Lead scoring is a scalable way to connect you with the right prospects for your business. This metric is based on assigned values like location or business size. Using marketing automation tools can make this seemingly complicated process quite simple.
When determining your demographic(s), you must first identify your buyer persona(s). Buyer personas are a representation of your ideal customers based on market research. They define who you want to market to through data retrieved from your existing client base. To help define your persona(s), use the ‘five whys’ model:
These five questions will help you to learn more about your customers.
Online behavior is critical information in determining a leads level of interest in your business. Start by asking these questions:
These questions will assist in identifying how your converted leads became loyal customers.
Engagement with email and social media campaigns are an easy way to determine a leads level of interest. For emails, monitor at open and clickthrough rates. For social media, look at likes, comments, shares, reposts, and clicks.
Your business is missing out if it’s not utilizing software that support the whole customer lifecycle. The proper marketing automation tool can assist with lead scoring reports, post-sale engagement, customer service, customer retention, and more.
An outsourced marketing professional can create, share, and explain lead scoring reports for your company. To learn how you can use lead scoring to identify and nurture relationships with your customers, contact CC&A today.