Stop Wasting Time on Leads that Aren’t Ready to Buy: Use Lead Scoring to Focus on your Hottest Leads

Lead Scoring is used by businesses to rank prospects using a scale that applies value to a lead based off a predetermined set of criteria that makes them a good candidate for conversion. Whether you are a small business with a sales team or a solopreneur that wears all the hats in your business lead scoring is important so that you (or your team) isn’t wasting time with leads that aren’t ready to buy.

The first thing you’ll need to do to set up a lead scoring system for your business is to determine which criteria makes for a qualified lead.

You’ll want to sit down and determine which activities and behaviors make for a qualified lead.

Once you’ve identified the activities and behaviors that are attributed to a qualified lead you will want to develop a point system that you apply for those activities and behaviors. I’d recommend that your point system be based off a 0 – 100 point scale.

What Score Makes a Lead Sales Ready?

With the point system in place you can now create a lead score card. Here’s an example of what a Lead Score Card may look like:

This lead currently has 90 points. So, you may determine that a lead is considered “hot” if they have accumulated 75 points or more (if using a 100 point scale).

Here’s an example of a lead that has reached a 4 “flame” status and would be considered a “hot lead”:

Once a lead has reached a “hot lead” qualification they would be sent over to your sales team (or assigned to you) to contact them for conversion.

To determine what point value would validate a “hot lead” it helps to look at past lead activity to determine what has historically lead to sales conversions.

Keep in mind, a lead’s activity can change from day to day, so it is important that your sales team acts quickly in contacting your qualified lead.

It’s also important to point out that it’s virtually impossible to track a leads activity manually. You’ll need a lead management software that enables you to set your lead scoring criteria so that you can score your leads in real time.

If you are interested in setting up a lead scoring system for your business download the FREE Guide below to “Score Like a Rockstar” and begin to create your own lead scoring system.

A Beginner’s Guide to Marketing Automation

Have you ever had one of those days where you wish you could clone yourself?

You wish you had 3 more people just like you that could help you with all the tasks you have to complete to keep your business running?

As a small business owner it is essential that we optimize our time when running our business.

What if you could “hire someone” to help you with:

  •  Marketing
  • Sales
  • Daily Routine Tasks

What if you could “hire” that “person” for less than $300 a month!? And they would be willing to work 24 hours a day | 7 days a week….and never take a vacation!

Have I got your attention yet?

Marketing Automation

It’s not very probable that you could hire a real person that would be willing to deliver all that for less than $300 a month, but you can leveraging the power of Marketing Automation to do all those things!

Marketing Automation refers to software that can allows you to automate your sales and marketing activities. The software is designed to help you execute your sales and marketing activities in a streamlined, effective, and efficient way.

What does that mean for you as a small business owner | marketer?

Implementing marketing automation in your business will help you:

  • Capture leads 24 hours a day | 7 days a week
  • Follow up with 100% of the leads that you capture
  • Deliver more value to your customers and prospects
  • Save time and help your team (or yourself) become more efficient
  • Plus, so much more!

If you think about it, the ultimate goal for your marketing activities is to generate revenue. The challenge for most small business owners is that we have limited time, money, and resources to commit to sales and marketing.

Marketing Automation allows you to do more with less effort (once it’s set up of course).

Here’s a few examples of how you can make your Marketing Automation Software work for you.

Managing Leads

As a Small Business Owner, your most valuable asset is your marketing database (or email list). Your database is only as powerful as you make it though.

Most businesses spend a tremendous amount of time trying to capture leads. However, research shows that 50% of leads aren’t ready to buy right away.

So, what do you do with those leads in the meantime?

Marketing Automation provides you the opportunity to follow up and nurture those leads (automatically) until they are ready.

Spend Time With The Hottest Leads

If you’re like many small business owners, you have leads, but you’re having trouble making sure you’re spending your time and resources on the ones most ready to buy. Nothing is more frustrating than wasting energy on cold leads while the hot ones buy from someone else!

