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
