Here’s a practical example to help you better understand how lead scoring works. Let’s say you have a digital marketing agency that offers services to various types of businesses and receives the following leads:
Based on this information, which of these leads would you prioritize? At first glance, we believe your answer would be lead B, right?
However, just because a lead has downloaded more than one copy doesn’t necessarily mean they’re a potential customer. If you think about your ICP (Ideal Customer Profile), it makes a lot more sense to prioritize lead A.
This is because, even if he has shown less interest , his profile can be better worked on, making him vietnam phone number library in the sales funnel and fit into your company’s ICP.
How Important is Lead Scoring?
From the moment your company starts receiving a lot of leads, you need to keep in mind that you can’t direct them to the sales team, for example.
Considering that some leads may be disqualified, your company’s salespeople cannot waste time approaching leads that have no chance of making a purchase.
Therefore, lead scoring is important to help you get to know your leads better and identify those who are performance optimization to improve loading speed to become customers, resulting in:
Reduced expenses
Investing in lead scoring will help your marketing and sales team spend less time approaching and preparing leads america email don’t have the potential to boost your company’s sales conversion rate .
This also reduces the sales cycle time and reduces spending on resources to acquire new customers. This means a reduction in CAC (Customer Acquisition Cost), i.e. the lower the CAC, the greater the profitability for your business.
Increased productivity
Here, you will notice that one action leads to another. And we say this because as you spend less time on some activities, you gain time to generate new business opportunities and retain existing customers.