A potential client's interest level allows you to execute segmented actions canada mobile number and track the behavior and activity of your leads , to determine the type of content they need at any given time.
To make this an efficient task, you should use inbound marketing software that will help you automate all your actions and keep your customer's interest level high.
“ Lead scoring is the process that allows us to assess whether a potential client is relevant to us. In other words, it is about scoring the conversion potential of a contact. Why should we do this? The answer is simple: we need to classify and prioritize sales efforts. ” Fer Muñoz – Manager of the Digital Agency Socialmood
How to implement Lead Scoring
To correctly implement Lead Scoring, you must follow the following steps to the letter:
Step 1: Assemble the sales team
Just like holding a sales process discovery meeting , you should schedule a meeting with your sales team to find out what key attributes need to be highlighted to help them better qualify.
Step 2: Develop a scoring matrix or scorecard
A scoring matrix should be a table that represents what you write down, the value of each criterion and the number of points that arrive at each stage of the buyer journey or sales funnel .
For example, is a lead with 200 Marketing points qualified? 300 points? What actions do they need to take to ensure they fit the qualification specifications given by the sales team?
Step 3: Verify the logic
The key to a great leadership score is to ensure your logic works.
Is the “demo” too high for everyone to be ultra-qualified? If so, it needs to be refined.
The key, again, is not to make every demo request the most qualified, it's to help the sales team decide which demo request they should call first.
Step 4: Add to Marketing Tool
In HubSpot , creating Lead Scores is easy.
You just need to take your logic, set up the scoring tool, and then run it for a couple of weeks. Is it working? Does it sync with your CRM system? Is the sales team actually using it?
If the answer to any of the above questions is “No,” you need to re-evaluate why it’s not working and in some cases, whether the score is actually useful to your team.
Step 5: Refine efforts
A meeting should be set up every quarter to discuss any optimizations that need to happen in the scoring process.
Is it working? Is it not? Why? Is there anything new that needs to be taken into account?
Write down everything you understand from this meeting, reconfigure the tool, and test to make sure it works. Continue this process every quarter.
By implementing Lead Scoring into your strategy, you can ensure that your sales team is getting the best qualified leads.
Not only does this keep both teams happy, it also allows you to show proof that your inbound marketing efforts are worthy.
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How to get more clients with a lead scoring strategy?
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Scoring our potential clients based on their level of interest helps us to differentiate the prospects in order to apply the different strategies that we have previously designed with a higher degree or rate of success.
By setting scores based on interest level, you can rank the traffic coming to your website and even each of your landing pages.
The actions your potential client is performing help you to know what type of prospect they are ; it is possible to determine if that client is in a maturing stage, if they need to be “educated” about your product or if, on the contrary, they are a lead that is already considering making a purchase.