Lead scoring is a feature of Marketing Automation and Customer Relationship Management (CRM) software that allows you to have a more complete view of how your customers are interacting with you and determine who you should be spending your valuable time on.

Intelligent Behavioral Marketing

Intelligent Behavioral Marketing is a series of automated actions that can trigger to occur based on a person’s behavior or actions.

Imagine how much more effective your messages would be if you were able to track the actions of each lead that gets on your list and then being able to follow up with your leads based on those actions.

I would dare to say that if done effectively it could (and should) help you close more deals!

Do Better Marketing

Bottom line – Marketing Automation allows you to become a better marketer.

With the power of Marketing Automation on your side you are able to build stronger relationships with prospects and customers which will result in better conversions.

Are you interested in learning more about how you can leverage Marketing Automation in your business?

Click below to schedule a demo…

Click here to subscribe

#2: How to Create a Lead Generation Machine to Consistently Attract Customers

Listen to the Bootstrap Marketing Podcast – EPISODE #2

 

I’ve been in sales and marketing for a long time. More importantly, I’ve been a Small Business Owner since the day I graduated from high school! (Let’s not try and guess how long that’s been :)

I can’t tell you how many times I’ve heard the saying, “the money’s in the list”….you’ve heard it too; right?

Yet, many entrepreneurs and Small Business Owners still don’t prioritize building of their prospect list!!! I must admit, I didn’t either..

I have found that there are just a few reasons why entrepreneurs and Small Business Owners don’t focus on their List Building and Lead Generation:

1. They are off chasing the “low hanging fruit”. Basically, they are reactive in their business (as opposed to being proactive). They wait for someone to call them, their clients to refer them, or (hopefully) get a lead or two from their networking.

2. They’re so busy running the day-to-day operations that they find it difficult to be consistent in building their leads list.

3. They don’t have a system to collecting QUALIFIED leads 24 hours a day / 7 days a week….and they don’t know were to start.

Heck, as I said I’ve even fell trap to the very same excuses!

It wasn’t until I launched a new business venture on March 2, 2016, called Pug Shop Design. Pug Shop Design offers unlimited graphic design service to entrepreneur and agencies at one low flat monthly rate.

My goal isn’t to get off point, the reason why I’m sharing this with you is because I have been able to build a five figure business in just over 60 days – starting from scratch! Plus, Pug Shop Design is on pace to become a million dollar business in the next 12 – 15 months…an unbelievable blessing!

I share this with you because, without a list of qualified prospects, I could have never accomplished this!

Here’s a secret that will BLOW YOUR MIND…we’ve created this tremendous success with a list of roughly 400 people! It’s not about the SIZE of your list as much as it is about the QUALITY of your list. Don’t get me wrong, you want a large list…but most importantly you want a list that wants to hear from you and is engaged.

So, I’ve put together this podcast on, “Why Create a Lead Generation Machine for Your Business”. As you listen you are going to discover:

  • Why List Building is Essential to today’s business owner…
  • What is List Building exactly…
  • The 4 main benefits to building your list…
  • Ideas for both Online and Offline strategies to capture leads (and the pros and cons of both)

During the podcast, I mentioned a totally Free Online Training Workshop that I am hosting to walk you through my proven 6 Step Action Plan to Growing Your Email List. CLICK HERE to register for this very valuable free training.

Also, to make this super easy for you, I’ve put together a 15 Minute Lead Generation Campaign [TEMPLATE] that you can download that gives you an inside peek at the 6 Steps. Of course, the Online Training Workshop will dive deeper into the content, provide you examples of what’s working now, and I’m also sharing the SUPER SIMPLE tools I use to create my own Lead Generation Machine.

I hope that you won’t make the same mistakes that so many entrepreneurs and Small Business Owners make as they build their business in delaying their focus of building their list and begin building your own Lead Generation Machine today!

