I den här bloggen, we repeated many times that all leads aren’t created equal. Their sources have varying intentions and intensity. An experienced business knows to hobble between many leads, before zeroing-in on serious prospects. Med en CRM-based lead scoring, you can replicate these successful lead processing actions. You can transfer them on-to a larger scale and bigger volume.
As your industry gets competitive, acquiring right insights could be the way to drive your business forward.
Why Is Lead Scoring Necessary?
Leads don’t ring your cash register but lead conversions to it.
According to the prospect’s level of interest, you can score individual leads based on chances of furthering the conversion. It could be varied from ‘oh-I-don’t-use-this-number’ to a direct ‘what’s your pricing?’
For any business, converting 10-15% of your leads are deemed to be a great performance. This could get continually escalated or downshifted based on the market environment at that time. This could vary depending on a number of factors, including season, lead volume, marketing campaigns, etc.
Your lead quality can also vary depending on direct prospect interaction.
With all these factors playing a part, having a direct approach to automating lead segregation gets almost impractical and vague. You can handle lead segregation only through a direct lead scoring process.
Determining Lead Quality Factors
In a practical situation, it could be hard to gauge the seriousness of each lead on an individual basis. When handling a large lead volume, a clear-cut checklist allows you to segregate leads laying on the higher probability side. This simply leads to fluctuating quality of leads, each lead potentially cutting back to its sources.
Based on your industry, you could have a combination of these multiple factors to determine your lead quality.
Authentic Lead Data
If a prospect is looking forward to a conversion, it reflects as definite attention to furnishing necessary lead information. This attention could be reflected in furnishing the requisite information from multiple sources. This can include website contact form, E-mails or phone calls.
If a lead doesn’t follow through with a clear strategy of follow-up, it can easily get blacklisted.
Version Limitations for your Business
If your prospect needs only a limited version of your business, you could be suddenly thrown into several connected constraints. You can have budget constraints or size constraints with your business. If you carry fundamental differences with prospects, it can immediately get harder to push them forward to conversion.
By counting the point of differences with your prospects, you could roughly estimate opportunity of conversion for each individual lead.
Following Level of Interests with Prospects
In association with specific Industry, your lead funnel may have varying length and complexity. Your prospect interest could sway and vary at multiple points of time. Having an ability to manage your time with each prospect can easily increase the chances of conversion.