Lead scoring is a significant and productive part of sales management. By tracking the prospect's behaviors and activities on the web, you can determine their level of interest in your company’s solution.
Most marketers know the importance of lead scoring. It helps align sales and marketing objectives when both teams can agree on a great and in the alternative a not-so-great lead, plus it makes the sales organization more efficient by letting them spend their valuable time only on the leads that are the most sales probable.
There are some venues of lead intelligence, behaviors and activities many expert marketers consider in lead scoring points for their sales. You can get started with a company program for your lead scoring that gives your sales and marketing teams valuable information about your company leads.
You can give positive scores OR negative scores for any information. Dependent upon the software you are using to set this up, your scoring will differ for different clients. Your method of setting this up will differ for everyone.
Do your forms require only an email address? You can use the amount of contact information a visitor provides as an indication of how interested they are in purchasing from your company, and score those leads accordingly. If they provide extra information not requested on your form, add points to their lead score.
A lead's budget can be assessed by asking for it on your web landing page form, or salespersons might inquire over the phone, or your email could ask for that budgetary information. You could also guess, based on company revenue. However you get that information, a salesperson wants to work leads with the highest budgets first, so score them accordingly! Similarly, leads below certain budget thresholds require a low score so they aren't needlessly bubbled up to your sales representatives.
Are you looking to sell to small business leads as opposed to enterprises? Award points to leads that fit organization size and type you hope to close more deals with, and then set up negative lead scoring for those that are the opposite.
Are you selling to a certain geographic location? Then get those outliers out of your sales team's queue and wasting their time!. If you're targeting certain areas for any reason, you can give those locations higher lead scores than others.
5) Events Were Attended
Live event attendance can be a huge signal of a lead's interest in your company. Keep in mind that an event could mean a conference or webinar attendance. You can associate different scores with all live events so those highly engaged leads get to sales reps faster.
6) Visits Web Page
What a lead does on your website says a lot. Is a lead visiting your About Us page? When you compare it with leads visiting your pricing pages, that's a lead interested in your specific solution and buying it. Give that lead a higher score! Consider not just the number of pages a lead visits, but also the types of pages they visit when doing lead scoring.
Downloads are the most common indicators marketers use to increase or decrease a lead's score. The lead generation material you've created and put behind a landing page to incite new customers is real lead bait. But it's also important to discern the value behind each offer to associate the proper points value.
Remember Little Things Count - One vital asset in marketing both before, during and after a sale is etiquette .
When emailing, you only get one chance to get this impression right, so optimize your email subject line. Research informs us that “secrets” is the most luring and enticing subject word for any message, but don't trick them into it. Nothing would lose your credibility in their eyes faster. Desire hints into structuring an awesome email subject line? Review tips in "The Anatomy of a 5-Star Subject Line." Remember, first impressions are crucial in your line of work.