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We only have Full Name, Email, Company Name and Password as fields. Now our sales team believe we should have Phone Number field too as we are selling a b2b software and they want to follow up with the signed users about their requirements and experience. The counter arguement is, the simpler the form, more signups we will have.

  • SK

    Sean Kirby

    about 3 years ago #

    Unfortunately there is no cut and dry answer for this. Each business is unique.

    As you mention, including the phone field will most likely result in fewer leads. It's not just an additional field, getting sales calls is more intrusive than an email. But there are times when it makes sense. For instance, if you get a lot of low quality leads that don't convert, adding the phone number field could help qualify them a little better, because if people are willing to give their number, they are more likely to have a real interest in what you offer.

    Here's what I suggest. Dig into your analytics and see if you are having trouble converting, and if so, at what stage. If you do decide to collect phone numbers, you may want to limit it to forms for offers and or/leads closer to the bottom of the funnel or at the point they would be SQLs. Keep an eye on the data so you can measure how the change affects your ROI.

    I would also make sure you have plan out a strategy for how you would use those phone numbers asking people for them.

    Best of luck.

  • FB

    Fred Bullock

    almost 3 years ago #

    It depends where in the journey the phone number is requested. In my experience asking for the phone number too early results in people giving fake numbers which generates more internal work later in the process.

    A/B test with and without, and for the test that includes the phone number count the number of fake numbers entered that need to be corrected.

  • EB

    Evan Brett

    almost 3 years ago #

    I think it depends on what matters to your business, and your sales/marketing teams in particular.

    If your model relies heavily on product usage to drive qualified leads, you might not need Phone Number on forms. You can use other ways to get at that information like in-app messaging.

    If your model does not include a freemium or free trial option, having phone number on your forms may be more important to your sales process.

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