Adwords clicks and website visitors are nice, but phone calls and form submissions are what business owners want. Entering data into a CRM to track the quality of a lead may not happen if it is a poor or unqualified lead. Maintaining a complete loop of communication between your sales team and marketing team is essential for optimized Adwords, Facebook, Email and all other marketing campaigns. Advanced Lead Scoring is where it's at.
Why Score Your Leads? Google Adwords Ads, Website Landing Pages and Direct Mail that generates price shoppers, low quality leads, or even worse, vendor solicitations need to be optimized. Without the data to determine which ads, keywords or campaigns are creating the poor leads, it's difficult to make the proper changes in a timely manner. This means you are wasting money and time on phone calls you do not want.
Currently you could log in in to your CRM or call tracking system to manually score a lead. Or, you could only count invoices generated or appointment scheduled as a lead or conversion. Either way you are missing the bigger picture. The optimal method is to tag the call as a New Lead, New Customer, Previous Customer, Poor Lead, or Vendor, at the end of the call by selecting the lead quality from a menu. This way your sales team can automate the communication leap with your marketing campaigns.
With Lead Scoring you also get insights on if a repeat caller marked as a New Lead later moves through the funnel to convert into a new customer. Your call tracking notification email and reports contain useful data on what is working and what need to be optimized.
If you are using call tracking, Lead Scoring is an important part of the tool. Learn more about the advanced features available for call tracking and recording.
