April 04, 2018 Call Tracking

According to Google, when people use mobile search to help make a decision, they are 57% more likely to visit a store and 40% more likely to call a business. And those offline conversions are 51% more likely to make a purchase. It’s why many businesses are now looking to optimize their mobile ad campaigns for these valuable offline interactions.

Honda, for example, saw this as an opportunity to shift its media buy to pay only for mobile ads that drive people to their dealerships. Digital ads, normally bought on impressions or clicks, will now be bought on a cost-per-visit basis, reducing the risk of wasted media spend and providing a way to measure whether ad exposure is driving offline conversions that lead to purchases.

Google, mobile search stats
Source: Google

Optimize Your Digital Ads to Drive Call Conversions

Businesses and agencies spent over $37 billion in search advertising in the US in 2017 to drive leads, customers, and revenue. It’s fiercely competitive, and every conversion counts. Yet call conversions are still a metric commonly overlooked by most marketers. You can’t measure and optimize digital marketing ROI if you ignore call conversions.

For many business, a phone call is the most valuable type of marketing interaction. Research shows that inbound calls convert to revenue 10x more than web leads. And industries like auto, insurance, financial services, health care, home services, and tech all rely on inbound calls to drive appointments and acquire customers.

Here are 4 strategies to take a data-driven approach to calls and optimize digital campaigns to drive more calls and customers:

1. Make It Easy for Consumers to Call You

Calls are an important part of the customer journey for industries with complex, expensive, infrequent, or urgent purchases. Consumers want to call and speak to a real person, regardless of the device they use to search for a product or service. For marketers in these industries, your search ROI hinges on your ability to drive calls. Add phone numbers and click-to-call buttons to your digital ads and throughout your website to make it easy for consumers researching your products or services to call.

Optimize Your Digital Ads and Websites for People Who Want to Call

2. Capture Complete Marketing Analytics on Every Caller

For each call, you should capture information on the caller and the marketing channel, ad, keyword search, or other marketing source that drove it. You should also understand what happens on the call to be able to measure lead quality, caller intent, and the outcome and value of that conversion.

Marketing data from each inbound call

3. Integrate Call Analytics with the Tools in Your Marketing Stack

By including offline data from calls into your CRM, bid management, web analytics, and other marketing tools, you can get a holistic view of your buyer’s journey. Armed with this insight you can then allocate budget and optimize campaigns to generate the greatest return on your investment.

Integrate call analytics tools

4. Use Call Analytics to Personalize the Caller Experience

It’s critical for businesses to offer callers the right experience to convert them to customers. To do it, advertisers can use the data they capture on each caller to personalize their on-call experience, providing a seamless transition from online search to offline conversation and increasing the chances of winning that caller’s business. By implementing intelligent call routing processes, every caller is directed to the most appropriate sales associate or department.

Route callers

Calls Convert to Customers — Don’t Ignore Them

For many DialogTech customers, phone calls represent half or more of overall conversions. Not only is it important to track (and get credit for) the leads that come in over the phone, but it’s also critical to make sure those calls get routed to the right person to turn them into revenue. Marketers must take a data-driven approach to calls to boost ROI and optimize media spend.

To learn more about businesses who are using call analytics solutions to drive sales and better prioritize marketing spend, take a look at The Marketer’s Big Book of Call Tracking Success Stories.

 

Check out our comprehensive eBook, that shares call tracking success stories from 25 industries.

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About the author:

Christie Huber

Senior Content Marketing Manager, DialogTech

As Senior Content Marketing Manager, Christie manages content strategy, social media, and public relations at DialogTech. She has a background in corporate and consumer marketing, advertising, social media, public relations, and influencer marketing. Christie is a passionate University of Michigan alumni and fan, supporter of 1-on-1 cancer support charity Imerman Angels, and recently completed her fourth marathon.

See more posts by Christie Huber

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