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…

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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

Create Your Small Business Marketing Strategy

Here we are, Q1 of a brand new year. I know you are seeing the “motivational hupla” everywhere you turn. I’m not being negative…I’m being realistic. 92% of people who set New Year’s Resolutions simply will NOT achieve them. It’s not because they don’t want to – it’s that they have a false sense of what it takes to do it.

So, I am writing this blog to you – the small business owner, who is looking to grow your business this year as Your Marketing Coach. By this point (Monday, January 5, 2015), you should have at least written down your goals for this year (if you haven’t I’d start there – then come back and read the rest of this post). Writing your goals is the first step but certainly not the last (although it’s amazing to me at how many small business owners stop there).

Say it with me, “not this year!” (oh yea, and mean it). 

Just because you write down a goal does not mean that your fairy Godmother is going to swing by and sprinkle some success on your business goals. If you want things to change – some things need to change (I say this with love of course :).

So, what needs to change?

  1. You MUST write down what you want – this is up to you.
  2. You must have a strategy to get it – this is what I am going to share with you.
  3. You must implement the strategy –  this is up to you as well.

I know you’ve heard this before….but I am actually going to tell you what the strategy is.

Let’s get real for a minute. I don’t need to speak with you to know that your goal is to grow your sales (which produces more income). If I’m right, keep reading.

Sssooooooooooooo…if you want to grow your sales you need: new sales and upsells (to existing customers).

How do you grow new sales? Get more leads.

How do you grow your upsells? Delight the “crap” out of your customers so that they trust you and buy again as well as refer you.

How do you do that? Lifecycle Marketing. Here’s an over view of Lifecycle Marketing:

  • Create Awareness
  • Capture New Leads
  • Nurture Those Leads
  • Converts Those Leads into Sales
  • Delights The “Crap” Out of New Customers
  • Ask for Referrals (or an Online Review) from Customers

As you can see the Lifecycle Marketing Process is broken up into six steps. Each step in the process needs to have it’s own executable strategy for the process to produce the desired outcome.

So, I have an offer for you. I have created a FREE Membership Training Program where I walk you through each step in the Lifecycle Marketing process to teach you how to: create awareness, capture leads, nurture your leads, convert them into a sale, ideas for delighting, and asking for referrals or an online review. The training program also includes a workbook that you use to create a strategy specific to your business.

If you are interested in learning how to Launch Your Lifecycle Marketing Strategy CLICK HERE to sign up and get instant access.

What you do matters to your family, your customers and your community. Give your small business the best chances of success by creating and implementing a strategy that works – and produces results! I wish you all the best in 2015!!! See you on the inside :)

Launch Your Lifecycle Marketing Strategy Ad

 

Vacation and Still Grow Your Small Business

You started your business because you wanted more time, flexibility, control of your life and maybe earn more income…am I right? Yet you rarely take time for yourself, on a family vacation, or even set time aside to work ON your business rather than just IN your business…am I right, again?

I don’t intent to beat you over the head…but hopefully encourage you to “own your summer”. You see, with a little bit of planning you can set up an automated machine that can run on its own while you take your much deserved break. You initial dream of having it all is not too far out of reach. Believe it or not, you CAN grow (even while on vacation).

All you have to do is get your small business sales and marketing software in place. It will help you get organized, grow sales, and save you time! View a demonstration on how you can begin to “own your summer” again.

While you do that I’ll be crusin’ the California cost for the next week enjoying time with the family, catching up on some reading, and taking a little “me time”. I hope you will join me soon!