Check out this post to learn about the 3 most common client objections that marketers often hear when selling call tracking software and find out some smart ways marketers use to convince their clients.

1. How Agencies Can Overcome Client
Objections to Call Tracking

2. 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 client’s sales could improve
dramatically with call metrics yet he or she
resists even considering it.

3. Some companies even remain resistant when
it’s clear that their competitors have gained a
strong foothold just by using call tracking.
They don’t 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.

4. The ability to demonstrate this gives you more
value in the client’s 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.

5. Clients with a Strict Budget
Clients who have a strict
company budget are
committed to sticking to
them. They didn’t budget
for call tracking software,
so you may feel like
there’s no point in
attempting to sell them
on the benefits of it.

6. 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.

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

8. Clients Who Seem Unsure and Hesitant
A client may express doubt about
implementing call tracking software because
they aren’t 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 don’t sense any urgency about it.

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

10. Data is lost every time a call comes into the
company that it doesn’t 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.

11. 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
aren’t nearly as important as they were in the
pre-Internet era. It’s your job to show them
this is only a myth.

12. Fortunately, it’s 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.

13. Today’s 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 it’s
online, offline, or a combination of the two.

14. You don’t have to feel intimidated when
clients voice objections to call tracking
software. The objections are perfectly
legitimate from their perspective. It’s our goal
to help your client see the larger picture,
including ROI for the work you already
perform for them.