Leads Scoring: how to implement an effective strategy?

Lead Scoring Strategy: Complete Guide for Effective Qualification

Do you want to refine the qualification of your leads to perfect your marketing approach? Note that 68% of companies adopt lead scoring to boost their conversion rate.

In this guide, we detail how, following the implementation of your lead generation strategy , to set up a checklist to evaluate the relevance of each lead. Ready to convert your prospects into loyal customers?

Key points raised

• Lead scoring is a method adopted by companies to judge the value of their prospects , by ranking them according to their engagement potential.
• The criteria for this evaluation whatsapp number database include demographic elements such as age or sector of activity, but also behaviors such as frequentation of a site or interaction with content on social networks.
• With a well-designed checklist, evaluate your leads based on these criteria. This will allow you to focus your efforts on the most promising prospects . Leveraging LinkedIn profile data can also refine your evaluation.

What is lead scoring in marketing?

Lead scoring is a digital marketing approach that aims to quantify a prospect’s engagement and relevance to a company. This 20% more leads approach is a natural step after implementing a lead generation strategy, with the aim of distinguishing the most qualified leads.

Definition of lead scoring

Lead scoring is a lead evaluation grid. It involves assigning points to leads according to their level of engagement . For example, a lead who is active on your site, interacting with your emails or downloading content, will be assigned a high score.

Conversely, a less engaged lead singapore number will have a more modest score. This method saves valuable time to target the most relevant prospects and aligns with an automated marketing approach.

Deciphering the essential steps of lead scoring

Key steps in lead scoring in marketing help you assess the quality of your leads.

1. Defining Criteria: The first step in lead scoring is to establish the criteria for evaluating each lead. These criteria are often based on demographic data, such as the lead’s industry, company size, or role. You should select criteria that are aligned with your industry and target audience.
2. More than just a CRM: While CRMs focus on collecting and organizing lead data, lead scoring adds an extra dimension. It offers a methodical approach to judging the relevance and value of each prospect, based on well-defined criteria.
3. Engagement Assessment: With your criteria in place, the next step is to quantify your leads’ engagement. This engagement is demonstrated through various actions, whether it’s opening emails, interacting with links, or visiting your site. Each action, translated into a score, gives an indication of the lead’s interest in your proposition.
4. Analysis of the purchasing journey: It is also essential to decipher the purchasing journey taken by your prospects. By discerning each phase, from awareness to final decision, you refine your scoring. This nuance guides you in adjusting your marketing initiatives, aligned with the maturity level of each lead.