Lead Nurturing and Scoring

"Marketers rank lead nurturing highest as under-funded relative to value potential"Lenskold Group Marketing ROI Study 2010

Simply put, this means that lead nurturing offers the biggest Bang for the Buck in marketing today. But fewer than 1 in 20 companies has a decent lead nurturing program today.

There are good reasons to turn to companies like Find New Customers to help you implement lead nurturing and scoring, which are detailed in "3 Reasons You Should Outsource Lead Nurturing and Scoring."

Find New Customers can help your company design and implement a best practices lead nurturing and lead scoring progam. We cover the entire range of design and deployment, including:

1. Buyer personas
2. Buyer variable snd processes
3. Content maps
4. Catch factors and calls to actions
5. White board brainstorming and design
6. Metrics and measures

The cost of the program is $29,995 plus expenses.

Interested in lead nurturing and scoring services from Find New Customers? Just fill out the form below and we'll contact you quickly.

Lead scoring is the process of separating qualified, sales ready leads in an automated fashion. It is best combined with a strong lead nurturing program, which is why we combine them.

It's made up of two parts:

1. Their behavior -  what they do online
2. Their demographics -- who they are, such as title, country, type of business, number of employees, etc. 

Very few companies have a clear definition of what is a lead and what is not.  In fact, Brian Carroll, CEO of InTouch and author of Lead Generation for the Complex Sale states that 9 out of 10 companies he has spoken with in the last 6 months lack a common lead definition.  

So what should a company do?

The key is to get sales and marketing on the same page.

Here are the key action items you need to take:

1. Set a meeting between sales and marketing, led by a well-repected person.  Best is in person, but a conference call will suffice.  Emphasize that it is intended to benefit all.
2. Ask a clear question to Sales "When we give you a lead, what you need to be 100% sure you will follow up on it and report back to us? What, to you, is a qualified lead?"  Listen and take notes. Ask follow up questions. Dig.
3. Be persistent.  Not one meeting but several. Take your notes and read back what they said. Make sure everyone is 100% in agreement.
4. Make it visible.  Print it and post it where everyone can see it.
5. Get feedback. Audit the program over time. Are the leads being properly qualified? Are they being followed up on? Do we need to adjust our definition?  How can it be improved?