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Turn Off Filters and Start Scoring Your Leads

Increase your sales opportunities and build your relationship with prospective buyers by changing how you approach leads once they've been generated. If you run lead campaigns and only accept leads once they've been geographically, demographically or otherwise filtered, you may be hurting your chances of catching leads while they can be nurtured and turned into sales.

Instead of limiting which leads you'll accept, try purchasing all of the scrubbed leads generated through your campaign. Once you have these gross leads, you can then apply filters and score the leads accordingly. By grabbing all of the leads generated in a campaign, not only do you get a handful (or more) of sales-ready, fully qualified leads to hand your sales team, but you also have less qualified leads that can be nurtured and moved through the sales pipeline.

Scoring leads from A-D (with A leads being sales-ready and D-leads being "cold") helps you sort out which leads are ready to be telemarketed, which leads require personalized e-mail follow-ups, and which leads can be "drip-marketed" over time. By holding off on filters and fences until you have all a campaign's leads in hand, you expand your marketing reach to leads that would have otherwise been scrubbed out of the process.

-BH

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