Lead Scoring Model Example and Your Way Around It; As young business owners, it’s difficult to identify the quality of leads and navigate our way through the concept of Lead Scoring. We understand the basics but we have no idea about how helpful a resource lead scoring can be when it comes to focusing your resources on hotter prospects.
Here is the article to explain, Model Example of Lead Scoring and Your Way Around It!
Lead scoring is a concept which allows you to rank your prospects based on the data collected which denotes their interest in your product. Information collected from the prospects who are inquiring about your product in some form can help you manage your resources more efficiently.
For example, Prospects coming into your sales funnel from a webinar have a greater likeability than those who visited the blogs section on your website. Your understanding to differentiate between the levels of interest among prospects helps you to better allocate your resources.
After understanding the lead scoring concept and how it helps, let’s take a look at some strategies which can improve the quality and effectiveness of your lead scoring method.
Different Lead scoring models:
Your business has different products and services to offer. It only makes sense if you create different scoring models for each product.
Not all customers are going to have a similar taste. While one likes product X, it is not necessary the other would like the same product. Also, Creating a different model for each set of customers might show you a better picture after ranking them all. This will eventually help you in creating a relevant message for each group of customers.
Simultaneously, you should also create a separate scoring model for your prospects. It will tell you the requirements that are needed to convert your prospects into a customer.
Enlist behavior into your scoring model:
Your scoring model should go beyond profiling. Considering behavior as an essential scoring parameter might help you analyze your prospect even more deeply, eventually factoring in the scoring model.
Behaviors like, the sections that the prospects are visiting while coming on to your website, the amount of time that they are spending on each page, the kinds of blog that they are reading, and the overall rate of engagement that a prospects leaves should be factored in your scoring model.
Don’t rush in to gather information:
There’s no rush when it comes to extracting information from your prospects. Extract information at different levels of interest. Also, You need not ask them all the questions on the first phone call. Let them sign in again to your website or let them inquire more about your products.
Follow up with your prospects again once they engage with other additional content present out there.
This is how you will extract valuable information without making them feel uncomfortable or forcing them to say goodbye on the first call, eventually adding to the scoring model.
Analytical support:
Back up your marketing campaigns with analytical powers. It will help you efficiently nurture your leads. Assisting your email marketing efforts with web analytics support might help you understand the real reason for your prospect’s visit.
Understand what’s happening from your prospect’s end. They might just be scrolling through your website or they might be visiting a specific section or a product.
You can then curate highly targeted messages for your prospects and make an effort to re-engage them.
Keep a close look at your web analytics:
Before your push, another mail, or another blog to your prospects, consider looking at the data that you have gathered from your website.
Look at the activities of your prospects. You will now have a piece of accurate information about what your prospects are seeking. Update your scoring model and push the relevant content towards their way.
Reflect & replicate:
Once the deal gets done, the lead is closed; make it a point to look back at the whole process and identify the moments that made their mark on your prospect’s mind. Identify what went right and what went wrong. Replicate the things which were a positive sign for you and improve on your mistakes.
Update your scoring model with all the right details and nurture your prospects more effectively.
Lead scoring narrows down to the type of concentration that you should put on your prospects. Extract valuable information and add points to your lead scoring model. Knowing the reason of interest is a strong indicator towards which leads to follow-up first. Ranking your leads enables the sales team with the correct information.
