Meritto (formerly NoPaperForms) presents this informative blog to shed light on the concept of lead scoring and its significance in customer relationship management (CRM) systems. Our objective is to help you gain a comprehensive understanding of lead scoring and how it can assist in prioritizing and nurturing leads for successful conversions. In this blog, we will delve into the numerical value assigned to leads, known as lead scores, which indicate their level of sales readiness. By considering factors such as demographics, behavior, and engagement, lead scoring helps identify leads with higher potential for becoming paying customers. We will also explore how lower scores highlight the need for further nurturing before leads become sales-qualified. Join us as we unlock the power of lead scoring and equip you with the knowledge to optimize your lead management process. Let’s embark on this enlightening journey together!
Quick Read: What is Lead Management?
A lead score in a CRM system is typically calculated using a combination of factors, such as demographics, behaviour, and engagement with the company’s marketing materials. The exact calculation will vary depending on the specific Education CRM system and the company’s sales and marketing goals. Some common factors are:
Each of these factors can be assigned a numerical value, and the values can be combined to calculate a Lead score, For example, a lead who has a high-level job title, has visited the website multiple times, and has filled out a form may be assigned a higher lead score than a lead who has a lower-level job title and has only visited the website once. It’s also important to note that Lead Scoring can be both manual or automated.
In manual scoring, a sales representative or a marketer assigns the score to a lead based on the information they have, while in automated scoring, a set of predefined rules and formulas are used to calculate the score. Also, the calculation of LS is not a one-time process, it is an ongoing process and lead score may change as the lead interacts with the company’s marketing and sales efforts.
Quick Read: Debunking Top 10 Myths about Education CRM
As we are clear with the understanding of what is lead scoring, here are some reasons why LS is important for educational organisations:
In summary, Lead Scoring helps educational organisations to prioritise the leads, target the most promising leads, increase the efficiency and effectiveness of the recruitment process, provide an objective, data-driven approach to lead management, improve communication and ultimately increase enrolment numbers.
Switch to Meritto’s (formerly NoPaperForms) Education CRM today and enhance your lead conversion rate with our exclusive automated lead score generator. Schedule a demo to know more.
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