What is lead scoring and why is it useful?

[asikurrahman]

As we all know, leads are contacts that can interact with our business at any time, however, some of them are more interested than others and require less stimulation to get to the purchase conclusion stage.

In most cases, however, even though leads have received all the necessary information, they are not qualified enough to complete the sales process. The reasons may be that they are not yet ready to buy, that our product or service does not meet their needs, or that they require an even longer conversion time.

As regards the latter case, if a lead requires too much energy guatemala telegram phone numbers from us to become a customer, perhaps we risk having to sustain high costs and it is not worth it: through the lead scoring process, however, we can filter and therefore skim the contacts, saving time and money .

What is lead scoring?
Lead scoring is a system based on useful rules for classifying leads , distinguishing which of them can be considered cold, lukewarm and hot and therefore understanding which segment to concentrate our energies on, leaving the others alone.

We are interested in hot leads , that is, those who are already ready to be converted , and less or not at all in cold leads, which need further consolidation before becoming customers, or are not at all qualified to make the decision to purchase immediately.

The lead scoring system is customizable : in addition to evaluating demographic data, such as company size, gender, educational qualifications, profession, etc., it also takes into consideration the behavior that will generate a score ranging from 0 to 100.
For example, lead behavior means when the user navigates the company website or e-commerce, opens an email or fills out an online form: what matters is determining the guidelines that will make up the lead's personal model.

It is necessary to establish a valid system of evaluation of our leads and to do so we must know what are the main characteristics that establish the importance of a user compared to others.

What parameters should we base our classification of leads on?
So what are the parameters to consider to determine if a lead is more important than others and therefore to be taken into consideration for the company lead scoring? The parameters to analyze are: