Do you know the definition of Lead Scoring?What the definition of Lead Nurturing? In today's post we will talk about these two concepts and how we can help you have a marketing strategy that would allow us to generate most amount of leads (contacts with potential customers) and more purchases are completed with success.
Do you want to learn how to maximize your sales and gain efficiency in your marketing campaigns? So let's do this!
What is Lead Scoring?
Keep in mind that when a user comes to us what can be done in various phases of the customer journey, that is to say, it may be already decided to buy a product or to be informed, for example. The work of the Lead Scoring involves classifying giving a score to lead (or users) according to their degree of interest in our products or our services.
That is the lead Nurturing
We could say that the Lead Nurturing complements the Lead Scoring because of what that is in charge is making campaigns to increase the interaction with the users and their interest in what we offer. In this way, it encourages you to move forward in the buying process.
How to make a Lead Scoring?
Once we have clear the two above concepts comes the big question: How can we classify the users?,how do we know if they are close or not the final purchase?. Well, of input we could to study the actions you perform on our website, and their reactions to our marketing actions. Is this the first time you purchase in our shop?, what opens our newsletter and clicking on any call to action that we have in them?, what has left a shopping cart abandoned? All of that is going to help us to determine the state of the user and their willingness to purchase or not.
Importance of classifying the leads with a good Lead Scoring
Rank well users will allow us to focus our efforts on the people next to purchase. In addition, it will allow us to know how willing are users to receive impacts our. This is very important because big impact on a user with marketing campaigns can be counter-productive.
On the other hand, a good strategy Lead Scoring can make our marketing campaigns are more effective since we will be able to know the useful information that the user needs. Finally, let us not forget that this can also facilitate the work of the sales department and sales.
Tools to facilitate the process of Lead Scoring
There are some tools to record and automate some processes of this classification of Lead Scoring. Some examples of this would be HubSpot, LeadSquared, or SharpSpring.
Keys to the Lead Nurturing work
Once you have made the classification of leads correctly, so that the Lead Nurturing working we need to offer in our campaigns, content useful for the users. To do so, we may sin of heavy and achieve the opposite effect to the one that we want, for example, the user may decide to buy from competitors. Let's not forget that this is not to impact and impact until we buy, but create a trust with the user, an empathy. For example, imagine that a user has left the abandoned cart, in such a case we may take advantage and send a newsletter with content selected specifically or even a discount coupon with an expiration date next to encourage the purchase. Another example would be to be well attentive to the messages of the users, if we ask anything and we answer a week, possibly that user will be “cooled down” in their purchase decision. On the contrary, if we are immediate in our feedback, and we care that your experience with us is the best possible, we will be better considered.
And that would be all! We leave you here some links that may be of interest as our post and videotutorial for advertising on Facebook or our post and videotutorial to make landings of success that convert.
In addition, we have had the good fortune of interviewing Ricard Bonastre, CEO & Co-Founder, Lead Ratings, we leave the video of the interview where he explains how they work topics of Lead Scoring
I hope in future posts!
