{"id":760,"date":"2020-08-13T09:00:00","date_gmt":"2020-08-13T09:00:00","guid":{"rendered":"https:\/\/www.800.com\/blog\/?p=760"},"modified":"2024-03-04T22:46:00","modified_gmt":"2024-03-04T22:46:00","slug":"how-to-nurture-leads-with-call-tracking","status":"publish","type":"post","link":"https:\/\/www.800.com\/blog\/how-to-nurture-leads-with-call-tracking\/","title":{"rendered":"How to Nurture Leads with Call Tracking"},"content":{"rendered":"\n<p>Is your business struggling to convert leads into paying customers? You\u2019re not alone, as&nbsp;almost&nbsp;<a href=\"https:\/\/www.marketo.com\/lead-nurturing\/\"><u>80% of new leads<\/u><\/a>&nbsp;never make it to a paid sale.<\/p>\n\n\n\n<p>Marketers and sales teams are responsible for not only finding potential customers but convincing them to purchase a product or service by guiding them through the&nbsp;<a href=\"https:\/\/www.zendesk.com\/blog\/buyer-journey\/#:~:text=The%20buyer's%20journey%20(sometimes%20called,purchase%20a%20product%20or%20service.\" target=\"_blank\" rel=\"noreferrer noopener\">buyer\u2019s journey.<\/a> This is why having a lead nurturing strategy is equally as important as a lead generation plan.<\/p>\n\n\n\n<p>Lead nurturing is&nbsp;<a href=\"https:\/\/www.impactbnd.com\/blog\/what-is-lead-nurturing\"><u>defined<\/u><\/a>&nbsp;as &#8220;the building of relationships with individuals who are not currently ready to buy but could be an ideal customer in the future.\u201d<\/p>\n\n\n\n<p>There are several&nbsp;<a href=\"https:\/\/blog.hubspot.com\/marketing\/7-effective-lead-nurturing-tactics\"><u>lead nurturing tactics<\/u><\/a>&nbsp;businesses can use to guide leads from one stage of the buying process to the next, including:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Targeted messaging and content<\/li>\n\n\n\n<li>Lead scoring<\/li>\n\n\n\n<li>Personalization<\/li>\n\n\n\n<li>Automated processes<\/li>\n\n\n\n<li>Multi-channel touchpoints<\/li>\n<\/ul>\n\n\n\n<p>And since interactions with leads also occur offline, call tracking software and features integrate seamlessly with these critical lead nurturing tactics.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-targeted-messaging-and-content\">Targeted Messaging and Content<\/h2>\n\n\n\n<p>Lead nurturing tactics revolve around sending the&nbsp;<em>right<\/em>&nbsp;message to leads at the&nbsp;<em>right<\/em>&nbsp;time. A report from&nbsp;<a href=\"https:\/\/www.aberdeen.com\/cmo-essentials\/define-market-needs-align-content-effectively\/\"><u>Aberdeen<\/u><\/a>&nbsp;found that targeting users with content relevant to their position in the buying process generates 72% higher conversion rates.<\/p>\n\n\n\n<p>Each interaction must seek to show the lead how your brand solves their problem and adds value to their life. This can be accomplished through messages sharing relevant blog content, a follow-up email with more product information, or a product-specific \u201chow-to\u201d video.<\/p>\n\n\n\n<p>Again, the content you send must align with the lead\u2019s current position in the <a href=\"https:\/\/www.zendesk.com\/blog\/buyer-journey\/#:~:text=The%20buyer's%20journey%20(sometimes%20called,purchase%20a%20product%20or%20service.\">purchase process<\/a>. For example, you shouldn\u2019t send targeted sales emails to a lead who just started researching your product or service.<\/p>\n\n\n\n<p>These targeted messages can also be sent in the form of a phone call.&nbsp;When the time is right, give the lead a call to discuss your services or answer any questions they may have. Then, use the&nbsp;call recording and notes features&nbsp;from&nbsp;your <a href=\"https:\/\/www.800.com\/call-tracking\">call tracking software<\/a> to ensure&nbsp;the discussion is cohesive with the other targeted messages they\u2019ve received from your brand. You can also review the call to determine if the lead is ready to move to the next stage in the buying cycle.<\/p>\n\n\n\n<p>You can also use&nbsp;1-800 vanity numbers to determine which targeted messages work best. A\/B test two different messages with two unique toll-free numbers. Whichever message prompts the most customers to call for more information is the clear winner.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-lead-scoring\">Lead Scoring<\/h2>\n\n\n\n<p>As defined by&nbsp;<a href=\"https:\/\/blog.hubspot.com\/blog\/tabid\/6307\/bid\/31279\/How-to-Score-Your-Leads-So-Sales-Works-the-Hottest-Prospects.aspx?_ga=2.98896220.338605465.1588445510-1675356138.1572978608&amp;hubs_signup-url=blog.hubspot.com%2Fmarketing%2F7-effective-lead-nurturing-tactics&amp;hubs_signup-cta=null\"><u>HubSpot<\/u><\/a>, lead scoring is \u201ca methodology used to rank prospects against a scale that represents the perceived value each lead represents to the organization.\u201d<\/p>\n\n\n\n<p>Lead scoring uses a multitude of information, such as job title, location, budget, and company size, to determine if a lead is qualified to start the sales cycle.<\/p>\n\n\n\n<p>Call tracking software provides businesses with additional data to include in their lead scoring formula. Since much of a phone call is qualitative data, employees can listen to the recorded conversations to determine if a lead is qualified or still needs time.