Respect Your Time and Use Lead Scoring to Determine Who to Follow Up With Next

In sales, time is always working against you. You have 2 ends of the spectrum. The time you spend prospecting for new potential clients (this can also include time you spend managing inbound lead generation efforts) and the time you spend closing deals.

The problem that keeps you from building momentum and closing more and better deals is when you spend too much time prospecting and blindly following up with people that either aren’t interested, are potentially nightmare clients, or people that are interested but aren’t ready to buy now.

Whether you have a list of 10 prospects or 10,000 prospects you need to start prioritizing who you following up with in order to close more qualified deals.

So what’s the solution to this problem?

Simple. It’s automated lead scoring.

Lead scoring allows you establish a point system based on the actions your prospects take in your sales funnel.

Actions might include:

  • Email activity (opens, clicks, etc.)
  • Website activity (certain pages visited, time on page, etc.)
  • Custom events (downloaded a report, attended a webinar, etc.)

Drip.co makes outreach automation and lead scoring easy. You can setup an email outreach automation sequence as shown below.

email automation example

As you add subscribers and send prospects through the automated email outreach sequence, you can be applying lead scoring points.

Setting up lead scoring is simple with Drip.co. All you need to do is enter points in the boxes next to each action.

See below for a few example of actions that you can track.

You can also apply lead points to your opt-in forms.

You can even determine a score that would consider the prospect a qualified lead based on the number of points that they accumulate.

As people flow through your email automation sequence and campaign emails you send through Drip.co, you can take time to sort prospects by lead score.

 

Once you have a list of qualified leads, take a moment to gather some further business intelligence to fuel your follow up conversations.

You can even add your own notes to keep track of your activity side-by-side with your qualified leads.

 

Overall, lead scoring alongside of automated email outreach is a critical tool to enable you to prioritize your time only with qualified leads. No more “cold” calling.

Respect your own time and the time of your prospects.

Click here to create a free Drip.co account and setup lead scoring today!

Awesome Tool to Avoid The Social Media Tasks You Hate

I use a pretty awesome tool that I think you will love. It’s called Zapier. Essentially Zapier connects cloud-based applications together handling many of the mundane tasks that you would normally have to do manually. I’ve been using it at Phase 2 Solutions for a little over a year at the time I’m writing this and I’ve got it to the point where it saves about a good 10-15 hours per week.

Not a bad investment for about $15 per month. Now keep in mind, I needed to upgrade to the $49 per month plan for additional usage, but it literally saves me hiring a part-time person to handle the tasks that need to get done. It also avoids human error.

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Zapper’s directory of applications that you can connect together.

It’s worth checking out some of the things it can do. You can visit https://zapier.com/app/apps-explore to find out what web apps and social networks it connects with. Their support is incredible too. I usually get a response within 24 hours. Oh and I’m not being paid to say this and I’m not sharing an affiliate link 🙂 This is just one of those secret weapons that every digital marketer should have in their back pocket.

What are your thoughts on Zapier? Any feedback or cool ways to use it?

Mobile Data Collection – A New Way of Doing Business

Does your company still own clipboards? Is the process of collecting data still solely web-based? Do you still rely on an internet connection to collect data? How are your employees getting data to and from your company? These are just a few critical questions to consider to grow your business by optimizing mobile adoption.

Optimizing mobile data collection properly you can:

  • Increase cash flow by speeding up how you do business
  • Save money by cutting out unnecessary staff time handling paper
  • Remove security risks that are typically involved in manual data flow (paper)

This interview is with the Director of Customer Success at Zerion Software, Ryan Coleman. Zerion Software’s flagship product is iFormBuilder – a global leader in “Clipboard Replacement Solutions“. Ryan will share what you need to know to optimize mobile data collection to help grow your business.

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