Call Tracking Lead Generation: That’s what you are missing

Call Tracking lead Generation

Call Tracking Lead generation introduction

Many businesses and organizations make use of online forms, E-mails, online polls, and other digital means for lead generation but overlook a fundamental lead generator- phone calls. Organizations and businesses that fall into this category are missing out on the tremendous benefits phone calls have to offer in improving their marketing strategy. 

Although online forms and others have their highlights, such as saving costs, they are not as effective as phone calls. Online forms sometimes produce incorrect results because people tend to fill forms mindlessly without reading the questions carefully. More so, online forms are highly prone to risks.

Phone calls can help you build a more robust and faster connection with your customers, create personalized experiences, inspire trust and ultimately turn your audience to leads. According a study by Forrester published in, inbound phone calls were named the most valuable marketing conversion. The study found that “customers who initiate inbound calls convert to revenue faster, spend more, and have a higher retention rate.”       

Understanding the Role of a Call Tracking Tool in Lead Generation

Call tracking tools play a crucial role in lead generation for marketers. These tools provide a bridge between your marketing efforts and customer phone calls, capturing essential data along the way. When potential customers call the tracking numbers associated with your campaigns, the software gathers invaluable information. This data includes the source of the call, the duration, time, and often even the caller’s journey on your website before making the call.

By providing these insights, a call tracking tool enables you to understand which marketing strategies are most successful at driving calls. More calls often equate to more leads, making this data vital for optimizing your lead generation efforts. In essence, call tracking for lead generation is all about leveraging data to make informed marketing decisions. It enables you to focus your resources on the most effective strategies, ultimately leading to improved ROI and more quality leads.

Breaking Down Call Tracking for Lead Generation

Call tracking tools come equipped with a variety of features designed to provide valuable insights into your marketing efforts. Call tracking enables the ability of assigning unique phone numbers to each of your campaigns in order to track the success of individual marketing strategies and understand which ones are driving not only the most calls, but also the most quality calls.

One of the most important features is call recording. By recording calls, you can gain additional insights into customer interactions, assess the quality of leads, and improve your customer service. After analyzing these insights you can get a clear picture of which lead generation practices bring the most high-value leads to your business.

Moreover, the integrations with CRM systems like HubSpot, Zoho CRM, and Salesforce can significantly enhance your lead nurturing and scoring processes. To be more specific, pairing Call Tracking with your CRM will:

  1. Help you Generate Leads: Most of the lead capturing processes focus on logging lead information to CRM only via form submissions which is fine, but leaving your phone leads out of your CRM means that you are missing high-scored leads. Why? Because, leads call your business when they are ready to buy meaning that they’ve come beyond the informational and commercial phase. CRM integrations allow you to create contacts when a phone call is placed from a first time caller that is not in your database or update an existing one enriching your lead data.
  2. Enrich Lead Data for accurate lead scoring: To efficiently nurture your leads you have to know every touchpoint so that you can score your leads accurately. Nimbata enriches your CRM with additional lead data pushing call activity back to your CRM, eventually helping you create more data-backed criteria for scoring, based on lead’s online and offline behavior.
  3. Follow-up with missed leads: Imagine the most common worst case scenario: Loosing ready-to-buy leads because you missed their call. Using slack or email notifications, you can take action on missed calls asap, eliminating the chances of losing a potential customer.

Finally, robust reporting capabilities are a must for any call tracking tool. These should provide actionable insights into call volumes, call sources, call durations, call tagging and more. Understanding these features will help you to make the most out of your call tracking for lead generation efforts.

Ok, but it’s 2024 why should I care about calls?

Customers are Skeptical about Sharing Their Information Online

Many consumers believe that online privacy is impossible; they, therefore, tend to share less online. Sharing information online can expose your customers to risks as sensitive information about them can be used for fraudulent activities. Information got online when stored without adequate security can expose your consumers to exploitation. Another reason why consumers are skeptical about sharing information online is lack of trust.

If your customers do not trust you, they will share less information with you. Which means the more your customers feel safe and connected to you, the more they are willing to share more about themselves with you. Engaging your customers through phone conversations is a great way to build connections with your customers rapidly and get them to trust you.  When they trust you, they will become less protective of sharing information with you, and you can channel this information to formulate a strategy that would turn them to leads.

