What is lead scoring?
Lead scoring is a way to measure where your customers are in the customer journey. The leads you get through different activities accumulate points based on their behavior, you can acquire your leads through different activities, you can read more about lead generation here. Lead scoring can show how motivated a lead is to buy and what the lead is interested in. Lead scoring is a systematic way of calculating what information leads need, and when, in order for your company to be top of mind when the customer is making a decision.
Lead scoring is an important process that helps your sales and marketing team prioritize leads, treat the specific lead in the right way, and increase the number of leads that end up becoming convert to a customer.
How companies choose to assign a value, or score, to their leads often differs from company to company. However, the most common way is to use data from previous leads to create the value system.
How do I give my leads value?
How do you do this? First, you look at your contacts who became customers to see what they have in common. Then you look at the attributes of your contacts who did not become customers. Once you've looked at the historical data from both sides, you can decide which attributes should be weighted heavily based on how likely it is to indicate that someone is a good fit for your product and could convert to become a paying customer.
What matters most?
How do you know which data matters most - Should you find out by talking to your sales team? Should you interview your customers? Should you dive into your data and create a few reports?
If you're thinking along these lines, you're not wrong, because you should actually combine all three. Your sales team, your customers and your analytics will help you gather enough information to assess which content is most valuable in converting your leads into customers and help you incorporate certain points into certain offers, emails etc.
Lead scoring - continuous update
Once you've set up your lead scoring system, many people unfortunately forget to optimize it. This is a big mistake, because just as you optimize your marketing activities, you should also update your lead scoring system. Of course, you can choose to sit back and let it run, but continuous analysis and optimization of your criteria and values is important.
If your leads are generally bad, consider increasing the lead score value for when a lead is hot, and conversely lower the lead score value if your leads are generally good. In addition, you should also analyze your leads to find similarities between.
