Lead Prioritization: How Does It Help Your Business?

Are you getting upset over getting false leads? Do you feel like you’ve wasted enough time chasing worthless leads? If so, remember that you are not alone. Most companies are flooded with leads, but they’re unsure how to get the most conversion. It’s very important to distinguish between genuinely interested people and people who’re only here to take a quick look.

You can determine the probability of a customer buying your product and services through lead generation management. Read on to understand the concept of lead prioritization in depth.

What does it mean?

Lead prioritization is the process of differentiating potential customers from junk ones. This way, you can assist the clients who are most likely to avail your services or buy your products quickly. Now the question is how to differentiate between the two. Well, the lead management company use two easy parameters for this purpose. They are:

• Level of buying intent
• Connection with your ICP or ideal customer persona

1. ICP

Ideal customer persona, a static measure, is used to determine whether or not the product aligns with the customer’s requirements. Ideal customer persona helps you extract ideal customers online. It’s a series of features used to describe your business’s ideal customer. Every business has to define its company’s ICP clearly. Here’s an example of how a company would describe its ICP:

Business: Real estate developer, Bangalore

ICP          : Profession- IT

                  Age group- 30-25

Experience- 5+ years

Designation- Manager

Also, a business catering to one or more ICPs will have different descriptions. For instance, a travel agent marketing luxury packages and budgets at the same time will offer separate ICPs for each one of them. The structure of your ICP matters a lot in lead prioritization. So, make sure it stands out from your competitors. You may also seek help from the lead management service.

How to qualify leads through ICP?

Once the ICP is defined, you can move on to filter leads in Excel. When you have access to all the details of your leads, apply filters to reach out to the most potential clients. For example, if the targeting audience is women above 40 years of age. On the excel sheet, you can apply the filter and sort out the names of people who are women above 40 years. This is the easiest way to scrutinize your leads.

2. Level of buying intent

The parameter, as mentioned earlier, is completely static. It doesn’t reveal the lead’s intent to buy a certain product. For instance, in the case mentioned earlier, the real estate developer might have found another job with a better salary, although it matches your ICP. Thus, the lead is a complete waste. However, you cannot ascertain the buying intent of any lead manually.

So, how does a lead management company effectively gather leads with a buying intent?

Well, let’s first understand the meaning of buying intent. Buying intent is a phenomenon in which a customer has both the buying powers and the desire to purchase your product. The buying intent can be measured by observing the engagement level of a client with your company. More website visits or blog visits from a customer is a signal that they most probably are going to buy from you.

• Defining activity period: While calculating the client’s engagement, determine the period you need them to be active on your site. The recentness of a person’s activity is very important. For instance, if you’re a school, the sales cycle will be repeated at an interval of one year. If any student or parents visited your site two years back and that is reflected on the screen, it’s useless.
• Specify lead activities: To further narrow down potential leads, lead generation management teams advise assigning a score to each type of activity. Based on the importance of activity on your website, you can assign points. For instance, you could assign a score of +5 for registering for a webinar. And if the lead read the email about your webinar, you could rate the activity with a +1 score.

Conclusion

Lead prioritization is something that should be left at the hands of professionals. While they manage your lead effectively, you can focus on more important aspects of your business. A reputed lead management company will save you from chasing pointless leads. Your business will thrive under the right partnership. So, make your choice wisely.

Are you looking for a reputed and reliable company for lead management service? If so, you’re at the right place. Nomadux is just what you’re looking for. We provide effective prospects or leads to your business for consistent profit of your business. We aim to save your money and time by delivering efficient outsourcing solutions.

We stand strong with our unshaken core values that involve full transparency, flexibility, integrity, mutual respect, honesty, collaboration and teamwork. While we manage your lead generation, we let you focus on your key business competencies. For further queries, you can reach us via email at info@nomadux.com or call at 904 414 4625.