PODCAST DETAILS

Click here to register for the upcoming Free Training Workshop

Click here to download a copy of the “15 Minute Lead Generation Strategy Campaign [TEMPLATE]”

5 Step Guide to Creating Your Holiday Marketing Campaign

New Study Reveals that Data Collection increases by 73%  during the holidays! According to Hootsuite 58% of marketers who have been using social media for three years or longer state that social media has helped them boost sales.

Savvy marketers would leverage the big holiday push to build a Holiday Lead Generating Machine! And since I know you are one of those “savvy marketers” I’ve put together a complete guide that will help you grow your email list and launch you into 2016.

Ready…

Set…

A Goal..

STEP 1: Set Your Goal

No, really…the first step in launching your holiday marketing campaign is to set your goal. How many leads would you like to capture in the next 30 days?

STEP 2: Decide on Your Offer / Giveaway

Your offer is the “ethical bribe” that you give away in exchange for a prospects name and email.

STEP 3: Develop Your Promotion Plan

Your promotional plan is the method you use to spread the word (or gain awareness) about your offer / giveaway. The success of your Holiday Marketing Campaign will rise (or fall) on how well you promote your offer / giveaway.

Here is a list of the seven powerful strategies that can help you gain exposure to your offer / giveaway quickly:
* Use the power of your social media platforms to gain awareness by posting a link to your campaign.
* Step up your exposure by running Facebook, Twitter, Instagram, Pinterest or Linkedin ads to advertise your campaign.
* Install a website header notification bar like HelloBar on your website.
* Use Convert Flow to create a Pop Up on your website.
* Add call to action footer images on your blog posts.
* Ad a display ad in the sidebar of your website.
* Send a broadcast to your existing list. While this may not capture NEW leads it can definitely re-engage your existing list.

STEP 4: Create a Super Powered Promotion

There are plenty of campaign building platforms to choose from…but none are as fun as the Scratch Ticket Promo (at least I like to think so :) You can use the scratch ticket promo to capture new leads by giving away some “holiday bucks”, re-engage your existing customers by offering a discount on Cyber Monday, engage your fans on social media by giving away something irresistible for free, or use it as part of your customer nurture funnel and use it to reward loyal customers as part of a loyalty funnel…the possibilities are endless! CLICK HERE to SEE HOW IT WORKS!

STEP 5: Ready for Launch!

Implement your promotion plan to spread the word about your promotional offer! Have fun thinking of all the great ways you can use your Scratch Ticket Promo in your Holiday Marketing Campaign.

 

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How To Whitelist Your Marketing Coach

Hey there! Thanks for taking the time to Whitelist me. Really, I mean it!

I know this step is a pain in the butt. And I am honored that you are taking that extra few minutes to make sure my emails come through to you. I appreciate that!

(Not to pat myself on the back) I do offer some pretty awesome stuff in my emails and I am VERY happy to know that you will be receiving all of them now.

I value the people who have taken the time to take advantage of what I have to offer. My email marketing core values are very similar to how I would treat a friend (well, because I consider you a friend!). What I mean by that is that I don’t just send “stuff / junk” to just send it. I only send you information that I believe will truly help you as you build your business. I don’t spam, I carefully write each email, I pay careful attention that I am offering value…and I will NEVER ever waste your time! Like I said, just like I’d treat my friend :)

With that being said, here’s the list on how to whitelist (which ensures that my emails will get to you and not blocked by your email provider).

GMAIL

  1. Open the email in your inbox
  2. Hover over Misty – Your Marketing Coach (misty@yourmarketingcoachonline.com)
  3. Click “More” in the pop-up box
  4. Select “Add to contacts” to save the sender to your contacts list.

