Lead generation is crucial for any business to convert a potential visitor into a customer or client. Now, as a business, you might have implemented certain strategies to generate leads. But what are you doing about those generated leads? Have you converted those leads yet? If yes, have you seen an increase in your customers or clients?
If not, chances are you are not implementing the right lead scoring strategy to your generated leads. Lead scoring strategies will help you determine who are interested in your products and who are just window shopping! If you don’t know what lead scoring is and what are the six lead scoring models for efficient lead generation, this blog post is for you.
Lead Scoring: What is it?
Lead scoring is a method to assign a numerical value to each lead generated. This numerical value will be based on different attributes such as their interaction with your website and products online, any professional information they might have shared with you, and more.
Lead scoring is a great way to help the sales and marketing team to categorize all the leads based on priority. This will help them approach each lead appropriately thus increasing the number of customers or clients for your business.
And the best way to score each lead is by looking back at your past leads and what kind of information they have shared along with their response. Find common attributes amongst leads that became customers and those who didn’t. This will give you your lead scoring values.
Six Lead Scoring Models
Company information
This is a crucial model for those businesses that are B2B organizations. These organizations would like to interact with other B2B organizations and avoid B2C organizations. Hence, their lead scoring model will add points to B2B visitors and deduct a point from, B2C visitors. This will give a list of potential leads that can be surely converted into clients.
Demographic information
Does your business have a specific demographic population that you sell your product to? For example, parents of newborn babies! If that’s the case, you need to get the demographic information of your visitors. And for the same, you can ask certain information in your lead generation forms such as gender, age, location, and more.
You can deduct points from those leads that don’t fall in your targeted population and add points to those who do. This way you can shortlist the required leads.
Email Engagement
If you have chosen email marketing as one of the ways to generate leads, you already know how complicated it can get to determine which leads are valuable and which aren’t. But with lead scoring, you can evaluate the leads that can be useful to your business. Open and clickthrough rates are the best way to determine valuable leads.
This way your sales team can focus on leads that opened the email and interacted with it in some or the other way. Your team can now focus on these leads and score them higher.
Online behavior
Your business website is also a good source to determine the right leads. How many visitors visited your website and interacted with it in some way. Did they send you a message asking about a service? Did they check out the pricing of your services? Did they ask for a demo of your service? All these visitors are high-value leads on your lead scoreboard.
Your sales team can focus on these leads and convert them into a customer. However, at the same time, you need to determine which leads are not important for you anymore. These leads might have lost interest in your services and stopped visiting your website. You need to remove such leads based on your sales cycle.
Your sales team can focus on these leads and convert them into customers. However, at the same time, you need to determine which leads are not important for you anymore. These leads might have lost interest in your services and stopped visiting your website. You need to remove such leads based on your sales cycle.
Social engagement
Social media platforms are the biggest source of the lead generation in Singapore. You need to keep a tab on your social media accounts and posts. How many times did they visit your social media account? How many times did they share your posts or retweet them? All these factors will determine which leads will be valued higher and which leads won’t.
- Spam detection
Lastly, you need to determine which leads are spam. Check the entries in your lead forms. Did the lead fill the name, address, and company name in small letters? Do you find any discrepancy in the information? If so, these leads can be spam and you must award them negative points.
Lead scoring and lead scoring models will help you get the best leads for your business that can be converted into customers. If you need professional assistance on the same, you can contact us at Hyper Fame Digital right away.
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