How Lead Scoring Can Help You Get Quality Leads
Posted: Sun Dec 15, 2024 8:33 am
Is your sales team wasting too much time on low-quality leads? Lead scoring is your solution. Learn how to implement it for your business.
You arrive at work in the morning. Your efficy CRM is overflowing with the names of people who have recently signed up to try your product/service.
So, you start calling and emailing all those potential customers, going over and over each contact, name after name, giving more attention to the prospects you think are the most likely to close.
But, reality hits you... You realize that you are wasting your time, since you are not converting any leads into any sales and you realize that you are reaching out to the wrong people and the worst thing is that you have no idea which leads would be the right ones for you. You start questioning everything you do and fall into a downward spiral.
Unfortunately, this happens to all sales teams over and over again. They get a lot of leads and have no idea which of those people are worth their time and effort.
It is even proven that if you do not qualify leads correctly, it is likely that:
Without qualifying, you cannot evaluate or measure the quality of your lead. You have no way of identifying how many good leads you generate, on average for example.
You also can't build any scalable process to process your leads. You have to rely on your team to process all leads or use instinct to spot potentially high-value opportunities.
Finally, you have no idea how to make the conversation relevant. With little to no context besides the person's name and other basic details, you most likely have no idea what to talk about with them or how to start bulk sms cyprus conversation to make it relevant to them.
But how can we avoid this and still obtain quality leads? By applying Lead Scoring.
What is Lead Scoring?
Lead scoring is a methodology for classifying potential customers, determining what type of process should be followed in order to achieve their sale.
This classification is done broadly based on the interest shown by prospects in a product/service, showing where they are in the purchasing process and their suitability in relation to your business.
Companies rate potential customers by scores, implementing different classifications such as A, B, C, D or using terms such as "hot lead", "warm lead" or "cold lead".
This helps companies understand whether prospects need to be taken on the fast track to sales or whether an efficient lead nurturing process needs to be developed (a procedure for educating or maturing leads, to achieve the objective of closing a sale). In short, lead scoring is a process of classifying incoming leads on a scale based on their different characteristics and behavior to determine their interest in a company's products or services. Now, all lead scoring goes hand in hand with lead qualification. This process helps determine if your prospect actually fits your buyer persona profile (ideal customer) and is worth the sales team following up with.
You arrive at work in the morning. Your efficy CRM is overflowing with the names of people who have recently signed up to try your product/service.
So, you start calling and emailing all those potential customers, going over and over each contact, name after name, giving more attention to the prospects you think are the most likely to close.
But, reality hits you... You realize that you are wasting your time, since you are not converting any leads into any sales and you realize that you are reaching out to the wrong people and the worst thing is that you have no idea which leads would be the right ones for you. You start questioning everything you do and fall into a downward spiral.
Unfortunately, this happens to all sales teams over and over again. They get a lot of leads and have no idea which of those people are worth their time and effort.
It is even proven that if you do not qualify leads correctly, it is likely that:
Without qualifying, you cannot evaluate or measure the quality of your lead. You have no way of identifying how many good leads you generate, on average for example.
You also can't build any scalable process to process your leads. You have to rely on your team to process all leads or use instinct to spot potentially high-value opportunities.
Finally, you have no idea how to make the conversation relevant. With little to no context besides the person's name and other basic details, you most likely have no idea what to talk about with them or how to start bulk sms cyprus conversation to make it relevant to them.
But how can we avoid this and still obtain quality leads? By applying Lead Scoring.
What is Lead Scoring?
Lead scoring is a methodology for classifying potential customers, determining what type of process should be followed in order to achieve their sale.
This classification is done broadly based on the interest shown by prospects in a product/service, showing where they are in the purchasing process and their suitability in relation to your business.
Companies rate potential customers by scores, implementing different classifications such as A, B, C, D or using terms such as "hot lead", "warm lead" or "cold lead".
This helps companies understand whether prospects need to be taken on the fast track to sales or whether an efficient lead nurturing process needs to be developed (a procedure for educating or maturing leads, to achieve the objective of closing a sale). In short, lead scoring is a process of classifying incoming leads on a scale based on their different characteristics and behavior to determine their interest in a company's products or services. Now, all lead scoring goes hand in hand with lead qualification. This process helps determine if your prospect actually fits your buyer persona profile (ideal customer) and is worth the sales team following up with.