Inbound marketing focuses on drawing leads to you and saving valuable time and resources. Once those leads start coming in, it is important to have a plan of action for categorizing and reaching out to your most qualified leads.

Lead scoring is a method of assigning a potential customer points based on their demographics, actions, or online activities. These points will then help you determine which leads will be best to focus on.

The most efficient method for reaching out to qualified leads is through lead scoring. In short, this is a method of assigning scores to potential customers based on what you think is best.

For example, a client that not only clicks on the "About Us" page to research your company, but goes to and lingers on a specific product page may receive a score of 10. Visiting product pages indicates that that online visitor is considering a purchase. An email sign up may add another 10 points to their score. Based on the total points a visitor receives, you can decide when to pass their information on to your sales team. Here's an example of what a typical lead scoring system might look like:

Action:                                                               Point Adjustment:
Whitepaper Download                                       + 10
Brochure Download                                           + 10
Visit Product Page                                            + 5
Opens email                                                     + 8
Watches Video                                                 + 7
Signs Up For Email                                           + 15
Works in Manufacturing Industry                        + 20
Visits Career Page                                            - 20
Visits Investor Page                                           - 20

Foremost Media offers software tools that will help you gather this information and set up a lead scoring system to help ensure you are only focusing on qualified leads. For more information email info@foremostmedia.com or call 608-758-4841. Visit us online to set up your free 30 day trial today!

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