Strategies to get more clients with Lead Scoring

How to get more customers? An effective Lead Scoring system allows us to differentiate and prioritize contacts with greater possibility of conversion.

According to this expert: When it comes to getting more customers , quality predominates over quantity. There is little point in having contacts if there is no possibility of converting them into final clients.

It is necessary to identify potential customers. For this, we must implement a process that helps us make decisions and evaluate the quality of our leads . Otherwise, we will be facing an impossible mission.

Goodbye, lack of control. Welcome Lead Scoring.

How to get more customers?
Lead Scoring is the process by which we determine the level of interest that a lead has towards our products or services. In turn, it also allows us to assess whether it is relevant to us. In other words, it is about scoring the conversion potential of a contact.

Why should we do this? The answer is simple: we need to classify and prioritize sales efforts.

How to establish a Lead Scoring system
Establishing an effective system to get more customers consists of three fundamental steps:

1. Identify the characteristics of our qualified leads for Marketing (MQLs)
A qualified lead for marketing (MQL) is one that corresponds to our target audience and has the possibility of becoming a customer. In order to identify it we must know it well and draw a strategy that allows us to obtain the necessary data to score its value.


There are two fundamental variables when evaluating an MQL: your contact data and your level of interaction with our website.

A. Contact information
Through forms we collect useful information that goes beyond the name or email. For example: the company, its number of employees, the position it occupies, its location, etc.

Through this questionnaire we can also obtain data of great value, such as the interests or needs of that person. Does the user have a specific need to cover? Have you already hired a solution? The answers to these questions are really useful in the qualification process. What’s more, this information helps us personalize and channel the lead nurturing process more successfully.

B. Activity level
How many pages has the contact seen? Which? Have you visited or downloaded content considered to be a decision? It is necessary to evaluate the level and quality of the interactions that the leads have with our contents . It is not only about whether they have had activity, but about finding out why and where they have done it.

These questions allow us to locate the phase of the conversion funnel in which a lead is located and, therefore, offer content that will transport you to the final phases of it.

Lead Scoring helps us rate the conversion potential of a contact. TWEET THIS

2. Establish a scoring system
Once the individual characteristics that define our MQLs have been identified, it is time to assign a value or score to each of these traits, forming the basis of our Lead Scoring system. To do this, we establish a summation system that evaluates the quality of the lead. The most common is to assess the profile of the user on a scale of 0 to 100, with 100 being your ideal contact.

An example:

Let’s say that our potential client is responsible for a large company (more than 500 employees), who has visited at least 3 pages of our website (including the price page) and who has also downloaded some of the contents designed for the decision making. It is obvious that we will value those who meet these requirements better than those who do not.

Taking into account this, we will give more or less points to the lead according to the different variables set:

A lead that works in a company with 1,000 employees will get 10 points, while another that works in a company under 20 will have a score of 1.
We will give a score of 10 points to a CMO and, on the other hand, we will score -5 points to a student who is far from being our ideal client.
Those leads that have provided their data in the download form of a decision content will get 20 points.
The score we give to each of the variables should not be chosen arbitrarily, but agreed with the entire sales team.

3. Determine what score a qualified lead must have for sale (SQLs)
The third step is to decide what minimum score the leads should have before the commercial team tries to close the sale. We call these types of “hot” leads SQLs or qualified leads for sale.

It is important to assess with the sales team the score they must have before sending them to them.It’s not about making your job easier, but about improving processes and optimizing the conversion rate.

Finally, keep in mind that a good system to get more clients adapts to the circumstances, to the behavior of the leads and that changes over time. It is essential to review the scoring system periodically to verify that it is still suitable to qualify potential clients.

Just as the behavior and activity of a lead changes every day, its score also; so you will benefit from a Marketing Automation tool that allows you to automate this process.

Via Slick Red.

The rage for subprime loans returns to Wall Street: we do not learn

El furor por los préstamos de alto riesgo vuelve a Wall Street: no aprendemos

If there is a maxim in economics, it is that History (economic) is repeated . But sometimes it does so even with an astonishing repetition rate, especially when the socio-economic damage caused by previous outrages still keeps the hot corpse on the mortuary table.

This has been the case of those disastrous subprime mortgages , which were spread throughout the United States giving money to customers with a credit profile that showed evidence that they could never repay the debt. The rest of the story they already know perfectly, and so perfectly that they will be surprised to see now a reissue of the fury that high-risk credits once again make on Wall Street . No, we do not learn; or rather: some do not learn (or want to learn).

Subprime mortgages were garbage mortgages, and in addition someone started the fan.

