Marketing automation generates a significant amount of leads, but it is the lead scoring process that filters and prioritizes leads to determine which are most qualified. Not every lead has the same potential. Lead scoring determines who has the highest chance of conversion, so the sales team is only focusing their energy on landing qualified leads. We’ll show you how to use lead scoring to land qualified leads.
Compare Leads against Current Customers
A lead will have a greater chance of conversion if their behavioral and demographic characteristics are similar to existing clientele. This is usually a strong sign they will have the same needs. Marketing automation can land more qualified leads by basing their criteria on their current customers.
Uses the Sales Team to Understand Customer’s Needs
Marketers should always ask the sales team for their opinion when they are developing lead scoring criteria and lead nurturing content. The sales team works directly with the company’s existing clients and they understand what they truly want.
Rank Criteria based on Relevancy
Every characteristic of a potential leads should be weighed based on relevancy. For example, a lead that clicks on a DIY video could imply that they are just using the site as a resource for information versus a lead that clicks on a page that contains product pricing and specifications. Higher value should be put on behavior that demonstrates sincere interest, like if someone volunteers personal information in an online registry to gain access to information.
Test Different Lead Scoring Criteria
There are some criteria that will have obvious relevancy, like whether or not someone clicks on a company’s contact page while other characteristics like a person’s purchasing history may not matter as much as you originally estimated. It is important to test different lead scoring criteria by not only changing the criteria, but by also adjusting the value assigned to the criteria.
For example: Let’s say that right now lead scoring determines that leads between the age of 40 and 50 are less relevant and therefore are assigned one point and leads ranked between the age of 20 and 30 are given four points because the product appeals to a younger demographic. If marketers notice that the business is now attracting an older audience, they can test the lead scoring by boosting the age 40 to 50 criteria up to two or three points. If older clients are truly interested in the product, this change could help the business land more qualified leads.
Include Criteria to Measure Inactivity
If a lead was active for a significant period of time and then they suddenly stop visiting the site, that behavior should also be considered as part of lead scoring. It may be an indicator that the lead nurturing content is not answering their needs or that they have already chosen to go purchase elsewhere.
Marketing automation was created to capture and land more qualified leads. This will be easier to accomplish if marketers use the right lead scoring criteria by involving sales in the process, basing it on relevancy, testing various criteria, and including inactivity. Lead scoring can be a powerful tool for ranking and prioritizing leads, so sales professionals are always focused on the people who have the highest potential for conversion.