What is lead scoring?
Lead scoring allows us to assign a score / points to each lead based on the data they have provided and their interactions with your website and your brand on the web. Lead scoring helps marketing and sales teams to prioritize leads, cluster them and increase efficiency.
This score will help you discover who has a genuine interest in your product and who is just browsing.
Each company has its own lead qualification model, but one of the most common techniques is to analyze the history of past lead data to create the value system or methodology.
How to define my methodology?
Look at the contacts that became customers to pinpoint what characteristics they share. Next, review the attributes of the contacts that did not convert into customers and create clusters such as high, medium and low impact.
Once you have reviewed the historical data of both prospects, you can decide which attributes will have the most value based on how likely they are to indicate that someone is a good fit for your product or service.
What is lead scoring for?
A correct use of lead scoring gives you several advantages because by qualifying and establishing a scoring system, you have parameters with which you can orient your efforts and investment.
This also helps you to improve and better focus your content and to personalize your brand’s communication in its digital environments. Your strategies and campaigns will be optimized. You can also find out which areas you can strengthen or how to improve certain processes, such as customer service.
Your sales team will have more and better opportunities to market your company's products or services. In addition, it will improve the processes and quality of closing.
How do you know what is most important when qualifying leads?
Meet with your Sales, Marketing and Service team and answer the following questions:
- Which sections of my site did my prospect have to visit?
- How many emails did you open?
- Shall I send a contact form?
- Do you have corporate mail?
- Do I download any catalog or Ebook?
- Do I go in to view a particular product page?
We recommend that you do everything. Your sales team, your customers and analytics reports will help you determine what content is most valuable in converting leads into customers, which in turn will allow you to relate certain points to certain offers, emails, etc.
Automate with Hubspot
If you are looking for automation, Hubspot may be the right tool for you, because based on your user’s behavior you can give ratings that generate the lead score and thus qualify your prospects.
This will help your marketing and sales team improve prospecting and know which prospect to invest time in. With the score we will know if they are really interested or if it was just a user with no interest.
This process is so easy that it will take you no more than 30 minutes to do the first test. Would you like to learn more about hubspot and its implementation? Send us a message to [email protected] and we will gladly contact you.
Consult our technical support
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