If you don't know what Lead Scoring is , we invite you to read this post . In it, in addition to giving you a definition of Lead Scoring , we explain what it is used for and how the system establishes its scores.
Lead Scoring, the smart way to segment
Giving your prospects a "score" when it comes to their potential to hungary phone number list make a purchase is a smart way to improve the value of your efforts.
For any business, regardless of size and category, an integral part of the sales cycle is the ability to understand where your prospects are in their buying journey – i.e. how likely they are to make a purchase.
An effective method for ranking your prospects based on their likelihood to buy is " Lead Scoring ."
Like many inbound marketing processes today, lead scoring can be automated to make sales and marketing efforts more efficient and perform better. Automated lead scoring is the process of assigning a numerical rating to each customer based on their various actions, such as visiting a website, opening an email, downloading an eBook, or filling out a form.
With today's online technology tools, marketers can categorize and segment leads in their CRM systems by this score and use this assessment in building marketing and lead nurturing campaigns .
Lead Scoring segments scores into explicit and implicit:
Explicit scoring is typically submitted by the leader on a voluntary basis. The information used with explicit scoring includes demographic data from all aspects of the business. Additionally, explicit scoring requires careful budget analysis to help understand all the ins and outs of the business. This is a critical factor in deciding whether a company is going to be ready for sales or not.
Implicit scoring takes information from across the internet and helps with scraping all the information related to the “digital world.” This often includes looking at the number of viewers a website is receiving, social media shares on posts, email engagement, and even the number of clicks being made on the website as a whole.
By using explicit and implicit information to help score information, a business can use the information and automate processes to focus on only those visitors who are sales-ready and in need of the product or service.
Design your own Lead Scoring system
Defining who wants to buy your products directs your entire Lead Scoring strategy . When you can describe the traits of your ideal customer (Buyer Persona) very specifically, it is easy to assign points based on their habits and movements.
So your first step is to answer the following questions:
What industries am I targeting?
What is the size of my ideal client's company? 10 people? 100? 50,000?
Who in the company am I trying to reach? A purchasing agent? A project manager? The CEO?
What products or services do my potential customers typically search for?
The answers to these types of questions form the makeup of a qualified lead.
So if you can successfully collect this information from website visitors, you can score accordingly.
Collecting information through a website focused on Lead Generation
If your website has been strategically designed as a B2B lead generation tool , it is much more than just a hallmark for your company. It is also a resource full of valuable content that provides value to your audience, as keyword-targeted blog posts attract a specific search engine audience, and strategically written CTAs throughout the site invite visitors to download eBooks and other resources.
Based on this engaging, visual content, use
