Tip of the week 44 — Qualifying the best leads for sales

What is your goal behind generating those 1000s of contacts everyday? Just to build your contact database and engage with it? Err.. No, there is a lot beyond this.

As marketers, qualifying the best contacts for sales is as important as generating and nurturing them. How do you do this? The best way is to assign scores to your contacts based on how they interact with your business. From subscribing to your newsletters to opening/clicking links in your emails, every action of your contacts counts. Value them for carrying out those actions with your brand by giving them different scores.

Now, put them into different categories based on their scores. Contacts who have met the score you've defined for their sales-readiness are qualified to be pushed to sales and those who have an average or a lesser score will progress through your nurture campaigns and become sales-ready eventually.

Keep up the work with your nurture program if you see a good number of contacts meeting your sales-readiness score. Otherwise, refine your marketing strategy every now and then and you will gradually get more contacts to enter the sales department.

Ready to set up contact scoring for your business? Check out how Zoho Campaigns can help you do it.

Read on our tip for this week and learn how you can use contact scoring to help your sales team drive better business revenue :)

Cheers,

Swathika Mahalakshmi

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Swathika Mahalakshmi
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