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There has been a lot of confusion lately about lead scoring. Though a lot of people understand that it’s an important element in lead generation and prioritization, and that it can be an effective tool in getting better conversion rate for the business at the least amount of effort, money, and time, they still don’t know how it actually flows and how to do it more efficiently.
So what is lead scoring?
As its name suggests, it is merely giving points to your sales leads based on the criteria that you have set for your business or the product or service that you’re currently marketing. Normally, the assumption is that the higher the score the sales lead gets, the higher is his level of interest. Thus, if you’re selling something that he needs or desires, you will better luck with him than with those with much lower scores.
Let’s make an example. Let’s assume that you’re currently promoting your real estate business in Florida online. You have set up a website for it. If the visitor actually comes from Florida, you may assign the lead with 2 points. If he opens your website and gets to stay for few seconds, that can be an additional 4 points on his score. If he checks out the pages of your website, especially the photo gallery of your real estate properties, then that’s a huge 10 points for him. If you have a mailing list and he signs up, that’s an equivalent 20 points on his part, much bigger, of course, if he makes an inquiry over some of your Florida properties.
How do you get successful with lead scoring?
Lead scoring can be easy, if you know how to really do it well. The very first thing that you need to keep in mind is that there’s no such thing as fixed scores to give to your sales leads. You can ask even other sales lead or marketing experts, and they will tell you that there is no guideline to follow. The kind of score or points that you’re going to give for every action of your sales leads will clearly depend upon you. However, it would help if you can assign higher values to those that will make them one step closer to coming up with a deal with you.
It’s also very important to not limit yourself with the low scores, as there are a lot of outside factors that can affect them. For instance, your sales leads may be a type of person who doesn’t make any inquiry unless he has the money to get what he wants. Of course, at first, that’s a low score for him; but then, if you can contact him over phone, maybe he can tell you the reasons why, which will then allow you to negotiate a lot better. Having low scores therefore mean that they may not be your very first priorities, but sales agents still need to get in touch with them. After all, a sales lead is always a potential customer.
Most of all, don’t settle for whatever program you have devised when it comes to lead ranking. You can surely make use of a software that will make it a lot easier for you to keep tabs on your lead prioritization process, but the entire method should be susceptible to change, especially if better processes can be developed along the way.
Lead scoring doesn’t have to be too complicated. What is essential is that it can help you streamline the process of identifying leads that are of more weight than the others.
Visit our lead management software sponsor: www.leads360.com
There has been a lot of confusion lately about lead scoring. Though a lot of people understand that it’s an important element in lead generation and prioritization, and that it can be an effective tool in getting better conversion rate for the business at the least amount of effort, money, and time, they still don’t know how it actually flows and how to do it more efficiently.
So what is lead scoring?
As its name suggests, it is merely giving points to your sales leads based on the criteria that you have set for your business or the product or service that you’re currently marketing. Normally, the assumption is that the higher the score the sales lead gets, the higher is his level of interest. Thus, if you’re selling something that he needs or desires, you will better luck with him than with those with much lower scores.
Let’s make an example. Let’s assume that you’re currently promoting your real estate business in Florida online. You have set up a website for it. If the visitor actually comes from Florida, you may assign the lead with 2 points. If he opens your website and gets to stay for few seconds, that can be an additional 4 points on his score. If he checks out the pages of your website, especially the photo gallery of your real estate properties, then that’s a huge 10 points for him. If you have a mailing list and he signs up, that’s an equivalent 20 points on his part, much bigger, of course, if he makes an inquiry over some of your Florida properties.
How do you get successful with lead scoring?
Lead scoring can be easy, if you know how to really do it well. The very first thing that you need to keep in mind is that there’s no such thing as fixed scores to give to your sales leads. You can ask even other sales lead or marketing experts, and they will tell you that there is no guideline to follow. The kind of score or points that you’re going to give for every action of your sales leads will clearly depend upon you. However, it would help if you can assign higher values to those that will make them one step closer to coming up with a deal with you.
It’s also very important to not limit yourself with the low scores, as there are a lot of outside factors that can affect them. For instance, your sales leads may be a type of person who doesn’t make any inquiry unless he has the money to get what he wants. Of course, at first, that’s a low score for him; but then, if you can contact him over phone, maybe he can tell you the reasons why, which will then allow you to negotiate a lot better. Having low scores therefore mean that they may not be your very first priorities, but sales agents still need to get in touch with them. After all, a sales lead is always a potential customer.
Most of all, don’t settle for whatever program you have devised when it comes to lead ranking. You can surely make use of a software that will make it a lot easier for you to keep tabs on your lead prioritization process, but the entire method should be susceptible to change, especially if better processes can be developed along the way.
Lead scoring doesn’t have to be too complicated. What is essential is that it can help you streamline the process of identifying leads that are of more weight than the others.
Visit our lead management software sponsor: www.leads360.com
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