Sometimes, clients want to connect with a real person

Many brand owners think asking their customers questions online through forms and polls are the best ways to get their customers to open up to them, but honestly, your customers do not like to do any of these. They want to talk to you – a real person.  Clients want to talk to you through phone conversations and not through the filling of forms or any other indirect means of contacting you. Engaging your potential customers through phone conversations will help them connect better with you and trust you, which will ultimately convert them to leads.

Customers are Talking Now More than Ever

A recent report carried out by BrightLocal asked 500 U.S consumers their preferred channel of communication with their local businesses, and 60% said they prefer to contact business owners through phone calls. 16% prefer to contact through E-mails, and 15% said they prefer to go to their shops.  This result showcases the rate at which consumers prefer to interact with brands over the phone.

Call Tracking Lead Generation: That's what you are missing local marketing calls

NetPeak Journal buttresses this through their report. The report states 39% of mobile searchers who make use of the click-to-call button at least once usually end up calling businesses. And the main reason they call instead of making use of other means of contact is that 57% of them want to talk to a real person.

More than ever, consumers prefer to call their brands. The reasons for this are simple: consumers want to be heard, and they want answers to their questions immediately. Imagine having to fill a form to make a report and then wait for days or months to get your answers; it is highly exasperating. Phone calls enable customers to talk directly to their brands and get answers quicker and faster. 

Besides, phone calls are more convenient, they provide more accurate answers to consumers’ questions, and consumers can get the answers they did not find online by asking their brands questions over the phone. These reasons make phone calls an effective lead generator that should be well utilized by businesses.

Phone leads are more likely to Convert

Phone leads are more comfortable to convert. When people call you, it means they already know you and what you do and are most likely interested in your product or service (warm leads). A recent survey conducted by IPSOS depicts the importance of phone calls in a consumer’s buying process. According to IPSOS report, “61 per cent of the survey respondents said “click to call” is the most critical part of a shopping process. 47% said they would explore other brands if they did not see phone numbers.” 

This means that when consumers tap the “click to call button” it is because they already have the intention to buy, they only need a little push. Making the call option available for your customers would therefore help boost your conversion rate while doing otherwise will make you lose your leads to your competitors.

Call Data is Invaluable

Call Tracking for Lead Generation provides massive data about your customers, ranging from their profile, the day they called, the time they called, marketing source, and much more. The data got from these calls can help you analyze who your callers are and what they want. This makes phone calls an effective lead generator as the result of this analysis can help you infuse the right strategy that will help convert your callers to leads. (Discover more call tracking reports here)

Missed Call report

View the full history of each lead.

Compile page views, form submissions, and call data into a report to pinpoint the signals influencing caller engagement.

Call Distribution Report showcase the calls per channel, UTM, Campaign
Caller Journey

Discover which pages drove each call

Dive into the Caller Journey report for a detailed overview of how each caller journeyed to the final call.

Call Distribution Report showcase the calls per channel, UTM, Campaign
Call Distribution Report

Swiftly pinpoint converting channels

Call distribution reports display converted calls, qualified/unqualified calls, and support calls categorized by channels, campaigns, and UTM or custom parameters.

Implementing Call Tracking in Your Lead Generation Strategy

Setting up call tracking for your lead generation strategy doesn’t have to be a daunting task. Follow this simple step-by-step guide to get started:

1. Choose a Call Tracking Provider: The first step is to select a call tracking provider that best fits your needs.

2. Acquire Tracking Numbers: Once you’ve chosen a provider, you’ll acquire tracking numbers to track your lead generation efforts. For local businesses it’s always better to get tracking numbers with local prefixes.

Here’s our brief guide to Call Tracking Phone Numbers: What are they, why do you need them and how to get them in 4 steps

3. Implement Dynamic Number Insertion (DNI): DNI dynamically swaps the phone number displayed on your site based on the visitor’s source, in a way that at any moment no visitor sees the same number.

4. Set Up Call Recording: If your provider offers call recording, be sure to enable it. This can provide additional insights into customer interactions.

5. Integrate with Your CRM: Finally, integrate your call tracking tool with your CRM system. This allows you to have all your customer data in one place, making it easier to analyze and make informed decisions.

Remember, implementing call tracking is not a one-time task. You’ll need to continuously monitor and adjust your strategies based on the insights you gain over time.

Optimizing Call Tracking for Maximum Lead Generation

Once you have set up call tracking, the next step is to optimize it for maximum lead generation. Here are some actionable tips:

1. Analyze Call Data Regularly: Regular analysis of call data allows you to identify which marketing strategies are working, and which ones need improvement. Pay attention to metrics like call volumes, call durations, and call sources.

