Boost Your Sales with Bant Lead Scoring

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So you’ve got a great website with hundreds or even thousands of visitors. That’s GREAT.... except…. How do you know which ones are interesting to you and your business? Some visitors came to you by accident. Some are looking for something you offer, but are not ready to buy. Some are already clued-up about your offering and are ready to buy NOW! But how do you find these needles in your haystack? The solution is LEAD SCORING! You can target your hottest leads first, going in for the sale. Then you can work down, focusing on instilling trust in those who first need to be engaged. And then you strike off the poorest scorers – so as not to waste time on the wrong sort of visitor. So how does lead scoring work? As your visitor browses your website, you can trace his actions - see what he’s doing, what he watches, what he clicks on or downloads and whether he comes back to your site for more. For each of these activities, he get points, and these inform you as to how much he has learned about your offer so far. This is IMPLICIT data that you gather automatically, learning about your visitor’s ENGAGEMENT with your business. He may also provide you with his personal data when, for example he submits a form, subscribes to a newsletter or completes a survey. He gets points based on the quality and pertinence of the data he has provided. This is EXPLICIT data which shows you how well he FITS into your business. So IMPLICIT data might include: How many pages he viewed, the number of times he visited your site, which videos he watched, what he downloaded and so on. You choose what implicit data to collect ing to what is important to your business. EXPLICIT data can include: his region, phone number, job title, or mail address. So if you score each visitor using your own lead scoring rules, you can identify a visitor who scores well in terms of engagement… AND in terms of how well he fits your business. And that’s your hot lead! All your visitors are grouped ing to their overall scores, with those reaching your "hot lead" level being placed in the group named A1. Each separate lead is allocated to a group. The further right the group, the more engaged the leads are with your offer. The higher the group, the better they fit your business. Green are ready to buy, so require a quick response. Orange are undecided and need further nurturing. And red may be abandoned for the moment. How can you set up lead scoring on your website in 5 minutes without any programming? Let’s see how it’s easily done with Kentico EMS, a full-featured Customer Experience Management solution that can turn your website into a sales and marketing powerhouse. First, you create a new scoreboard. Then you add your own criteria to which you assign points. You can add an unlimited number of criteria. And then you simply sit back and watch the magic. You can see the activity and score details of each contact for deeper analysis. Then you can easily start working with your leads using Kentico or your current CRM, such as Salesforce. Be warned that actively using lead scoring on your website may lead to: increased sales productivity, shorter sales cycle, opportunity generation, visibility down the pipeline, and measurable ROI. And you can also use your scores in other website activities like: personalizing content depending on visitor score, automatic sending of mass emails to leads of a certain score level, and triggering any of your chosen follow-up actions.