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

- mallen@logmycalls.com- Twitter: @mckaysallen- Webinar Series

LogMyCalls.com/webinar

Contact Me

McKay AllenContent Marketing Manager