2. Leverage Call Recordings: Use call recordings to gain a deeper understanding of your leads. Listen for common questions or objections and use this information to refine your marketing messages.

3. Enhance Your CRM Integration: Make the most of your CRM integration by ensuring all call data is accurately captured and organized. This will help you gain a comprehensive view of your customer journey.

4. Continually Test and Refine Your Strategies: The world of marketing is always evolving, and your strategies should too. Use the insights gained from call tracking to continually test and refine your campaigns for maximum effectiveness.

5. Foster Team Collaboration: Share call data and insights with your team. Collaboration can lead to fresh ideas and strategies that can further enhance your lead generation efforts.

Remember, call tracking is a highly effective tool for lead generation, but only if it’s used effectively. Regular optimization is key to making the most of this powerful tool.

Call Tracking for Lead Generation: Pros, Cons, and Pitfalls

Evaluating the Benefits and Features of Call Tracking

The benefits of implementing call tracking for lead generation are extensive. For starters, call tracking can give you a detailed understanding of which marketing strategies are driving phone calls. By assigning unique tracking numbers to different campaigns, you can accurately measure their effectiveness and adjust your strategies accordingly.

Another significant benefit is the ability to record and analyze calls. This feature gives you a deeper understanding of your leads and can help improve your customer service and marketing messages. Plus, with integration into CRM systems, you can have all your customer data in one place, making it easier to analyze and make informed decisions.

Features like Dynamic Number Insertion (DNI) further enhance the functionality of call tracking tools. DNI allows for more accurate tracking by swapping the phone number displayed on your website based on the visitor’s source.

However, it’s important to consider potential pitfalls as well. For instance, if not properly set up, call tracking can potentially lead to incorrect data attribution. Therefore, it’s crucial to make sure your call tracking is correctly implemented and regularly monitored to maximize its benefits for lead generation.

Recognizing and Avoiding Common Call Tracking Mistakes

Even though call tracking is a powerful tool for lead generation, there are common mistakes that marketers need to avoid.

One of the most prevalent errors is not setting up tracking numbers correctly. Failing to do this can lead to skewed data and inaccurate insights.

Another common mistake is not making full use of the features available in your call tracking tool. For instance, call recording can provide a wealth of insights, but only if you take the time to analyze the calls. In addition, automating call tagging can help you understand the quality of your calls just by having a glance at your reports.

Neglecting to integrate your call tracking with your CRM system is another pitfall to avoid. Without this integration, you’re missing out on a holistic view of your customer journey.

Lastly, failing to regularly review and act on the data your call tracking tool provides can lead to missed opportunities. Regular monitoring, analysis, and optimization are key to leveraging call tracking effectively for lead generation.

By recognizing and avoiding these common mistakes, you can ensure that your call tracking strategy leads to successful lead generation and a robust ROI.


In conclusion, lead generation is very crucial to the success of your business. Although people use forms and other digital means to communicate with their customers, the most effective means of communicating to your audience is through phone calls because that is what your audience wants. More so, communicating with your audience over the phone can trigger trust, which is essential to converting an audience to someone who is willing to buy.

Embracing call tracking is an essential step towards enhancing your lead generation efforts. By providing valuable insights into which marketing strategies are driving phone calls, call tracking enables you to optimize your campaigns for maximum effectiveness.

As you move forward, remember to continuously monitor and adjust your strategies based on the insights you gain. Call tracking is not a set-and-forget tool. Regular optimization is key to leveraging its potential fully and boosting your lead generation.

The Next Steps for Marketers Using Call Tracking

For marketers already using call tracking, or those planning to start, the next steps involve continual learning, adjusting, and optimizing.

Firstly, make it a regular practice to review and analyze call data. Look at the call volumes, call durations, and call sources, and see how these metrics correlate with your marketing campaigns. The insights gained from this analysis can guide your decision-making process.

Secondly, if you haven’t already, start leveraging call recordings. These can provide valuable insights into your leads and help you refine your marketing messages and customer service.

Thirdly, ensure you’re making the most of the tool’s integration capabilities. Seamless integration with your CRM system can provide a holistic view of your customer journey, enabling you to make more informed marketing decisions.

Lastly, stay updated with the latest developments in call tracking technology. Tools like Nimbata are continually evolving with new features and capabilities. Staying abreast of these changes can help you leverage the tool to its fullest potential.

Remember, call tracking is a journey of ongoing improvement and optimization, and your commitment to this journey will play a crucial role in enhancing your lead generation efforts.

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