• Lead scoring has to be one of my favorite features in VBOUT .
• That's because it simply works .
• Now lead scoring is a simple way of me looking at a lead, looking at a score, and then determining if that lead is ready to purchase .
• Very simple .
• In this video, I'm going to show you what lead scoring is, the framework we follow, how you can set it up on VBOUT, and how you can unleash a better and smarter funnel for your business .
• If you're wondering what lead scoring is, I can show you right here .
• I have my lead score column and lead status .
• They're all zero right now because I don't have any data .
• But if I would pull a richer account with more information, you can see how my entire database coming every day literally have a different phase for the lead .
• Some people are in the decision phase, and although they submitted information today, they've accumulated enough data to be close enough to make a decision .
• And that's really, really powerful for us .
• We can focus on people who are closer to buying .
• We can send them different messages because someone who knows exactly what they want, they're closer to making a decision, definitely consume content in a slightly different way than those who are earlier in the stage .
• And not only that, in VBOUT, once you set up your scoring, you can have two awesome funnels .
• One of them is for your contacts, which looks like this, showing you that you have, for instance, here, 9,000 people in the consideration phase, 3,000 in the decision phase .
• And this is really, really important .
• We'll also have an anonymous funnel .
• These are people who haven't really taken any action, and they're still browsing around .
• But at the moment, they give us their email via form or via some API endpoint .
• We can merge the information together and then bring forth that history of data .
• To set up your lead scoring, you need to have that on your account, of course .
• But before I do that, I want to briefly share with you a framework that we use .
• The way we look at lead score is as simple as this .
• You have different stages of the buyer .
• You have an early stage where someone hasn't done much .
• You have very little information on that person .
• And they probably don't have any score associated with their profile .
• The moment they start visiting your website, spending some time, and maybe even filling out a form or two, they're now moving from an early stage to an awareness phase .
• And that's what we estimate, right? And all I'm sharing with you right now are best practices and estimation .
• So feel free to adopt it to your own business and what you think is best for you .
• Now anything beyond 40, we consider them in our case, in the consideration phase .
• This means they know enough about you .
• They probably consume case studies, comparison charts, and that sort of stuff .
• And then they move forward to the decision phase .
• This is where between 71 and 100 is a really critical area or period of the lead .
• They're probably close to making a decision, yes or no .
• They're exchanging some conversations with your team or maybe even with their own team internally if you have a low touch product .
• Now after that, there might be a buffer time, we call it the conversion time, or conversion stage, where people are still engaging, but maybe due to your sales cycle, it's taking a little bit longer to close that lead .
• And that's what we just give it a time between 100 and 200 .
• If you have a shorter closing cycle, maybe you can shorten the conversion, and I've seen people even remove it completely from their funnel .
• And after that comes retention .
• This is where people are still going back and forth and they're consuming your content, they're buying over and over .
• And this is really the best place to be in .
• So that's how we kind of structure our funnel in Vibout .
• And if I would just go into my account from the left under contacts, lead score, you'll be able to see how we followed that same structure .
• Taking in poor data has below one score .
• Between one and 10 is an awareness phase .
• Consideration is 11 to 50 .
• Now all of these are fully configurable, meaning I can change this from 1 to 40 .
• And now the following consideration phase has changed .
• So that means in the consideration phase now I have 966 .
• So that impacts really how you parse your leads and it gives you better visibility .
• Feel free to create your own stages, we call them statuses .
• And feel free to also change the labels, descriptions, colors, so this funnel will be branded to your own needs .
• Couple of important things on this view .
• When I access my lead scoring, I can see that I have 20,000 contacts in the database and have 51,000 anonymous visitors that I don't know who they are .
• These are people who are browsing around and doing things .
• And in hopes that at some point when they convert, all that information will be carried over back to us .
• I have a leads tab .
• This is where I'm really gathering data on anonymous .
• And you can see here how I do have anonymous in this phase, retention phase, which could look a little bit confusing or perhaps inaccurate .
• But the fact is some people are advocates of your brand, even though they haven't bought and they haven't given you any details .
• The beauty about VBOT, I can click on that lead and I can dive deeper into pretty much the entire history of this lead .
• All the things that I score them on and I can remove what I think is not accurate .
• Again, this is a set it and forget it process .
• VBOT is doing all that heavy lifting in the background .
• All you need to do is set up your scoring rules, which is the video I'll be covering next .