Three Most Basic Lead Scoring Techniques For Small Businesses And Startups

The importance of leads lies in the fact that in order to make effective sales in any organization, you must have qualified leads. Lead generation is the process by which you can establish interest in services and products among the people in a targeted market for business growth .

There are more than a few steps in generating leads, just as there are quite a few ways for lead tracking to find the right people who need what you are offering. However, most lead generation technique requires businesses to buy CRM to achieve some level of lead nurturing by which marketing and sales teams can make a lead into a prospect and then a customer of your brand.

Hence for lead tracking and lead nurturing most of the organizations, those who have adopted 

easy to use CRM software for lead management use lead scoring techniques for measuring how likely a person is expected to get converted into a customer, based on their individual characteristics.

For lead scoring, individual scores of the leads are indicated by the information they provide to a business via conversation or forms and their behaviors like interactions with your website or emails.

It must be remembered that not all collected leads by any business are equally interesting and so not all leads become your customers, as most of them, you shall find is not ready to buy.

According to a Research by MarketingSherpa, whenever any new contact is added to a 

CRM database , just only 27 percent of those leads will qualify to the point where they will be ready to get engaged with sales. Hence, the rest 73percent of the leads must be nurtured and qualified.

Here are some of the key lead scoring techniques that have worked for many:

Technique # 1

Increase The Lead Score Based On Interactions

It is considered that people are having a high interest in your product or services once they read several emails or download multiple white papers from your website.

Here is a view of an incremental lead scoring system based on the lead’s interaction with your brand:

• +1 point- Lead visited your website
• +5 points- Lead clicked on your email 
• +10 points- Lead downloaded your free guide
• +20 points- Lead completed your free capability assessment
• +30 points- Lead viewed contents meant for the paid members
• +40 points- Lead viewed your payment form

Technique # 2

Diminish Lead Score As Per Interest Level

Although many organizations believe in only increasing lead scores, nevertheless it is also another best practice to decrease lead scores if the prospect has not interacted for a long time.

Therefore, once a prospect or a lead has not interacted for more than 30 days, you can decrease the prospect’s lead score by 10 points. However, once the prospect re-engages again, you can increase the lead score based on their current interactions with your brand.

Technique#  3

Increase Lead Score Based On Disclosed Preference

Finally, this is just like scoring a lead by asking the prospects questions to know them better. Once you know when the prospect may become your customer, by asking direct questions while lead tracking like “are you willing to buy within the next 1 month or in the next 3-6 months?” you can grade the lead accordingly.

Conclusion

Now that you know the importance of leads, you can also change the threshold scores of the leads while doing the lead scoring, once you buy CRM as a business growth technology and tool if you want to develop the lead generation technique which suits the best for your business.