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Improve conversion rates and retention rates with these best practices in lead scoring, lead prioritization and lead nurturing.
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For more information: Call 410-977-7355 or visit mcgrawmarketing.com 1
Lead Scoring, Prioritization, Routing & NurturingHow Businesses Increase Conversion Rates by as much as 300%
For more information: Call 410-977-7355 or visit mcgrawmarketing.com 2
For more details, download the Lead Scoring White Paper at http://bit.ly/Woxngb
Or email [email protected]
For more information: Call 410-977-7355 or visit mcgrawmarketing.com 3
Research shows that about 20% of today’s leads will have an immediate need and the ability to buy your products and services.
So what about the other 80%?
For more information: Call 410-977-7355 or visit mcgrawmarketing.com 4
What is a qualified lead?
Need
Role
Timing
Status
Size
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What’s the individual’s role in the decision process? Decision Maker 5 High Score 25Influencer 3 Sales Ready 20+Information Gathering 0
Is there a clear need for the product/service? Yes 5No 0
Has a budget been approved? Funding is in place 5Funding is in approval process 3Funding process not started 0
What is the timing for the decision? To buy within the next 3 months 5To buy within 3 to 6 months 3To buy within 6 to 12 months 1No specific time line in place 0
What is the estimated size of the purchase? What you consider a large order 5What you consider a medium order 3What you consider a small order 1
For more information: Call 410-977-7355 or visit mcgrawmarketing.com 6
Right message and offer at the right time in order to motivate right response
Problem Identification
Information Search
Evaluation of Alternatives
Selection
Post Decision
Pre-Need
Identify
SearchEvaluate
DecidePurchase
Re-evaluate
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Different Channels, Different Format
Core Messages
Face-to-face Meetings
Website
Social Media
Mobile
Events
Broadcast
Telemarketing
Advertising (Online)
Advertising (Offline)
Direct Mail
Public Relations
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LEAD
ROUTING
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Conversion Rates Increased by as much as 300%
For more information: Call 410-977-7355 or visit mcgrawmarketing.com 10
For more details, download the Lead Scoring White Paper at http://bit.ly/Woxngb
Or email [email protected]
For more information: Call 410-977-7355 or visit mcgrawmarketing.com 11
20+ years helping businesses improve sales and marketing performance
www.linkedin.com/in/patmcgraw/
www.mcgrawmarketing.com
410-977-7355
