If you want to get the most out of lead scoring in HubSpot, here are three important tips for you. Use custom properties to define your buyer personas. These properties help you make informed decisions when it comes to lead quality. For example, a contact’s job title or industry drop-down form field can indicate whether they have the decision-making power to buy.
Test Contacts Against your Lead Scoring Criteria:
Before you start analyzing your marketing data, you’ll need to understand how HubSpot leads score. Here’s how to score contacts. First, find a contact in HubSpot and select it from the list. Once you have their contact details, you can see their score and the rules you use to score them. You can then subtract points from those contacts who don’t show interest in your product or service.
There are two types of lead scoring systems: true SQL and MQL. The ideal lead scoring system combines both. For example, HubSpot can score based on form type, job title, and more. It also has custom scoring properties for other situations. In addition to this, it helps identify the best opportunities to upsell to existing customers. For both types of scenarios, HubSpot has an effective lead scoring system.
Add Negative Attributes to your Lead Scoring Model:
If you want to identify unqualified leads faster, you can add negative attributes to your HubSpot lead scoring modeling. These attributes are commonly associated with unqualified leads and can be used to exclude contacts from your lead scoring rules. For example, you could ask your salesperson what website pages, documents, or forms they look at the most often.
When creating a lead scoring model, it is important to choose what actions are positive or negative for each lead. Positive attributes add points to the lead’s score, while negative attributes decrease the lead’s score. For example, if a lead chooses not to receive your newsletter because they live in New York, their score will drop by 10.
To add negative attributes to your HubSpot lead scoring modeling, you first need to identify which attributes influence a lead’s decision to buy or use your product. There are various ways to do this, but the easiest is to simply assign a negative score to those attributes. You can stack multiple negative attributes in a single set.
Improve your Lead Scoring Model with Data Analysis:
A good lead scoring model is dynamic, and you should continually update it to reflect new data. Data analysis tools like Action desk can help you refine your lead scoring model by listing and exploring contacts. This can help salespeople understand the quality of their leads.
Lead scoring models can be improved by doing data analysis on the metrics that matter most. HubSpot allows you to choose the attributes that define a qualified lead, but it doesn’t automatically prioritize each one. If you want to optimize your lead scoring model, use data from your marketing and sales teams to determine which attributes are important for conversion. By doing this, you’ll know exactly which attributes your prospects show interest in.
Lead scoring can help you focus your attention on the most valuable leads and boost your conversion rate. In addition to basic information about your leads, HubSpot can score the role they play and their job position to help you focus on them in sales.
The data will also help you identify the best times to contact them, allowing your team to focus their time and resources in the most productive way. For example, if a lead is an executive in a company, HubSpot will score that information based on that person’s level of seniority.
