After landing pages became practically the standard of Internet marketing in RuNet, evolution, economic crisis and technologies push the market even further. To our delight, entrepreneurs of the SMB sector of the economy are beginning to understand that the topic of processing incoming leads is no less important than conversion on the landing page or the cost of a click in context.
Today we want to share with you some experience that allows you to increase the conversion rate from applications to sales.
It is clear that it is not possible to close all the deals. Conversion lebanon phone number data of 100% is the height of skill and the dream of any entrepreneur, but you need to strive for a dream! Therefore, in this article we will try to highlight the sequence of simple steps that will bring you closer to your cherished goal.
So, we will talk about lead qualification criteria or Lead Scoring.
How to conduct proper Lead Scoring?
In order to properly qualify an application, it is necessary to determine the criteria for its qualification that are most relevant to your industry and target audience. The criteria for qualifying leads are reduced to the following parameters:
How to Conduct Proper Lead Scoring
Determine which of the above parameters will play a major role in understanding whether the client is ready to buy or needs a little more “warming up”.
Create 2-3 answer options for each criterion, indicating the points for the answer, and then make a list of questions that will help determine the client’s “degree of maturity” and their readiness to buy.
If the answer indicates that the client is ready to buy, then he gets 10 points (let's call such clients "hot"); if it is worth working with him, then 5 points, and if it will take a lot of time or work to close the deal, then it is only 1 point.
A point analysis of the responses will allow the sales department not to miss "hot" clients, and the marketing department to build a "cultivation" strategy. To make it easier to understand the value and essence of each parameter, let's look at them in detail.