Lead Scoring is important for several reasons:
Resource Optimization: By prioritizing the highest quality leads, the sales team can focus their efforts on the contacts most likely to become customers, rucing time and resources wast on poorly qualifi leads.
Improve efficiency: Lead scoring helps identify the strengths and weaknesses of your lead generation strategy, allowing you to adjust and improve tactics to achieve greater efficiency and better results .
Communication Personalization
By knowing the preferences and level of interest of leads, it is possible to personalize communications and offers, which increases the chances of conversion.
Marketing and Sales Alignment: Lead Scoring facilitates alignment between marketing and sales teams by providing clear criteria for defining when a lead is ready to be transferr from the marketing team to the sales team.
How to Implement Lead Scoring in HubSpot: Step by Step
HubSpot offers a comprehensive platform for lead management and shareholder database marketing automation. To implement Lead Scoring in HubSpot , it is recommend to follow these steps.
Step 1: Define scoring criteria
It’s crucial to start by defining the scoring criteria you’ll use to qualify your leads . The criteria should be align with the characteristics and behavior of your most valuable prospects and your company’s goals. Some examples of common criteria include:
Website interactions : Pages visit, duration of how to create unique landing pages visit, frequency of visits, interaction with forms, etc.
Email activities: Opens, clicks, replies, content downloads, etc.
Demographics: Location, job title, industry, company size, etc.
Social mia interactions: Followers, likes, comments, shares, etc.
Step 2: Assign scores
Once you have your criteria defin, assign a score to each of them . The scoring scale can vary depending on your nes, but a scale of 1 to 100 or 1 to 10 is generally us , with 100 or 10 indicating the highest level of interest or conversion potential.
For example:
Website visit: +5 points.
Downloading an ebook: +15 points.
Opening an data on email: +2 points.
Clicking on a link in the email: +5 points.
Relevant position of the lead: +10 points
HubSpot offers a native property to attribute this score – HubSpot Score – that can be customiz to your criteria. Additionally, HubSpot updates this property automatically.
