Score leads to know who Is ready for sales

There is an apparent difference between the values of and actions of sales and marketing. Both are affected in different ways by Search Marketing for lead generation.

Marketing is everything you do to reach and persuade prospects. The
Sales process is everything that you do to close the sale resulting in a
signed agreement or contract.

There is also a major condition when considering scoring. It is a term
usually applied towards B2B leads but also helps to understand who
your leads are depending on where they come from.

The Basics of Scoring

This difference occurs when buyers use search engine solutions to find vendors, they are extremely early in the buying process. Often long before they are ready to engage with sales.

Sales are ready for hot hungry buyer ready prospects when in actual fact, marketing has simply fed the funnel with prospects more apt to be in the lead nurturing position.

So irregardless of how you come upon prospects for your promotions, you need to know at what stage these leads actually are at. The basic idea is for you to represent yourself and your company in such a way as to engage your prospect in open communications.

When you are both marketing and sales

What kinds of promotional materials has brought these leads to you?
What kind of solutions materials do you have ready to meet their needs?

For most of us, unless we can afford to outsource funneling needs, both the job of marketing and sales falls right in our laps.

In other parts of this series we have learned that only 5-15% max will be in the buying mode which leaves a strong 85- 95% of funneled leads in the nurturing mode or no where ready to buy.

All lead Demographics and more

Being able to define your ideal target in respect to their needs and wants vs. what you are able to provide as profitable solutions is a must in order that your follow up materials will give you the insights as to how non-threatening your mails must be and for how long.

Be careful of such needy information as their authority to purchase, how much money they do have to spend [high priced back end offers], can they make such a purchasing decision and will they be purchasing soon. All of these needs tell the purchaser what you think of them and very little about what the purchaser thinks of you.

We have discussed the various places we can research to find these ideal targets. By now you should be well under way in doing your own research to help you decide where and how you need to be acting in your promotions to funnel these leads into your list building or direct marketing arena.

Remembering that each additional field on your form codes reduces your conversion rates, it stands to reason that you will have to rely on relationship building over a period of time to produce the answers that helps you separate the ideal prospect from the early stage leads that will need nurturing.

Automate or pass the profit on to competition

Relationship building and nurturing can be very much the same action. For long-term results, you are wiser to consider them so. If you are a hit and miss one-time sales type you won’t care too much what the prospective market thinks of you.

However, if your idea of success formulates on being around for the duration, then long-term repeat business, which is exactly what builds those five and six figure incomes, then you idea of good relationship building through nurturing will definitely show in your automation through mails that build reader trust in you and integrity in how you present in non-threatening communications, the information they are searching for.

Fran Klasinski-warriorlady
Mentoring you with common sense
Marketing With Finesse.

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