shutterstock_193635167When it comes to building a customer base many brands may miss out on more targeted opportunities. Instead of reaching out to a large group of prospects it’s important to better understand who is more willing to make a purchase.

A lead scoring method is one way to hone in on who exactly your audience is. Your products or services may have a large appeal, but only a select number of people will be interested in them. Your brand’s marketing outreach is a starting point to discover who the best contacts are for lead nurturing such as subscribers from sign up forms, contests, social media, etc.

How exactly can you discover the right prospects? Through careful data research that can be done manually or with the help of online software. Hiring a sales representative or team can also help your brand along in this endeavor.

The following are three different ways to approach lead scoring research for less waste and an increase in interested sales.

How to discover your brand’s hot prospects

Once your brand is able to narrow down interested buyers your chances of increasing your bottom line are greatly increased.

Traditional research methods – Large brands and businesses have used this type of lead scoring in the past to determine who have been the most interested customers in the past, and potential leads based on intuition. Researching this way may involve a more complex study of geographical location, the size and budget of a company, online activity and reactions, etc.

Data driven – Online software and services can automatically gather data from your leads and customers and provide statistics for you. This method of predictive lead scoring can be a much faster and simpler approach without the demands of having to hire a sales consultant to do the work for you. The automated algorithm can define the behavior of your audience, reasons for leaving or staying on a website, content marketing measurement, and more.

Create a steady flow of communication – Once your brand has qualified warm leads the next step is to set up a regular schedule of email communication and follow-ups. This is essential to keeping your prospects interested and informed about new products or services.

Taking the time to research your target market will not only create a more focused and clear perception, but also helps you reach out to the most interested leads. This can also improve your brand’s message and communication on social media and your blog.