how to close more local sales
DESCRIPTION
If you’re a national company with lots of local agents, stores or franchises, how do you coach all those sales teams to close more business or book more appointments over the phone? Especially if you don’t know what’s happening on the phone calls to begin with and what opportunities are being missed. In this informational webinar, McKay Allen from LogMyCalls will share 15 eye-opening metrics they learned from analyzing millions of call segments across dozens of industries.TRANSCRIPT
How to Close More Local Sales16 Eye-Openers
We Discovered from Analyzing Millions of Calls
About Me- Written for Search Engine Journal, DMN, Mobile
Marketer, Technorati- Spoken at SMX, LeadsCon, SMSS, SES Conference- Host of marketing webinar interview series
- LogMyCalls.com/webinar
- Former TV news anchor and reporter- Manage the content strategy for LogMyCalls
McKay AllenContent Marketing Manager
I. BackgroundII. The Eye-Openers
Today’s Agenda
Part I.
What is LogMyCalls?- Business intelligence and call analytics- Lead scoring and deep analytics for the phone- Conversation Analytics
Global Start-Up Grand Prize Winner- 2500 companies competed- LogMyCalls selected
A Deluge of Phone Calls
Phone calls from mobile search will top 73B in 2018
$73B spend on advertising in 2013 to drive phone calls
64% of direct marketing/local businesses say calls are the best leads they receive
of mobile searchers call a business directly from mobile search results. 70%
Google AdWords drives 40 million calls each month.
Mobile Search = Calls
40 million40 million
TraditionalCall Tracking
Raw # of CallsReferring Source
Keywords (Maybe)Call Duration
Call Recording
Call tracking
STOPS
after the phone rings.
420words spoken each day on business phone calls.
A lot happensafter the phone rings.
BILLION
Conversation AnalyticsLaunched Q1 of 2014
Conversation AnalyticsConversation Analytics tells you what happens ON the call.
Part II.
The Q2 Call Report- Millions of call segments
analyzed in Q2 – every single call
- Dozens of industries- Data analyzed by Conversation
Analytics engine- Compiled by the LogMyCalls
data team
1. Conversion Rate- Conversion:
Appointment Set, Sale Made, Reservation Made, Commitment to Buy
- On 29% of the calls analyzed, one of these things occurred
- No change from Q1
2. Lead Scoring- Calls analyzed for lead
quality- Lead scoring for phone
calls- Assigned scores from
0-100- ‘Great’ Leads – 80-
100- ‘Good’ Leads – 60-80- Great leads dropped
from Q1
4. Ask for the Business
- A direct invitation for the caller to become a customer
- Examples:- ‘We have an opening at 2:00. Can we get you set
up?’
5. Call Length
- Accuracy of Conversation Analytics - Average phone call - 514 words- Average Siri inquiry – 6 words
Which Factors Impact Phone Conversion Rate
- Millions of call segments analyzed in Q1 and Q2 – every single call
- Dozens of industries- Data analyzed by Conversation
Analytics engine- Compiled by the LogMyCalls
data team
5. - 16. Conversion Rate
Remember what a conversion rate is? (Appointment Set, Commitment to Buy, Sale Made, Reservation Made)
Bonus
• Calls evaluated on a 0-100 scale. As scores go up, so do conversion rates.
• For example: Calls with a lead score between 90-100 have a conversion rate of 65%. Calls with a lead score between 0-29 have a conversion rate of 9%.
Bonus
• Calls evaluated on a 0-100 scale. As scores go up, so do conversion rates.
• For example: Calls where the agent determined needs effectively (90-100) convert at 58%. In calls where they didn’t (0-59), the conversion rate was 23%.
Bonus
• Certain events either did, or did not happen on the call• For example: Calls where the agent acquired the name of the caller
convert at 46%. Calls in which the agent did not, convert at 19%.
Conversation Analytics: Use Cases- Receive alerts for Missed
Opportunities- Append lead scores to CRM
records- Create nurture campaigns
based on conversion- Track conversion rate- Track sales performance- Webhooks and API
Calls: A Fertile Field of Data45 Cool Analytics We Extract from Phone Calls
- A comprehensive of list of every piece of data we can extract from phone calls
- Data that will improve your conversion and close rates
- [email protected] Twitter: @mckaysallen- Webinar Series
LogMyCalls.com/webinar
Contact Me
McKay AllenContent Marketing Manager