3 Lead Scoring Models and How to Tailor One to Your Business

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It’s hard to build solid customer relationships when you’re dealing with so many potential customers. You want to make sure that prospects feel valued by giving them personal attention. However, you also want to make sure that the customers you build relationships with will actually go on and make a purchase.

This is where the lead scoring model comes in, as it allows you to track a customer’s buying journey from discovery to purchase, assigning them points as they progress through the sales funnel. This means you can focus your time on prospects who appear most likely to buy from your business.

So how can lead scoring models help your business, and how can you create a custom oman telegram users mobile phone number list version that fits your organization's needs? Read on to learn more.

What Are Lead Scoring Models?
Lead scoring is when you rank business leads based on their attributes and data points to assess whether a customer is ready to buy.

In short, you see where your customer is in their buying journey. It’s useful to use a scale when measuring this, as it can help you see which leads are the best fit, therefore increasing your chances of increasing conversion.

Most scoring models are based on a variety of criteria, including:

Intent data – What is the customer's purchase intent?
Prospective behavioral data – What have purchasing habits been like so far?
Firmographic data – Who are your customers?
Engagement – ​​How often does the lead interact with the business?

Image courtesy of support.pathfactory.com.

A lead scoring system allows you to measure leads by giving them scores. When a customer checks more boxes, they become a qualified lead. This could mean they’re ready to make a purchase from your business. That’s why it’s important to target people at the higher end of the scale first.

Why Are Lead Scoring Models Important?
Lead scoring models are useful for both businesses and leads. For organizations, this can be a great way to track a customer’s habits and give you a better idea of ​​when it’s a good time to incentivize a sale and when you should let the customer cool off. Let’s take a look at some of the other ways lead scoring models are important:

They Give You Time to Nurture Leads
By using a lead scoring model, you empower your sales team to build better relationships with potential customers at every stage of the lifecycle. It also lets you know how to approach customers anddevelop potential customers.

If they’re new to your brand, you might want to start with a simple introduction. If they’re toward the end of their buying journey, you can nurture them further down the sales funnel.


Image courtesy of meritto.com.

They Help You Find Qualified Leads
Every lead is important to your business. However, you don’t want to waste your time looking at leads that are unlikely to buy. A lead scoring system means you can assess how likely a lead is to make a sale. This way, you can focus your efforts in the right places.

They Help You Develop Campaign Strategies
When you introduce lead scoring models, you can plan more effective campaign strategies. Depending on the lead’s score, you can have specific campaigns for each stage of the buying process.

For example, if their ratings are high and you think they will make purchases, you can make a certain application.marketing strategyhelping them get over the line, like offering an extra 10% off.

What is a Good Lead Scoring Model?
There are several elements that contribute to a good scoring model. To start, it’s important to identify the steps potential customers will take before they become loyal customers. This might look something like this:



Discovery
attractive
To discover
Acquisition later
A good lead scoring model should focus on the above by defining what necessary actions need to be taken at each stage. You also need to figure out the amount of points you will assign to each action for the lead scoring workflow.

You also need to be savvy when it comes to new customers. How did they hear about your organization? What have their behavioral patterns been so far? Understanding who your customers are will give you the chance to better guide them through the sales funnel and earn more leads for them as they progress.

Another good feature of a good lead scoring model is to have a plan for how you’re going to contact potential customers. Think about how you’re going to approach them once they’ve reached a high enough score to be a potentially valuable lead.


Image courtesy of leadfuze.com.

3 Lead Scoring Models
Website Activity
Tracking visitor activity on your website can be a great lead scoring model. When trying to identify potential sales from visitors who click through to your site, look at the pages they view and how long they spend there.

If they are interested in your products, you will find that their bounce rates are low and they may click through to various parts of your website. You can then give each action a number; for example, browsing a web page for more than 5 minutes = 10 points. Adding an item to your cart and abandoning it could be 20 points because you know they have shown a strong interest in the product and are almost ready to make that purchase. This is when you can retarget potential customers who have previously abandoned their