Lead Scoring is a score that each open deal in your sales pipeline receives. This score, which ranges from 0 to 100, shows how close the customer is or what the quality of this deal is compared to other sales already made.
Lead Scoring: Understand Everything About Lead Scoring
This article contains everything you need to know about lead scoring. With lead scoring, you can easily identify leads that require december: the month of immersion action from your sales team, those that are not yet ready to buy, and those that are not interested and should be warmed up.
Let’s assume that you have several leads being generated every month, right?
If you don’t know what leads are, we have an article that will clarify your doubts. Click here.
How do you know which leads are genuinely interested in your product or service? Some leads are just curious, some are just researching and won’t buy from you, but some are genuinely interested and want to buy your product.
But how do you find these clues that show which leads want to buy from you?
The solution is lead scoring . You can route your hottest leads to your sales team. Then your salespeople can get started.
On the other hand, you can discard leads without a purchasing profile, so your sales team doesn’t waste time with the wrong contacts.
This article is divided into 4 parts that will give you all the knowledge about Lead Scoring:
- What is Lead Scoring?
- How Does Lead Scoring Work?
- Benefits of Lead Scoring
- Step by Step Guide on How to Do Your Lead Scoring
1 – What is Lead Scoring?
Lead Scoring is a methodology used to rank prospects against a scale that represents the perceived value each lead represents to the organization.
The resulting score is direct benefits of implementing a system for industries to determine which leads a front desk role will activate, in order of priority.
The above definition was taken from Wikipedia.
My definition is that Lead Scoring is a calculation made to prioritize leads through a score. The higher the score, the better the lead profile or the hotter the lead is. In other words, the more points a lead has, the more similar it is to a customer who has already purchased from you .
If you’re still, we’ll go into more detail about the definition of lead scoring throughout the article.
2 – How does Lead Scoring work?
To better understand how sales lead scoring works, let’s change the scenario a little. Let’s understand how a bank’s lead scoring works.
Imagine that you need to take out a bank loan. When you speak to your manager and tell him the amount you need, he will automatically check your score at the bank.
The bank doesn’t want to lend its money to a bad payer, right? So it will prioritize good payers. This process of filtering payers is through each payer’s score.
The bank’s system analyzes various information related to you such as:
- loans made
- monthly income
- age range
- marital status
- value of assets in your name
- current account movements
- financing
- SPC and SERASA consultation
- etc.
In other words, the bank will analyze your entire financial history and in some cases even compare your financial profile with that of other customers with a similar profile to yours .
Then, by crossing all this information within some rules by the bank itself, your score.
Obviously, if your score is low, the bank will not lend you the money, but if your score is high, this means that you have the profile of a good payer and then the money will fall into your account.
Sales Lead Scoring
But how does lead scoring work in the b2b reviews of sales? It’s similar to how it works in a bank. Let’s go!
The basis for scoring is the history. Both the history of the lead itself and the history of other leads (customers) with the same profile. If a lead in negotiation is very similar to a customer who has already purchased a product from your company, theoretically the chance of them buying the same product from you is high, do you agree?
The score can in the form of whole numbers, for example from 0 to 10, or in the form of a percentage from 0% to 100%. The higher the number, the more similar the lead is to the profile of other paying customers.
With this concept in mind, the most sensible thing to do is to prioritize leads with the highest score. These are the leads where salespeople’s contact should strategically thought out, as any mistake could throw away a “nearly made” sale.
Leads with low scores should up. A low score does not mean that this lead will not buy from you. A low score requires more energy from the salesperson to warm up this lead. Sending emails with valuable content, emails with presentations and benefits of products and services and specific calls to start and strengthen the relationship
Read Also: How to Automate Customer Prospecting
3 – Benefits of Lead Scoring
Increased sales efficiency and effectiveness
Lead scoring focuses attention on organizing or prioritizing the most valuable leads.