Lead Management and Scoring
These two articles will help you do an effective job with lead management and scoring.
- How to Generate Qualified Leads has specific ideas and advice that will help you
- Promotional Offers that Attract Profitable New Customers
It's easy to get someone to share their name and contact information (email address and phone number) if you offer a free iPad or something else of value like a chance to win a free trip to Hawaii. BUT, those people will not be qualified leads.
For long-lead sales cycles of expensive purchases for consumers and businesses, lead nurturing is how marketing and sales work together to give prospects the information they need at the right time to accelerate the purchase decision process.
Once a "suspect" is moved to a "prospect" or an "opportunity" (a term used by the popular Salesforce.com software) and the person is not ready to buy, you may want to start what's called "lead nurturing."
An important tool if you are managing and scoring a lot of leads, is software to help with automating lead capture, scoring and nurturing. That's referred to as marketing automation software.
What's your advice on lead management and scoring?
We're starting the conversation. What have you found works and doesn't work for lead management and scoring?
- To read advice shared by the community, use the tabs on this page. If you're looking for an expert to hire to help you with this, you may find someone who has given great advice and you can contact them.
These MarketingZone.com articles may be helpful
How to Attract New Customers
- 86 Ways to Get New Customers!
- More Ways to Get Customers
- Get Clients
- How to Generate Qualified Leads
- How to Increase Website Traffic
- Get More People to Your Retail Store
- Promotional offers that attract profitable new business
- Business Networking
- How to Get Referrals
- Attract Profitable New Customers
- Promotions
- Social media marketing
- Groupon
- Deal-a-Day Coupon Sites
- Seasonal Marketing Ideas
- Mobile Marketing
- Lead Nurturing
- Webinars
- Advertising
- Packaging Design
- Fundraising & Non-Profit Marketing
- Social Media Marketing
- Internet and Online Marketing
- Direct Mail Marketing
- Trade Shows & Events
Sell More to Existing Customers
- Create Customer Contact Plans
- Understand Customer Lifecycles
- Sell More to Existing Customers
- Cross Selling
- Identify Most Profitable Customers
- Customer Retention
- Treat Customers like VIPs
- Build Customer Loyalty
- Trigger Events That Indicate Someone Is Ready to Buy
- Podcasts
- Customer Satisfaction Surveys
- Mystery Shopping
- Improve Customer Satisfaction
- Improve Patient Satisfaction
- Fire Difficult Customers
- Deal With Customer Complaints
- Manage Your Online Reputation
Sales Techniques
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Sales Presentations
- Upselling
- Good/Better/Best Options
- Product Bundles
- Solution Selling
- How to Purchase Process is Influenced by Social Media
- Lead Management and Scoring
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