El Furor Por Los Prestamos De Alto Riesgo Vuelve A Wall Street No Aprendemos 3

As we said in this article, those subprime mortgages granted dollars and dollars to people without repayment capacity, without guarantee, without liquidity, without a stable contract, without a loose salary … and often even without work. But none of this mattered in those crazy two thousand years in which happiness was purchased based on debt , and in which only was intended to collect the quarterly bonus for having placed hundreds of other mortgages at any price.

In addition, these rotten titles were disguised under the most innovative financial engineering: they were packaged, cut up, and sold … with the lethal result that this carcinogenic credit risk was disseminated throughout the system. And those subprime mortgages ended up in the portfolio of investors who did not have the remotest idea (and it was not possible to know for sure even if they tried) of what they had actually sold, as it was seasoned with unrealistic ratings from the agencies rating agencies .

Thus the poison was inoculated by the entire financial world, but the ultimate goal that was at the same time the origin of everything was achieved: the bonuses were collected from those “discretionary depositors” of easy loans to impossible customers .

Those subprime that were high-risk debt was on Wall Street where they started to rage. But fashion quickly spread through much of the world capitalist system. You know, it became popular that “take the money and do not look back”, but is that in this case is forward to where they should look, and neither did . So I know several cases of middle class families who were mortgaged for 120% of the appraised value, and with that money they bought the flat, they furnished the house, and they bought two high-end cars. Do they understand that they did not look to the future (neither the mortgaged nor those who gave them the money)?

I remember even a whole president of the government announcing that there was nothing to worry about in Spain, that we were witnessing a mere financial storm in the markets without consequences in the real economy. In addition, this president strongly affirmed that in Spain there were no subprime mortgages, and that we were not in the same danger as the Americans. I’m not going to tell you that these statements were not accurate, it’s more: I’m going to challenge you to find in them something that was minimally true.

El Furor Por Los Prestamos De Alto Riesgo Vuelve A Wall Street No Aprendemos 4

In Spain, there were subprime mortgages, but precious time was lost (and lost) until the problem was admitted ( and of course it was only done to blame others .) Maybe they did not exist with that official name and cataloging. As a securitized and resold debt wholesale in bulk, but there were subprime mortgages in Spain and many mortgages on real estate at astronomical prices, placed with clients with scarce economic resources, without a stable contract, or with a generous payroll … It hardly mattered for many managers of those easy checkbooks, and for those clients who believed that money was given to them because it grew on trees.

And of course, with the Spanish real estate depression, the tide went down, and the shame of those who thought they were rich without being, and also of those who wanted to get rich at the expense of sowing bank balances of uncollectible debts were left on the air. The double clamp of some debts that could not pay, a value of its floor to the downside, and a high probability (or in many cases certainty) of falling into unemployment, caused that for example many foreigners chose to return to their country and disregarding their debit obligations, opting for the braves for a forced dation in payment without (by then) legal coverage.

To this must be added all the assets seized to citizens who could not pay their debts, and that in addition to leaving thousands of families on the street, also contributed to rot the balance sheets of the bank with more overvalued floors. And this in a scenario that, for the bank, was similar to that of foreigners whose whereabouts were unknown: the bank kept a flat for which they paid less than the amount of the mortgage debt that it was intended to pay off . Come on, it was not the squaring of the circle: it was putting square wheels on the economy convoy.

Of those dust, those quagmires (banking and … family).

So the banks were gradually accumulating countless properties , many (very) outside prime areas of the cities, with unrealistic mortgage valuations, without a debtor to be able to be repaying their debts in a sustainable way (for both parties), with heavy burdens associated community fees and spills that had to continue paying as owners who had become, etc.

The bank balances were loaded with bricks, but with bricks that were often broken, and whose real estate and socio-economic pain can still be felt today. This is not to mention the situation in which those who took the worst part ended up : they stayed in the street and often with small children . But no, “In Spain there are no subprime mortgages”.

It is fascinating how sociologically a flock that goes to the slaughterhouse is able to let itself be grazed so happy towards its uncertain destiny, and it does so only with the pastor telling him the idyllic fantasies that he is wanting to hear . We are herd animals, and going where the dough goes we felt safe, although the dough is also wrong and sometimes go straight to the cliff.

And now the high-risk loans again make a furore on Wall Street
The Furor For High Risk Loans Goes Back To Wall Street We Do not Learn 1
As a few weeks ago published The New York Times , a close credit relative of the subprime is sweeping on Wall Street, to the point of being rated as the hottest investment product of the year (and so … hot reheated).

On this occasion, the so-called CLOs that are sweeping not only have in common to be so effervescent fashion, the parallel is also that these credit products are also being granted to high-risk customers. The perverse dynamics that the market is following millimeter follows what already happened ten years ago with the fateful subprime. And the requirements to grant the uncertain credit are being lowered, while the regulation is also relaxing. An explosive cocktail that does not doubt that, to follow its current trend, at some point it will end up living up to its name .

