You know that inbound marketing offers the possibility of attracting many leads to your business.
Qualifies each lead.
Your sales team will waste valuable time on people who aren’t ready to buy, and it will be harder to generate new leads.
Lead scoring is a technique that helps to increase the effectiveness of Inbound Marketing and makes the companies that use it stronger.
Want to know more about lead scoring? This article will discuss:
What exactly is lead scoring
What is the importance of lead scoring for your business?
How to score the perfect lead
The best tools for lead scoring
What is lead scoring?
Lead Scoring is a simple way to rank your potential customers based on points. These points are used to determine whether a customer is ready to purchase or not.
After a lead has been scored to a level that the company considers acceptable, it will be passed to the sales team for them to close the sale.
This score is based on a comparison of the lead’s buyer profile with the company’s buyer journey.
The closer your lead profile matches your persona, the more points you will receive.
Similarly, their actions are also counted (like downloading rich material, answering surveys, etc.). Also, you can count the points as it shows that your message is interesting.
What is the importance of lead scoring for your business?
Lead scoring is a crucial tactic for a company that wants to get many leads through Inbound Marketing.
Sellers should not rely on pure luck to choose who to contact.
You can increase your chances of converting customers by knowing who you are talking to.
Cost reduction
Your company will spend less money on marketing and sales as soon as you start using lead scoring. Why?
Answer: The marketing and sales team will spend less effort preparing leads and approaching them to achieve the same conversion rates as before.
It is possible to reduce the CAC (Cost Of Customer Acquisition) if you shorten the average sales cycle and spend fewer resources on each client.
The company can save a lot more money by reducing the CAC value.
Productivity increases
Professionals can use the time saved in the sales cycle to create new opportunities and increase customer loyalty.
The marketing team can focus its efforts on leads who are closest to the ideal score but still monitor all the other leads through automated nurturing.
The sales team will, therefore, only contact a limited number of leads in order to meet the conversion goals.
Effective strategies
In order to generate and nurture leads, a number of strategies are required.
Content marketing and nurturing flow are some of them.
You can use reverse analysis as your lead scoring process matures to determine, for instance, which content was most effective among leads who actually bought your solution.
You can also discover the most effective patterns of language to use to interact with your customers on different channels, such as landing pages and emails.
You will then be able to replicate your most successful actions and get better results more often. This will eventually lead to a recipe that we call predictable.
How to score the perfect lead?
You’ve probably noticed that the concept of lead score isn’t complicated. This doesn’t mean that the implementation of lead scoring should be done without a strategic plan.
In order to be successful in any Digital Marketing strategy, it is important to plan.
We have listed six steps you can follow to make sure that your lead-scoring efforts are successful!
Define MQL & SQL
Lead scoring is a powerful strategy that benefits marketing and sales.
It is important that both sectors work together to implement the Smarketing in your business.
First, the two teams must come together and define MQL (Marketing Qualified Leads) and SQL.
MQL stands for lead, which still requires marketing preparation. SQL is the one that must be immediately passed to the sales team.