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YOU CAN ALSO…

  1. Find the email I sent you and drag it into your “Primary” folder
  2. When the window pops up and says “Do this for future messages from Misty – Your Marketing Coach (misty@yourmarketingcoachonline.com) click the “Yes”

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YAHOO

  1. Log into your account and click the “Options” link
  2. Select “Mail Options” from the drop down menu
  3. In the “Options” tab select “Filters from the left menu
  4. Click the “Add Filter” button in the top bar
  5. Type a name for your filter in the “Filter Name” field
  6. Select “Contains” in the “Sender” drop-down menu
  7. Type misty@yourmarketingcoachonline.com in the “senders” text field
  8. In the “Move to Folder” drop down menu, select “Inbox”
  9. Click the “Save Changes” button in the top bar to save the filter

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MAC MAIL

  1. Select “Mail” and “Preferences” from the top menu
  2. In the “Preferences” window, click the “Rules” icon
  3. Click the “Add Rule” button
  4. In the “rules” window, type misty@yourmarketingcoachonline.com for your rule in the “Description” field
  5. Use the following settings: If any of the following conditions are met: From Contains.”
  6. Type misty@yourmarketingcoachonline.com in the text field beside “Contains”
  7. Select “Move Message” and “Inbox” from the drop down menus
  8. Click “Ok” to save the rule

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OUTLOOK 2003 (AND HIGHER)

  1. Right click on the message in your inbox
  2. Select “Junk Email” form the menu
  3. Click “Add Sender to Safe Senders List”

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WINDOWS LIVE MAIL

  1. Click the Windows Live Mail icon in the top left corner of the window
  2. Select “Options” in the menu
  3. Click on “Safety Options” in the next menu
  4. In the “Safety Options” window, click the “Safe Senders” tab
  5. Click the “Add” button
  6. Enter misty@yourmarketingcoachonline.com in the new window that pops up
  7. Click “Ok” to add sender
  8. Click “Ok” in the “Safety Options” window to save your changes

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ANDROID

  1. Open the email in your Gmail app
  2. Tap the contact icon to the left of the sender’s name and the email address
  3. Tab on “Create New Contact” at the top of your contacts list
  4. Enter Misty – Your Marketing Coach in the “First name” field
  5. Enter misty@yourmarketingcoachonline.com in the “Email field”

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iPhone

  1. Tap the sender’s name in the “From” field
  2. On the next screen, tap “Create New Contact”
  3. On the third screen, tap “Done” to save the address

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IMAGE SOURCE: https://blog.aweber.com/how-to-whitelist-us

Is Email Marketing Dead?

Email is the primary way most people communicate in the business world. Yet many small business marketers still second guess whether email marketing is still an effective marketing strategy.

ABSOLUTELY – it is!

Don’t just trust me though, check out these stats:

  • 91% of consumers use email at least once a day (ExactTarget).
  • 7% of US internet users say that email is the preferred method of communicating with businesses (eMarketer).
  • US consumers interact with about 11 brands through email on a daily basis (EmailStatCenter.com)

These stats will get you fired up:

  • Email is almost 40 times better at acquiring new customers than Facebook and Twitter (McKinsey & Company).
  • For every $1 spent on email marketing, the average return is $44.25 (emailexpert).
  • When marketed through email, consumers spend 138% more than people who don’t receive email offers (Convince and Convert).
  • 44% if consumers made at least one purchase last year based on a promotional email they received (Convince and Convert).

Interesting stat to consider:

  • 48% of emails are opened on a mobile device (Litmus).

So, what does this mean? Simple – if you do not have an email marketing strategy for your business you are missing out on growth.

I know it’s work. I also know it’s not easy.

It is my goal to use this month’s issue of intelligent MARKETER to provide you with The Ultimate Guide to Email Marketing where we will cover:

  • What is email marketing?
  • Understand the Value of Your List
  • List Building Strategies
  • Selecting an Email Provider
  • Email Marketing Mistakes to Avoid

CLICK HERE to view the entire issue of intelligent MARKETER.

Or, click the button below to subscribe to intelligent MARKETER and receive each issue directly to your inbox each month.

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