Marketing Power Processes: The Lord Of The Rings
As marketers, we are dealing with a power crisis. We have more channels than ever to get our message out, and yet have fewer resources with which to utilize these channels. We must be proficient in a variety of skills to even manage our teams. This is a huge challenge when change occurs faster than we can get up our learning curves.
To become an indispensable marketer, it is important to choose some things that have a visible impact on the business and that we can master within a reasonable time. I call these Power Processes, and I’ll be presenting several over the next few months.
To kick things off, I suggest you become The Lord of the Rings.
Please Add Me To Your CRM
When someone completes a form on the site, you know where the information goes. Someone gets an email. A record is added to the customer relationship management (CRM) system. Lead counts are tallied for your weekly marketing report. Some get contacted. Some don’t. Some get the autoresponder they had hoped for. Most don’t.
Form leads too often wither in the CRM freezer. How can we thaw out our lead funnel and give sales what they need to generate revenue?
Phone Calls. Because phone calls don’t get cold.
Phone calls are answered and voice mails are returned. There is no CRM icebox where your contacts can be sent to chill while everyone updates their lead reports.
Even if you have highly sophisticated marketing automation campaigns that move people through the sales funnel, none of them is as efficient and successful as a human being — listening, answering questions, and handling objections.
In our experience, a phone call is worth between 500% and 1,000% (that’s five to ten times) more in revenue than a completed form will generate.
The business wants more calls. Your sales team wants more calls. However, marketing is rewarded for leads. This is the problem.
Power Process: Make The Phone Ring
There are two kinds of people coming to your website who need to talk to someone. They won’t be satisfied by completing a form or reading a report.
We know something about these two kinds of people.
The first kind has a Myers-Briggs type index including NT, iNtuiting and Thinking. Well-known consultants Bryan and Jeffrey Eisenberg call them Competitives. They are on a mission to find the things that make them better. They expect things to work logically and abhor sloppiness. They are smart and goal-oriented.
The second kind has a Myers-Briggs type index that includes N and F, iNtuiting and Feeling. The Eisenbergs call them Humanists. They don’t do business with companies, they do business with people. They seek relationship and connection. Trust and empathy are the things they look for.
When you say, “Let’s put a phone number on our site because someone might actually call,” you are thinking of these visitors. The problem is, that adding a phone number as an afterthought is exactly what these visitors don’t want. The Competitive sees it as sloppy. The Humanist sees it as stand-offish.
Embrace the phone or they will go someplace else.
You Can’t Take Credit For What You Don’t Measure
In order for this to work, dear marketer, you first need to get credit for these calls. Instead of slapping the company sales number on the website, you need to be able to measure calls sent from the site. Inexpensive services will give you a unique number. We use Grasshopper for our 800 number service. Google Voice is a source of local phone numbers. Counting calls will be largely done by hand.
To tie calls back into an analytics package, we’ve worked with a number of services, including IfByPhone and Marketing Optimizer. Others on the market include Mongoose Metrics, LogMyCalls, and RingRevenue. This allows you to calculate a conversion rate with more accuracy.
The ways these packages work are different and beyond the scope of this column. Nonetheless, they let you take credit for real activity in sales.
Nail The Offer
We too often think that those who would prefer a call will think of calling. It ain’t true. Someone predisposed to call still needs to understand why they should call and what to expect. The only number that doesn’t need a call-to-action is 9-1-1.
Those who bother to write an invitation alongside their phone numbers resort to engaging messages such as, “Call,” “Call us,” “Call us today,” or the daring “Contact us.” None of these offers a why or tells you what to expect. Adding an exclamation point doesn’t help.
There are four things that you can use to make your phone number more enticing to those who would call:
- Alignment means that your “call-to-call” mirrors the need of the visitor. Often, it is sufficient to match the invitation in the ad or link what brought them to the page.
- Adding Emotion shows that you relate to their real non-logical pain or desire.
In the example above, “Struggling with caring for a parent” would be aligned, but not emotional.
“Feeling guilty about caring for a parent?” definitely carries emotion. If you think that this kind of message is too bold, think again. We had a 43% increase in calls for an invitation that read, “Ready to stop lying to yourself? We can help. Call …”
Emotion is a powerful tool.
- The visitor wants Clarity about what will happen if they call. Who will be on the end of the line? Will they be an expert? Will they try to sell me or educate me? Can I call on weekends? Be clear about what will happen on the call.
- Finally, you must build the Value of the call. Like all good calls-to-action, the call-to-call must reek of WIIFM (“what’s in it for me”). It has to promise enough to the visitor that they would prefer to call you over any alternative. Lay it out there.
These four components — Alignment, Emotion, Clarity and Value — make for effective calls-to-call, and are great for other calls-to-action as well.
Put Things In The Right Place
Just sticking the number in the upper right corner isn’t going to get you those calls that make you powerful. The number should be there, as this is where callers look. But the other two places that make the phones ring are:
- In the headline at the start of content.
- About 75% down a page of content.
The following image shows a wireframe of a typical content page with proper placement of calls-to-call. We’ve tested them all over the page.
We tested messages at the top, left, right, bottom and middle. These are the places that worked for us on several sites. Bigger and bolder text can also increase your calls.
Bonus: The Power Of A Long, “Nasty” Form
If you’ve read this far, I have a bonus for you. You may have noticed an item on the wireframe image above: “Long, ‘Nasty’ Form.”
To maximize the number of calls you get and cast fewer of your visitors into the frigid desert of the CRM, make your forms long, and ask for some personal info. Yes, this is the opposite of what we tell you to do when you want visitors to fill out a form.
This will cook your noodle. When trying to maximize the number of calls we get, a long, nasty form works better than no form at all. That’s right. No form generates fewer calls.
I think this highlights the way our visitors assign a price to their time and attention. On its own, a phone call may seem “expensive.” However, when a long, nasty form is on the page, it makes the cost of taking action by form more “expensive.” The call looks cheap by comparison.
This is a pricing exercise, but the cost isn’t money. It’s time and attention.
The power of a ringing phone gets noticed. If visitors to your site start calling your sales team, it will be noticed. You need to be able to measure the calls and toot your own horn as well. Unlike leads, calls have a power beyond a graph in a PowerPoint presentation. To become an indispensable marketer, make the phone ring.
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