Many lead scoring systems assign point values to different actions a lead or customer can take in the sales funnel. When a lead reaches a specific point total, they are considered a hot prospect. Knowing when to reach out to a lead can help salespeople stay on track, focus their attention on the right group of potential customers, and be more productive.
Sales and marketing teams can better judge how close a prospect or customer is to making a purchase with lead scoring. By looking at where the lead is in the sales funnel, employees can prioritize their time and resources. This allows sales to focus on customers who are about to finalize a sale, which may lead to higher conversion or close rate.
Your customers are generally more open to individualized attention than someone who is checking out your company for the first time. For instance, a consumer in the investigation or research phrase may be put off by a salesperson contacting them. However, if a customer downloaded a price sheet and requested a free quote, this likely indicates they want someone from the company to reach out and ask how they can help.
By focusing on consumers who have already reached a specific step in the sales funnel (such as asking for a free quote), salespeople are more likely to be able to lead the consumer to complete a purchase.