Lead scoring is a crucial aspect of any successful marketing strategy. By assigning scores to potential customers based on their behavior and level of engagement, you can identify which leads are most likely to convert and prioritize your efforts accordingly. However, setting up a lead scoring model can be a daunting task, especially if you don't know where to start. In this post, we'll guide you through the process of creating a lead scoring model and optimizing your campaign nurturing efforts using automation.
Setting up a lead scoring model
The first step in creating a lead scoring model is to define your ideal customer profile (ICP) and buyer personas. This will help you identify the characteristics and behaviors that are most indicative of a high-quality lead. Once you've identified your ICP and buyer personas, you can start assigning scores to potential customers based on their interactions with your brand.
There are many ways to assign lead scores, but here are two examples:
- Behavioral scoring: This approach assigns points to leads based on their actions, such as visiting your website, or attending a webinar. Each action is assigned a point value based on its level of engagement. For example, attending a webinar might be worth more points than visiting your website.
- Demographic scoring: This approach assigns points to leads based on their demographic information, such as job title, company size, or industry. Each demographic characteristic is assigned a point value based on its alignment with your ICP and buyer personas. For example, a lead who works in a company that matches your ideal customer profile might be worth more points than a lead who works in a different industry.
Down below, you will see how we identified the LSM (Lead Scoring Model):
Setting up an allocation workflow
Once you've assigned scores to your leads, you need to decide how to allocate them to who will need to follow up and begin the process. One way to do this is to create an automated workflow that sets different leads to different actions based on their score. For example, you might assign leads with a score of 100 or more to “begin the sales process”, while leads with a score of 50 or less are assigned to just follow-ups.
Campaign nurturing with automation
Not all leads are ready to buy right away, which is why nurturing campaigns are so important. By providing valuable content and building relationships with your leads, you can keep them engaged and move them closer to a purchase decision. However, manually managing these campaigns can be time-consuming and inefficient.
Automation can help you streamline your campaign nurturing efforts by putting leads into different campaigns based on their score. For example, leads with a score of 100 or more might be placed in a high-touch campaign that includes personalized emails, phone calls, and invitations to exclusive events. Leads with a score of 50 or less might be placed in a lower-touch campaign that includes general newsletters and blog posts.
Benefits of automated campaign nurturing
Automated campaign nurturing offers several benefits, including:
- Consistency: Automated campaigns ensure that all leads receive the same level of engagement, regardless of their score or the sales rep assigned to them.
- Personalization: By using lead scores to segment your campaigns, you can tailor your messaging and content to each lead's level of engagement and interest.
- Efficiency: Automation saves time and resources by eliminating the need for manual campaign management and reducing the risk of human error.
By creating a lead scoring model and optimizing your campaign nurturing efforts with automation can help you prioritize your sales efforts, improve lead quality, and increase conversions. By following the steps outlined in this post, you'll be well on your way to creating a successful lead scoring model and campaign nurturing strategy that drives results.