Lead Scoring

How does lead scoring work?

1. In evaluating potential online customers, points are assigned to specific behaviors (behavioral scoring) and characteristics (demographic scoring), among which we can list: conducting independent research, filling out forms placed on landing pages, downloading informational materials, number of homepage visits, reviewing pricing, the position the person holds, company size, its revenue, and the industry in which it operates. 
2. Each of the listed factors is assigned a specific number of points. Then, it is necessary to determine what threshold a potential customer must reach for us to consider them ready to make a purchase, and therefore valuable from the perspective of our industry and target group.
3. After classification, we select contacts with the highest number of points - these should be contacted first, as in their case the probability of making a purchase is the greatest.  
4. Lead scoring translates into increased work efficiency - we don't waste time on people outside our target, and we devote more attention to promising contacts.