Even the name of CLO reminds sinisterly to be spelled to that of their subprime ancestors: they were the CDOs. Both products are based on the same mechanism exposed before debt bundling and resale in the markets . It is what is known as collateralized debt, or more appropriately “Financial Engineering” (with the engineers’ pardon) or “Banca in the shade” (or “Shadow Banking” in English).

El Furor Por Los Prestamos De Alto Riesgo Vuelve A Wall Street No Aprendemos 8

Practically, the only difference between the CDOs of the subprime crisis and the current CLOs is that in the former the underlying credit was a mortgage loan, and in the case of the effervescent CLOs the underlying credit is corporate : that is, a company that asks borrowed without hardly offering guarantees of repayment of that debt.

And to get an idea of ​​the figures that this dangerous financial trend is reaching, this type of loans to companies with “junk rating” in terms of credit (or in English “junk rating”) , last year already broke records to reach 550,000 million dollars , reaching levels that dwarf those who marked the terrible subprime mortgages. The significant qualification of “garbage” also comes with the aggravating circumstance that these companies already carry a heavy burden of previous debts, which only increases the probability of non-payment of the new issues even more.

To give you just one illustrative example that also quoted The New York Times in the previous link: Sears , the famous department store company that has recently entered into bankruptcy in the US, has been an active issuer of this type of corporate junk debt .

Free Up Money With a College Mortgage Consolidation

A faculty mortgage consolidation is an effective way to consider having the ability to save your self some cash. Sounds a bit of too easy, doesn’t it? Nicely the actual fact is that it actually isn’t way more sophisticated than that. Take a while to look into what a college mortgage consolidation is and you will note how simple it’s to avoid wasting your self some money.

College loans are loans obtainable to school scholar and their mother and father in want of monetary help. For some, it’s both the foremost supply or solely supply for earnings whereas they’re at school. Nonetheless, there are various kinds of loans, so by the top of college, you could have numerous separate scholar loans. That’s the first place that faculty mortgage consolidation comes into play. You may get these separate loans made into one merely mortgage with one fee.

What a college mortgage consolidation is, in impact, is identical factor as every other debt consolidation or mortgage refinance. It’s mainly a number of money owed mixed into one debt; the consolidation firm pays off your money owed for you and also you pay them again with one fee per thirty days. With a college mortgage consolidation, like with any consolidation, you’ll find yourself with much less overhead, decrease month-to-month funds, and thus extra money in your pocket on your private use.

A faculty mortgage consolidation is one thing you actually ought to take into account each time the consolidated mortgage would have a decrease rate of interest than the present loans do. Plus, you gained’t must be involved with making a number of funds every month, since your faculty mortgage consolidation is only one month-to-month fee. As well as, many merged loans end in extra versatile reimbursement choices and no prepayment penalties. For those who store round, you may seemingly even discover a faculty mortgage consolidation that doesn’t require a credit score verify.

You will need to preserve a watch out for varsity mortgage consolidations that don’t cost for prepayment. While you consolidate your loans, you’ll seemingly be capable to refinance the loans for as much as 30 years, the size of a typical mortgage. Nonetheless, you’ll seemingly wish to pay that off sooner as soon as your post-college job kicks in and your incomes energy will increase. In case your faculty mortgage consolidation fees a prepayment penalty, you’ll find yourself spending greater than it is best to on the mortgage. Particularly because the longer the mortgage interval is, the upper the rate of interest will seemingly be. That’s nice while you’re nonetheless at school, because you want additional cash obtainable and are on a tighter funds. Nonetheless, as soon as you might be within the working world and have extra money obtainable, you’ll want to both refinance once more or simply pay your faculty mortgage consolidation off early.

Direct faculty loans are granted to college students with the intention to finance their tutorial research. Usually, they may cowl a full tutorial yr and your faculty will make no less than two disbursements to you, at the start of every semester or quarter.

Normally, your faculty will credit score the mortgage cash into your faculty account to pay for tuition charges and different approved fees. If the mortgage cash disbursed exceeds your faculty fees, the college can pay you the remaining steadiness by verify or different means. Your faculty will notify you every time they disburse a part of your mortgage cash and supply info on how you can cancel your disbursement in the event you now not want it. Additionally, you will obtain a discover out of your mortgage service supplier confirming the disbursement. It is best to learn and file all correspondence concerning your mortgage in a protected place.

The mortgage cash could also be used solely to pay for schooling bills on the faculty that’s supplying you with the mortgage. Training bills embrace faculty fees corresponding to tuition, room and board charges, and oblique bills