- March 4, 2018
- Posted by: vmayo
- Category: Lead Nurturing
Lead nurturing system is the procedure of developing relationships with buyers at each stage of the sales funnel and through every step of the buyer’s journey. Also, It focuses on marketing and communication efforts on listening to the requirements of prospects and providing the information and answers they need.
- On average, 50% of the leads in any system are not yet ready to buy (Marketo).
- Almost 80% of new leads never become sales (MarketingSherpa).
- Companies that excel at lead nurturing generate 50% more sales-ready leads at a 33% lower cost (Marketo).
- Nurtured leads make 47% larger purchases than non-nurtured leads (The Annuitas Group).
Hence, Effectively developing a Lead nurturing system in today’s buyer-driven marketplace means establishing and nurturing buyer relationships with a strategic lead scoring system, and then filling out that framework with a thorough content marketing plan.
How to Score Leads for Nurturing
Marketing and sales need to get together to progress a lead scoring strategy, to pinpoint where a particular lead is within the brand’s buying model. It is the backbone of a strong lead nurturing system because it identifies when and how to address each buyer with the most timely and significant communications.
The details of any lead scoring system will be specialized to every brand, based on your industry, niche, and unique audience. There are, however, four dimensions of lead scoring that should be evaluated as you progress your strategy.
1. Lead Nurturing Fit
Lead fit describes how well a specific buyer matches the brand’s ideal prospect or usual buyer. Although, This introductory-level data will tell you if a lead is quality pursuing at all, and breaks down into three categories:
- Demographics—The buyer’s job title, company size, location, years of experience, etc.
- Firmographics—The company’s name, size, location, annual revenue, etc.
- Budget, Authority, Need, Time (BANT)—Can the lead afford you? Does he have the authority to purchase? Rather, Is there a need you can answer? What is his timeline?
Most of this information is simply collected with forms in front of gated content, email subscriptions, and/or a quick Google search.
2. Lead Interest
Tracking online behavior to determine how impressive your brand is to a buyer is the next state of lead scoring. Also, Is she spending a lot of time on your site? Engaging with social networks?
3. Lead Nurturing Behavior
More closely monitoring lead behavior will specify if a lead is serious about buying, or just grabbing info. Furthermore, Assign lower values to introductory behaviors like clicking through blog posts. Also, higher values to conduct like downloading gated content or registering for a webinar.
4. Buying Stage and Timing
However, Scoring for buying state helps determine where a buyer is within the brand’s sales model. Finally, One way to score a buying state is to align behaviors with the top, middle, or bottom of your sales funnel. Attach higher scores to clicks on pricing sheets and product demos.