<\/p>\n\n\n\n<p>You can also use the source of the inbound call activity to determine if a lead is qualified. For instance, if a lead calls your general company phone number, they\u2019re likely at the beginning stages of the sales cycle; however, if a lead calls a toll-free vanity number used in a targeted ad campaign, they\u2019re probably ready to talk to a sales rep.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-personalization\">Personalization<\/h2>\n\n\n\n<p>The key to converting a lead into a customer is personalization. According to&nbsp;<a href=\"https:\/\/us.epsilon.com\/pressroom\/new-epsilon-research-indicates-80-of-consumers-are-more-likely-to-make-a-purchase-when-brands-offer-personalized-experiences\"><u>Epsilon<\/u><\/a>, 80% of customers are more likely to purchase a product or service from a brand that provides personalized experiences.<\/p>\n\n\n\n<p>Use information compiled from your company\u2019s&nbsp;<a href=\"https:\/\/www.800.com\/call-tracking\/\"><u>call tracking software<\/u><\/a>, customer relationship management system, and email platform to personalize all branded interactions with leads throughout the sales process. This can be as simple as including their name in the email subject line or as nuanced as sending tailored products\/content to their inbox.<\/p>\n\n\n\n<p>Personalization tactics help foster a strong relationship between the lead and the brand. After all, who doesn\u2019t like to receive personal attention? As a result, Instapage found that marketers who use personalized experiences for leads see, on&nbsp;average, a&nbsp;<a href=\"https:\/\/instapage.com\/blog\/personalization-statistics\"><u>20% increase in sales<\/u><\/a>.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-automated-processes\">Automated Processes<\/h2>\n\n\n\n<p>When nurturing a lead, timing is everything. On top of sending the right messages, you must also be prompt. Instant engagement with a lead via a&nbsp;<a href=\"https:\/\/www.800.com\/blog\/how-to-manage-inbound-prospects-with-call-tracking\/\"><u>follow-up phone call<\/u><\/a>, online chat, or email works to solidify your brand\u2019s relationship with the lead.<\/p>\n\n\n\n<p>However, it\u2019s not always possible to manually respond immediately. This is where automated processes come into play. Great uses of lead nurturing automation include:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Notifying&nbsp;<a href=\"https:\/\/www.800.com\/blog\/amplify-your-sales-department-with-call-tracking\/\"><u>sales teams<\/u><\/a>&nbsp;when a lead is ready for a follow-up phone call<\/li>\n\n\n\n<li>Sending immediate confirmation emails once a lead completes a contact form<\/li>\n\n\n\n<li>Using chatbots to converse with a customer after hours or at their leisure<\/li>\n\n\n\n<li>Leveraging\u00a0<a href=\"https:\/\/www.800.com\/blog\/what-is-sms-marketing\/\"><u>SMS messaging<\/u><\/a>\u00a0to send targeted messages at specific stages of the buyer\u2019s cycle<\/li>\n<\/ul>\n\n\n\n<p>Using automated processes also frees up time typically spent on mundane tasks. This gives your customer service and sales teams more time to interact with customers through your lead nurturing strategy.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-multi-channel-touch-points\">Multi-Channel Touch Points<\/h2>\n\n\n\n<p>Don\u2019t limit your lead nurturing efforts to one channel. There\u2019s plenty of online and offline nurturing opportunities!<\/p>\n\n\n\n<p>A multi-channel approach to lead nurturing allows you to use everything from social media to retargeting ads and phone calls to guide leads toward a sale. And, with&nbsp;<a href=\"https:\/\/www.800.com\/call-tracking\"><u>call tracking capabilities<\/u><\/a>, you don\u2019t have to worry about misreporting offline lead interactions. It\u2019s all documented and ready for your marketing and sales teams to use to their advantage.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-score-the-sale-with-call-tracking\">Score the Sale with Call Tracking<\/h2>\n\n\n\n<p>Call tracking features and capabilities fit seamlessly into every lead nurturing strategy. From automating follow-up phone calls to acting as another lead nurturing channel, call tracking\u2019s many features will help you convert probable leads into loyal customers.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Is your business struggling to convert leads into paying customers? You\u2019re not alone, as&nbsp;almost&nbsp;80% of new leads&nbsp;never make it to a paid sale. Marketers and sales teams are responsible for&#8230;<\/p>\n","protected":false},"author":2,"featured_media":761,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-760","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-call-tracking"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v27.5 (Yoast SEO v27.6) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>How to Nurture Leads with Call Tracking :) 800.com Blog<\/title>\n<meta name=\"description\" content=\"Call tracking features fit seamlessly into every marketing strategy. 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