You already know that one of the major advantages of Inbound Marketing is the opportunity to attract a large number of leads to your company.
But even if you already have a strategy in hungary phone number data place and the leads are popping up, you still have another challenge ahead: qualify each of them.
Without the proper qualification, your sales team will waste time with people who are not ready to buy, and you will have a harder job to generate new leads.
This is why lead scoring exists, a technique that helps increase the efficiency of Inbound Marketing and make the companies that use it stronger.
Do you want to know how lead scoring works? In this article, we will talk about:
- What is lead scoring?
- How important is lead scoring to your business?
- 6 steps to make the lead scoring perfect
- Best tools for a complete lead scoring
What is lead scoring?
Lead scoring is, in simple terms, a way of ranking your potential customers by points. These points serve to determine who is ready to buy and who is not.
Once a lead earns the score that is considered acceptable by the company, it is pass on to the sales team to close the deal.
This score is defined based on the lead profile compared to the company’s buyer persona and by their actions during the buyer’s journey.
Therefore, the closer the lead profile is to your established persona, the more points they earn.
Simultaneously, their actions (such as downloading rich materials, answering surveys, etc.) also count points, as they indicate interest in your message.
How important is lead scoring to your business?
Lead scoring is one of the most important tactics when a company starts to generate many leads from Inbound Marketing.
After all, not every lead is the same, and if you need help prioritizing seo in your blog content sellers should not be forced to work counting solely on luck when choosing who to approach.
The better you know your leads, the greater the chances of getting in touch only with those who are already ready to become customers.
Cost reduction
From the moment you invest in lead scoring, your burkina faso leads company starts to spend less on sales and marketing. Why?
The answer is simple: the marketing and sales teams will spend less time preparing and approaching leads to have the same conversion rate they had before.
This means reducing the CAC (Cost of Customer Acquisition) by shortening the sales cycle’s average time and spending fewer resources to win each client.
With the CAC value reduced, the company’s savings are much higher.
Increase in productivity
The marketing team will concentrate its efforts on the leads that are closer to the ideal score but will still be able to monitor the others through automated nurturing efforts.
Thus, the sales team will approach a small number of leads to beat the established conversion goals.