If you use call tracking at your marketing agency, you have probably spent hours trying to explain and convince your clients why they need to add call tracking and all the benefits of it. This is probably the hardest part of the whole call tracking process.
Without call tracking, it is very hard to prove that your online marketing works and that it is driving leads for your clients. If you are able to prove to your clients that you are driving leads for them, it will help you build trust with your clients since you are able to provide them with definitive proof in form of exact data that your marketing efforts work. Another significant benefit of the data is that you’ll be able to see what works and what doesn’t work in your campaigns and focus on the campaigns that work best. And who knows, maybe the clients will increase their marketing spendings when they see the additional value you’re bringing them.
In this article, we’ll show you the 3 most common client objections marketing agencies face when trying to sell call tracking as well as how to overcome them.
Fear of changing the phone number
We all know those fun vanity numbers that were popular back in the day. Even today, most clients love their wacky vanity numbers. If you suggest your client to implement call tracking which means they must change their phone number, a lot of clients will find this scary. Why? They feel like they’re risking by changing their phone numbers.
How to overcome this? Well, it’s actually not that hard. First, you have to think like your client. Put yourself in their shoes. Why are they so attached to their phone number? Maybe they are afraid that current and potential future clients see a different phone number either on the website or in any other marketing materials and will not reach out anymore.
After figuring out why are they attached to their phone number, explain to them that they are most likely the only ones who know and remember their phone number. This is definitely not a bad thing, but in today’s day and age, a lot of people rely on Google and various other applications that memorize for them. This means that different phone number will not discourage people from picking up the phone
A vanity or a plain number doesn’t provide your or your client with any data that is linked to any marketing effort whatsoever. To put it in other words, by keeping their old vanity number, they are running a huge risk by not understanding the performance of their marketing campaigns. Most likely, they are spending money on campaigns that are not performing well simply because they don’t have a way to measure the proper inbound leads.
That’s why knowing how the marketing agency drives conversions is so much more valuable to a business than the potential, or better yet hypothetical risk of someone not calling because of a phone number.
However, if your clients are keen on keeping their phone number, suggest to them that they port the number over to a call tracking number and use it to start tracking offline conversions. This will ensure they keep their phone number and you still get valuable data.
You know this client. They have a strict budget and it seems that you can’t negotiate with them. You feel it is almost impossible to sell the benefits of call tracking to them.
In order to convince them, you need to tell them all the benefits that call tracking offers and explain to them that with call tracking you are easily able to prove marketing ROI. Sometimes it is hard to prove the true value of marketing, especially when you can’t provide the numbers for a business that relies on phone calls for making deals.
Tell your client that if you implement call tracking to the marketing stack, they can be confident that all touchpoints and traffic is going to be captured and analyzed. This, in turn, helps both your agency and the client prove marketing ROI.
Resistance and uncertainty
If a client is hesitant about adopting call tracking, they are probably unsure how much or if it at all benefit their business. This client could also believe that other processes are more important — like keeping customer satisfaction high or doing more ads. Don’t get me wrong, they are right and those processes are important, but that should discourage you from convincing them the call tracking is needed. They are probably not saying no, but they’re also not saying yes, possibly because they feel that timing isn’t right.
To solve this, you have to present your client with the fact that for every day they spend without call tracking, they are missing out on valuable data that could be the driving factor in the success of their business. Every inbound call that isn’t tracked is a missed opportunity to improve your marketing, drive more leads and close more business. This data can never be captured again, at least until we invent the time machine. 🙂 Tell that to your client to create a sense of urgency.
So there you have it, the most common objections you face when trying to sell call tracking to your clients. Hopefully, our article has helped you learn how to overcome them and convince your clients that call tracking is necessary for making sure all interactions – both offline and online – that are a result of marketing are accounted for and properly analyzed to help your clients make better decisions that will drive more leads and revenue.
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