Receiving a new lead as a seller is great. It’s even better when that lead is enriched with valuable information based on the contact. Yet many of the leads we receive don’t have a social presence or sufficient coverage from people enrichment tools to show up with meaningful data that lets you make a decision.
The first place most people fall back to is account-based scoring. In a tool like Apollo, it looks like building a score . Technographic points include the information you can see on their website (tools they use) and firmographic values are sourced from a variety of places to identify the employee count, revenue, location, industry, and other relevant points for an account.
But how do you know which data points are relevant for finding the prospect in your ideal customer profile, particularly if it is outside the typical technology company? Sources like Apollo can help if you know what you’re looking for in the ideal customer. But what if your version of the “ideal customer” is not easily found in traditional data sources?
Matching a “Good Customer” and a “Bad Prospect”
For account-based tools to work in a novel environment, you need to identify a combination of signals that reliably match the kind of accounts you want to attract (and the ones you want to avoid).
Here’s an example: selling to service-based businesses. They are likely to have an online presence, but some other factors might be a bit harder to discern from a careful glance.
Let’s take a case of searching for plumbers in Seattle, WA and trying to find highly ranked smaller shops that are not franchises.
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You might start by searching for “highly ranked plumbers near 98101” in a search engine, you’ll find both sponsored rankings (indicating who is spending advertising money) and organic rankings (who is ranking based on content and visits)
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At the top of the list, visit five websites and pick one that you like (pleasing, modern design with small details like an updated footer, social links, and easy-to-find contact info)
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For a regulated industry, you want to see a valid contractor license listed on the web site (an additional data point you could look up in a state database if available)
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For customer contact, you might list what methods they have for taking appointments (chat, email form, phone), and test how long they take to respond to a simple question.
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For additional research, look up that business in the state’s contractor license and validate that they are licensed, bonded, and insured and that their qualifications have not expired.
Each of these items can be detected manually – and there might also be a way to validate them automatically if you have access to the right data set.
Mapping signals to accounts
Great! Now we have some positive and negative signals to apply to new prospective accounts, and we need to apply some bounds to our newly found factors.
For our search, here are factors to differentiate between accounts:
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Search performance: is it good enough that the business appears in the first two pages of search results for a very specific query, like “highly ranked plumbers 98101”, or does the query need to be wider, like “best plumbers in Seattle area”? This is a good example of having a “better” or “worse” score for “shows up in search results” if you’re thinking about this from the perspective of the buyer.
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Industry qualifications: if it’s a regulated industry, can you validate their qualifications? What services do they offer, and are those similar or different to our key customers? Is there other social proof that would indicate industry success, such as membership organizations or badges from a review site such as Angi or G2?
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Design sense: this one’s a little bit more subjective. When you open the website, is it easy to read? Does it load quickly? Is the call to action obvious? Once you look at several examples, it’s easier to say “well-designed” or “not well-designed.”
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Customer focus: now put yourself in the role of the customer. If you were trying to purchase from this business, could you get that done without searching multiple pages? Is it easy to contact the business via chat?
For each of these factors, you could score them from 1-5 or as a true/false switch, then rank the factors to determine a score that clears your scoring threshold.
Here’s a matrix you can use to build the criteria for your manual scoring before you try to replicate the results:
What’s the takeaway? Account scoring is highly objective by industry and by ideal customer profile. Building true/false factors or items that could (eventually) be ranked by a computer makes it possible to build a scoring model even in industries that don’t have good coverage in traditional firmographic and technographic fields.
