Before you begin your lead scoring strategy, it is vital that your marketing and sales teams are on the same page at all times. Your marketing team needs to understand your ideal buyer persona in order to tailor digital marketing campaigns to reach them effectively. These campaigns can be created, implemented and tracked through your CRM which ensures the .
Lead Scoring Strategy:
A lead scoring model is a specialized and analytical israel email list system used to evaluate the quality of your leads. Essentially, points are given to a lead based on a variety of factors including their industry, level of interest in your business and related qualities associated with previous high-value clients and leads. Thanks to Customer Relationship Management systems (CRMs) such as HubSpot, this model is made easy due to online data collection, automation and audience segmentation.
A lead scoring model or system is designed to help your team quickly and efficiently identify sales qualified leads versus low quality leads that aren't that interested in what your business offers (also known as low priority leads).
Together, your marketing and sales teams should consider what elements make up a marketing qualified lead or a sales qualified lead and put together a lead scoring ranking strategy.
The process of ranking for lead scoring:
Lead Scoring Threshold: The point value of when a prospective client is recognised as sales-ready.
Explicit Lead Scoring: Assigning points to a lead based on specific qualities such as demographics and characteristics.
Implicit Lead Scoring: Assigning points to a lead based on their behavior and engagement with your business.
Negative Scoring: Removing points from a lead score based on characteristics or behaviours that imply a lack of interest in your business.
Score Degradation: Tracking stagnant leads.
Regular Refinement: Amend your model to suit the evolving needs of your target audience.
By tracking and ranking your leads, your marketing and sales teams are able to identify leads that have moved from the awareness stage through to the decision making stage. Once a lead is identified as sales ready, your telesales team can make the relevant call, at the right time, to ensure greater results.
Essentially, a Customer Relationship Management system and lead scoring model, combined with a telesales strategy makes for the perfect real estate sales machine.
Telesales and Real Estate Sales
When used correctly, it is clear that telesales can be the element that gives a necessary nudge to convert a real estate lead into a client. But in order to make this successful, you need to do is re-think your telesales strategy so that it is more aligned with digital transformation technology. This, combined with strategic digital marketing and sales pipeline management can provide your real estate business with the boost its been looking for.