer them voic box to hear a custom recording and be given the option of leaving their own message.
13 Tracking Phone Leads: The Missing Piece of Marketing Automation Conclusion When a high-scoring lead is transferred to sales, the reps can see important data on each caller, including the ad they responded to and how they answered the qualifying questions. The system can also whisper information about the caller to the rep before connecting them. Arming sales with this information enables them to have better conversations with the right leads at the right time. Marketing teams and lead generation companies are using voice-based marketing automation to see which ads and understand how every campaign is impacting pipeline and revenue, so they can accurately allocate spending and get credit for every phone lead. Also, when paired with your other reporting systems (i.e., conventional marketing automation tools, CRM marketing automation enables truly closed-loop marketing. Now every online and offline lead is captured, scored, nurtured, routed properly, and tracked through the sales process. Nothing is missed. Sources: Next Steps Call Ifbyphone today at (855) to learn how to track phone leads from your campaigns. You can also learn how successful marketers are using voice-based marketing automation to generate revenue and cut costs at
14 About Ifbyphone conversations with your customers and prospects. These conversations cannot be managed using marketing voice-based marketing automation platform, catching these interactions is like fishing with a hole in the bottom of your net leads and information fall out. applications including ad tracking, lead distribution, direct response, health care, real estate, home services, and lead generation. Learn more at Twitter: Twitter: Facebook: Facebook:
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