2 Important Lead Scoring Metric Categories for Easy Lead Qualification
There are automation tools to assign scores to your Leads and prioritize them.
But an automation tool can only assist you with the Lead Qualifying process.
It is the responsibility of your Marketing and Sales team to decide the factors to score your Leads.
Lead Scoring is an effective way marketers use to qualify their Leads.
It simplifies and speeds up the entire qualification process and helps your sales team to close more sales in a short time.
Here are the two important Lead Scoring categories and the metrics you must consider to qualify your Leads.
2 Important Lead Scoring Categories
You can classify your Lead Scoring metrics based on the nature of the metric.
1. Explicit Lead Scoring
Explicit Lead Scoring works by scoring your Leads based on the customer demographic data.
Ideally, explicit Lead Scoring works by their alignment with your Buyer Persona factors.
Common Explicit Lead Scoring Factors may include:
- Age
- Geographic Location
- Job/Designation
- Decision Making Authority
- Employee Size of the Company
- Annual Revenue of the Company, etc.
You’ll get most of the necessary information during the Lead Generation phase. Moreover, you can get additional information that helps with Explicit Lead Scoring during the Lead Enrichment Phase.
You can gather trustworthy Lead information through surveys, feedback forms, polls, etc., directly from your Leads.
2. Implicit Lead Scoring
Implicit Lead Scaling works by scoring your Leads based on the behavioral patterns of your Leads.
Keeping an eye on all your marketing touchpoints will help you gather valuable information for Implicit Lead Scoring.
Common Implicit Lead Scoring factors may include:
- Time Spent on Your Website
- Number of Pages Visited
- Subscribing to Your Newsletter
- Email Open Rate
- Social Media Engagement
- Content Downloads
- Form Submissions
- Attending Webinars
- Signing up for Free Demo
- Number of Times they contacted your business, etc.
There are many SaaS Tools that you can use to gather such information.
You can also collect such information using Google Analytics or other analytics tools.
Once you collect the required information on your Leads, you can get on with Lead Scoring.
Final Word
These two Lead Scoring metric categories work in tandem with each other to improve your Lead Quality.
It allows you to filter out low-quality leads before they even reach your sales team.
It effectively reduces the workload of your sales team to convert these Sales Qualified Leads into customers.
The importance of Lead Scoring will reflect your conversion rate and improved marketing ROI.