How Agencies Can Overcome Client Objections to Call Tracking

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How Agencies Can Overcome Client Objections to
Call Tracking
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• Employees of marketing agencies know how
  valuable it is for their clients to use call
  tracking software. However, convincing their
  clients of these benefits can be a whole other
  story. Perhaps you find yourself in this
  situation currently and seem stuck at an impasse.
  Your clients sales could improve dramatically
  with call metrics yet he or she resists even
  considering it.

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• Some companies even remain resistant when its
  clear that their competitors have gained a strong
  foothold just by using call tracking. They dont
  seem to understand that not implementing call
  tracking prevents them from knowing the
  originating source of all non-digital leads. If
  you could just get your client to agree to a
  demonstration, you could show convincing proof
  that the company is allowing too many leads to
  slip away. In fact, they could see 10 to 15 times
  the leads by installing call tracking software.

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• The ability to demonstrate this gives you more
  value in the clients eyes. It can also help you
  improve the marketing efforts you produce on
  behalf of the company. This includes identifying
  advertising channels and the most popular
  keywords driving customer phone calls. Below, we
  discuss three of the most common objections to
  call tracking software and what you can say to
  challenge them.

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Clients with a Strict Budget

• Clients who have a strict company budget are
  committed to sticking to them. They didnt budget
  for call tracking software, so you may feel like
  theres no point in attempting to sell them on
  the benefits of it.

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• The first way to approach this objection is to
  explain to the client that call tracking software
  makes it possible to prove its own return on
  investment (ROI). Marketing professionals must
  constantly prove to their clients that the work
  they produce meets or exceeds revenue
  predictions. However, this can be difficult to
  achieve without the ability to track marketing
  efforts and client budgets.

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• With the intuitive platform from Call Sumo,
  clients have confidence that theyre capturing
  all types of traffic. This proves ROI on the spot
  because it shows exactly how theyre spending
  every dollar.

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Clients Who Seem Unsure and Hesitant

• A client may express doubt about implementing
  call tracking software because they arent
  certain they can justify the expense or that it
  will produce the results you claim. A lot of
  clients feel that other priorities must come
  first, including retaining a high customer
  satisfaction level and hiring the most talented
  employees. They see call tracking as something
  they might do some day, but you dont sense any
  urgency about it.

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• A good way to overcome this client objection is
  to run a comparison showing the client what its
  really costing the company to delay installing
  call tracking software. Show the client with
  facts, figures, and visuals that theyre missing
  out on collecting valuable data every day that
  plays an essential role in their business success
  in the future.

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• Data is lost every time a call comes into the
  company that it doesnt track. The company
  continues to have no understanding of what got
  that customer to pick up the phone in the first
  place. You can help to instill a sense of urgency
  by focusing on the fact that the company is
  really operating in the dark with its marketing
  practices by not knowing this vital information.
  The truly hesitant customers may eventually come
  around if you offer them a limited free trial.

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Not Understanding What Call Tracking Is

• Some of your clients may legitimately have no
  clue what call tracking is, much less why their
  company needs it. This can be a unique challenge
  in these times when many marketing experts assume
  that phone calls arent nearly as important as
  they were in the pre-Internet era. Its your job
  to show them this is only a myth.

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• Fortunately, its easy to provide client
  education about call tracking. The most
  straightforward way to define it to someone who
  has never heard of it is to liken it to detective
  work. The client is trying to solve the case of
  how customers found their business.

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• Todays marketing agency has many tools at their
  disposal to understand each step of the journey
  for the online buyer. Unfortunately, customers
  who decide to place a phone call instead drop off
  their radar. Call Sumo partners with marketers to
  bridge this gap and leave no data unaccounted
  for, whether its online, offline, or a
  combination of the two.

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• You dont have to feel intimidated when clients
  voice objections to call tracking software. The
  objections are perfectly legitimate from their
  perspective. Its our goal to help your client
  see the larger picture, including ROI for the
  work you already perform for them.