Many small business marketers consider lead generation as their top priority. But lead generation without proper lead scoring strategy wastes time, energy, and money.
Lead scoring is the task of determining which of your leads are sales ready.
Without a lead scoring strategy, your sales people are being sent contacts for people who are not ready or are unable to buy.
As a small business, you need to focus on lead quality over lead quantity, without ignoring the lower quality leads. This is done through a marketing automation system that implements lead scoring. Leads are nurtured through the marketing automation system and the ones that get scored above a certain threshold get sent to a sales person for personal attention.
It is the process of ranking leads based on their perceived value to your company.
Lead scoring is the measure of value of a lead to your small business.
How to increase you ROI with lead scoring.
The goal of a lead scoring strategy is to provide visibility of leads as they move through your sales process.
When used properly, a lead scoring program helps increase your ROI by
- Lead scoring enables you to see what strategies are driving qualified leads
- Lead scoring ensures that you segment leads appropriately
- Lead scoring helps your sales people focus on leads that are qualified
- Lead scoring helps you create a personalized user experience for each lead