If you aren’t generating enough MQLs through your current marketing strategy, you’ll need to work to navigate leads to the high converting pages of your site or direct them to the high converting activities that provide you with your MQLs.įor more on MQLs and how to track their ROI check out our recent post 6 Keys to Track the ROI of Marketing Qualified Leads. Now that you’ve found your MQL strategy it’s time to focus on leads of the highest quality. Each lead converting from one of these activities is now qualified as an MQL Step 3- Implement For example, if most activities have a conversion rate of around 1% but you have two or three that are converting between 3-5%, you’ve found your MQL sources. At this point you’ll want to find the few activities that stand out above the rest. When you have performed this analysis on every one of the activities a lead can perform you will compare them against one another in order to determine the efficacy of each. Divide the conversions by the total number of downloaders and you’ll have the close rate for ebook downloads. For instance, look at how many leads downloaded an ebook and how many of them converted to paying customers. From there you need to implement a lead tracking strategy to analyze the close rate for a particular activity. This could mean anything from visiting particular pages of your website, to downloading informational content, and the list goes on and on. It’s time to make a list of every activity a lead can perform prior to converting to a customer. This may seem like a complicated process but you’ll have all of the information necessary to rank these leads and with the proper guidance you’ll be able to set up a system that allows you to qualify leads much more quickly and easily. Tracking past leads from the start of the sales process to the very end will provide you with a wealth of information in order to help you qualify your future leads accurately.
In order to determine a marketing qualified lead for your business, your inbound marketing team will first need to determine which factors make a lead more qualified than another. Determining a Marketing Qualified LeadĪ marketing qualified lead (MQL) is one that you’ve judged more likely (notice I said more, not most) to convert into a paying customer based on the intelligence provided. As you streamline your marketing efforts, you’ll watch your profits increase and marketing headaches disappear. Rather than wasting time, energy, and money sifting through every single inquiry and chasing down bad leads, you are able to focus on those you’ve determined are most likely to convert. That way you can easily distinguish the people who are genuinely interested in what you have to offer from those who are just browsing.
#Hubspot lead scoring professional
You create a value system based on data from past leads and use this system to rank new leads with a number based on professional information they have provided and their interaction with your brand online.
Simply put, lead scoring is part of HubSpot’s lead management system that allows you to assign a point value to each of your leads in order to prioritize your marketing efforts and focus on your highest quality leads.
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