As a business owner, you understand that not all leads are equal. While you may have them all tracked in your CRM software, it’s important to categorize and treat them according to their potential. Doing so can increase your conversion rates, save time, and boost sales.
Categorizing Your Leads
The first step is to categorize your leads. According to statistics, 73% of new B2B leads aren’t ready to make a purchase. By creating buckets for your contacts, you can handle them appropriately. These buckets might include people you’ve met in person, eBook downloaders, or social media contacts. Additionally, you can categorize them according to how they entered your funnel, such as “downloaded our 10 Reasons to Invest in Financial Software eBook.”
Scoring Your Leads
The next step is to score your leads. By assigning a score to each lead, you can determine their value. Points can be awarded for job title, location, or interactions with your brand, such as downloading a whitepaper or attending a webinar. Negative actions, such as unsubscribing from your email list, can result in the subtraction of points. You can even gamify the process and encourage your sales team to compete against each other to see who can score the most points.
Nurturing Your Leads
Even if a lead ranks high on your scoring matrix, they might not be ready to buy from you right now. It’s essential to invest time and energy in nurturing them appropriately. By breaking down your high-scoring leads into where they are on the buyer’s journey, you can give each lead what they need at their particular stage. For example, if a lead is in the consideration stage, they’re comparing you to the competition. This is the ideal time to send them a free graphic that puts you in a favorable light without being promotional.
Leveraging Your CRM
Your CRM platform can be extremely helpful in nurturing your best leads, but only if you use it to its fullest potential. Take detailed notes about your leads’ activities and tag each contact with their scoring information. You can even move a contact from one category or stage of the buying cycle to the next so you can easily view everyone who’s at the same stage.
Conclusion
In conclusion, nurturing your best leads is crucial to increasing your conversion rates and boosting sales. By categorizing and scoring your leads, you can determine which ones are worth pursuing. Additionally, by deciding on nurturing techniques and leveraging your CRM platform, you can maximize your use of it and nurture your leads appropriately. Remember to provide value to your leads at every stage of the buying journey without being pushy or salesy.
