Features by Screen: Admin: Lead Scoring Mgr. 

Lead Scoring Manager

Lead Scoring helps you do three things:

1. Know who your ‘most engaged’ prospects are.

2. Find newly, re-engaged prospects from deep in your list.

3. Treat more engaged prospects differently than others.

The Lead Scoring Manager is located in the admin menu. Here’s how it works:

First, you decide what you and your sales people are looking for in a prospect. Are CEOs the most important prospect? Are you looking for folks who download your whitepapers from your site? Take a free trial? Or just those that are the most engaged with your website and emails? Or maybe it’s some combination of characteristics or behaviors that makes a lead “hot.”

Whatever it is, you can award prospects points for two kinds of things: explicit information and behavioral information.

Explicit information is what you get when a prospect fills out a form. For example you might give 10 points if a prospect says they’re the CEO, or 5 if they’re from Colorado, or 20 if they say they’re looking to buy in the near future.

Behavioral information is what you get from OfficeAutopilot’s email and web tracking systems. For example, you can award 3 points for clicking a link in an email you sent out or 10 for visiting your pricing page.

You manage lead scoring in the “Lead Scoring Management” area in the Admin menu.

Set Up Lead Scoring

1. First, create point assignment conditions in the “Lead Scoring Management” area within Admin Tools.

2. Then, assign a point value for the condition.

3. Keep adding conditions til you’ve painted the picture of your ideal “Hot Lead” with points awarded for higher valued activities and characteristics.

4. Then, at the bottom, is the 'Score Degradation' setting. Here, you set how fast each contact’s accumulated score should go down.

The reason to degrade a score is to reflect that NEW activity is always more valuable than old activity. That is, 10 webpage visits today is more valuable than 10 page visits that happened three months ago.

So, the way we manage this is simple. We just knock off a certain percent of everyone’s score every day. The percent we knock off is the number you put in the 'Score Degradation' field.

Note that we DON’T degrade scores that are based on Contact field values. The reasoning is that the CEO is still the CEO five months from now (most likely!), so that score should remain. But activity scores do degrade; that is, any score that comes from a webpage visit, a link click or email open.

If you don’t want scores to ever degrade, put 0 in the 'Score Degradation' Field.

FAQs

Some questions we've heard...

"What does the percentage mean next to the contact's score?"

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