Does your target audience's budget allow them to purchase your product?

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Budget estimate:


What amount should be budgeted to solve a client's problem? It is important to consider that the values ​​may differ for different departments.

Authority rating:

Is the potential buyer a sweden business email list decision maker?

What position does he hold in his company?

Does the client have access to finances? When considering this issue, it is customary to divide client powers into several types: decision makers (i.e. persons signing contracts); persons with great influence; end consumers.

Assessment by need:

Do your target audience members need your product?

If there is a need, what is the compelling reason for its emergence? This question is more important than the previous one. For example, you are a client representing a company whose internal management is carried out manually. Such an ineffective solution ultimately leads to loss of money. And you have a need for a third-party company to solve this problem.


Estimated timeframe:

How long does it take for the client to make a decision to close the deal? Usually, the trigger here is some objectively important event, for example, a key event for the client, which cannot be held without your support. A simpler example is the need to spend allocated funds within a limited period.

Sometimes, during the process of explicit scoring, the potential buyer provides information himself. In certain cases, this is very useful, although it has certain limitations. For this reason, it is important to also conduct implicit scoring of leads.

Implicit Lead Scoring
Typically, implicit scoring involves tracking the behavior of the target consumer to determine their level of interest in the product. In addition to this information, existing customer location data and other qualitative information are used.

Basic behavioral scoring
By assessing a potential client based on their behavior, you can judge the degree of a person's readiness to buy. Website visitors and mailing list subscribers are usually interested in the product. The highest interest is shown by leads who visit pages with a commercial offer, compared to those who go to the "About the company" page. The tables below provide illustrative examples of behavioral assessment.

However, by assessing only the type of activity, we cannot accurately determine the current position of the lead at the stages of the purchasing cycle. Other behavior analysis options are shown in the second table. They allow, in addition to the behavioral factor itself, to determine the importance (or value) of these actions based on the actions of visitors.

For example, leads that click on a target link in a mailing list to a product page will be more valuable. Potential customers who click on another link that only provides general information about the industry will be less valuable. Clicking on a target link will indicate increased interest in purchasing the product.

Table No. 1