In episode #653, Eric and Neil talk about the simple hack that will help you get more valuable leads. Tune in to hear how you can up your conversion rate.
TIME-STAMPED SHOW NOTES:
- [00:27] Today’s Topic: One Simple Hack That’ll Make Your Leads More Valuable
- [00:33] Lead scoring is getting more details, a number, or ratio on your leads.
- [00:46] The issue is, your sales team will talk to leads that they may not close and the closing ratios will go down.
- [01:09] You want to give your sales team leads that they can close.
- [01:29] Hubspot will lead-score for you.
- [01:45] Neil lead scores by using a customer’s URL and how much traffic they think you get (SEMRush and Alexa help with this).
- [02:00] Neil and his team look at so many facets of a client’s background that will help them understand whether they will be a good lead (country, spending habits, job title, etc.)
- [02:28] Eric loves using ClearBit to do some of this work.
- [02:57] From there, you can use MadKudu will look at all the actions people take on your site and what they’ve opted in for and score the lead that way.
- [03:25] If you use lead-scoring tools in conjunction with something like Drip or Intercom, it makes the work easier for you.
- [03:39] LinkedIn autofill gives you all the info based on someone’s profile and it’s more accurate than ClearBit. If the customer is logged into LinkedIn, it will pre-populate all their data.
- [04:38] Conversational bots always help drive people to the right funnel.
- [05:09] That’s it for today!
- [05:14] Go to Singlegrain.com/Giveway for a special marketing tool giveaway!
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The post One Simple Hack That’ll Make Your Leads More Valuable | Ep. #653 appeared first on Marketing School Podcast.
Full Transcript of The Episode
Eric Siu: Welcome to another episode of Marketing School. I'm Eric Siu.
Neil patel: And I'm Neil Patel
Eric Siu: And today we're going to talk about one simple hack that will make your leads more valuable, lead scoring. Neil.
Neil patel: Lead scoring is really getting more details or a number or ratio on how good your lead is. If you collect 100 leads, you're going to give it to yours sales team. Your sales team then goes and calls each and every single lead and then from there tries to close them. The issue you have is your sales teams will spend so much time talking to people who aren't going to close, it costs you money because you pay a sales rep typically base plus commission. Also, if you give your sales reps too many leads, their closing ratios go down.
Ideally what you want to do is give your sales reps the ideal leads that'll close. In other words, you want them to spend their time on the best leads than after, if they have more free time, then the leads that are the closest to the best leads, then the medium leads, then the shitty leads and then ideally they should even deal with the crappiest leads. What you want to do is lead score. There's a lot of solutions like HubSpot that'll lead score for you and will look at things like did they put in a company email versus their personal email, how many people are in the company, what's their potential revenue? All of these things impact a lead and the quality of it.
For my business at Neil Patel Digital, we have an ad agency, we lead score based off of your URL and how much traffic we think you get using tools like SEMrush, Alexa. We also look at if you're doing paid advertising and we also know that from [Ahrefs 00:01:57] and SEMrush. We also look at what region you're from. If you're in the United States we know you're more ideally suited to be a client. We look at what you're currently spending on marketing based on a drop down that you fill out. Your title. If you're title's really high in the company we know you're a decision maker. We need to make sure that you gave us a legitimate phone number. We're looking at all of these little things. And by doing that we know someone's going to be more likely to convert into a client or they're not.
Eric Siu: Yeah, so on my end, so there's a couple things you could do here. We love using Clearbit so when we have a lead that comes in this pushes the slack and also enriches in our email service provider, with is Drip so what happens is, let's say Neil fills out his personal email. Well, Clearbit will basically look through their database and see, okay, what company is Neil affiliated with, how many employees do they have, how much money do they raise, what technologies are they using on their website, what industry are they in. From there you basically have a really good idea of who they are and then from there you can also use a, you can combine that with MadKudu, MadKudu is M-A-D-K-U-D-U. You can combine the two together and MadKudu will look at all the actions they've taken on your site. It'll sync up with your let's say convert kit or Drip. Look up the actions they take on your site, what they've opted in for and all that and they can basically score if a lead is good or not.
You have a couple things already where let's say you're running a Drift or Intercom on your website. You use these two tools, it's already going to have all this information for you ahead of time and then from there you can make a decision on who you should be talking to and it's going to make people move faster and you can even have a bot that reaches out to the right people with the right message at the right time.
Neil patel: Have you used LinkedIn AutoFill instead of Clearbit?
Eric Siu: No. For ads?
Neil patel: No, no, no. For your lead pages. Like whatever web pages you have that are collecting leads. Have you tried LinkedIn AutoFill?
Eric Siu: Haven't tried it yet.
Neil patel: It works way better than Clearbit. Clearbit, you're putting in an email and they're trying to get you all this data. LinkedIn AutoFill, someone clicks a button, it gives you all their information based off their LinkedIn profile and it's much more accurate and you don't have as many duds. Because the Clearbit data is very inaccurate in many cases, especially if you have quantity.
Eric Siu: What you're doing is you're driving traffic to these pages and having them click an auto fill button.
Neil patel: If their logged into LinkedIn, they can click a button and it pre-populates all the forms based off their real data. If they're not logged into LinkedIn that button doesn't show up and then they've got to manually type everything in.
Neil patel: Yes.
Eric Siu: Got it. Okay. Yeah, you can use that. Again, there's combing like a MadKudu and a Clearbit and then putting it with your chat. That could work too just depending on how you interact with your clients or people that are looking to use your product. I will say that when I look at product based websites like a [inaudible 00:04:41] product, Drift and Intercom tend to work really well and when you combine it with something like this and you have a conversational bot trying to guide them down a funnel base on how they are, let's say they're into transportation, maybe they're down a different funnel. Or if they're into software they're down a different funnel. And then combining it with what Neil's talking about, like LinkedIn, that LinkedIn Java Script, that form fill, that is going to give you a combo that can win and well, that's going to help you move faster and when you move faster with sales you close more deals because as Mark Cuban says, time kills all deals. Neil, anything else?
Neil patel: That's it from my end.
Eric Siu: All right. That's it for today. Go to singlegrain.com/giveaway to check out our marketing tools that'll grow your business and we'll see you tomorrow.
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