Spending time following up with and nurturing the right contacts is a key factor in generating sales in any business. Yet too many entrepreneurs leave this to chance.

While we tend to associate lead scoring system with direct sales teams, implementing such a system in your business can be a smart thing to do. Even solopreneurs benefit.

One of the major reasons why most entrepreneurs don’t develop such a system is that they simply don’t know how. But creating a lead scoring system for your business is actually quite a simple process.

Fewer than 1/3 of small businesses implement a lead scoring system, yet most wish they had.

Once implemented, a lead scoring system will enable you to see at a glance where each contact is within their buyer’s journey. You’ll be able to use it to focus your efforts on following up on people. You can trigger automated marketing campaigns and you can send relevant and timely content that will smartly move your prospects through your sales funnel.

Creating Your Lead Scoring System Cheat Sheet

Implementing this kind of system in your business is not very complicated, but it can take a bit of time figuring it out. To save you the headache I’ve put together a cheat sheet for you.

In the cheat sheet I give you the formulas we discuss in the episode and a table of activities you might want to score, together with suggested scoring values and degeneration times.

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If you love today’s episode and you find it useful, please do me a favour and leave a review on iTunes.

As always, I like to hear what you thought. Let me know your thinking in the comment box below. Will you be implementing a scoring system? Do you already have a system? Let me know your thoughts.​

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Until next time!

Author: Clive Maloney

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Clive is founder and small business coach at Get Real About Business. He specialises in teaching business owners how to make more money, more easily, while enjoying a business and lifestyle that reflects their priorities. Clive's articles have appeared in many publications. He currently hosts the Get Real About Business Podcast in which he shares the mic with world-class experts from around the world to discuss marketing and business growth strategies.

Today's Show

Clive Maloney

This is a solo episode with your host Clive Maloney, so no guest today. Clive is a coach, mentor and trainer who has been in the industry for more than 25 years. Clive specialises in helping small and micro-sized business owners to increase sales and systemise their business for maximum profitability.

Facebook group: Earning the Right

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You'll Learn

  • What is a lead scoring system
  • What you should consider using one
  • What prevents most people from doing so
  • How to create your very own lead scoring system
  • What to include and how to factor your scores
  • How to utilise your scores to follow up with contacts and drive sales


Note: Some of the resources below may be affiliate links, meaning I get paid a commission (at no extra cost to you) if you use that link to make a purchase.

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