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      2. System Settings
      3. Sales

      Lead Scoring

      Help your sales team gauge the quality of a lead based on various activities and actions affecting the account.

      Lead scoring adds points to a lead based on various activities. Each point indicates the greater potential of the lead purchasing advertising from you. An account can have at most 100 points at any given time meaning they have the greatest potential of purchasing.

      To Configure Lead Scoring

      Complete these steps to configure your lead scoring:

      1. Click Settings > All Settings using the left-hand navigation menu.

        Screen Shot 2022-04-27 at 6.55.57 AM

      2. Click Lead Scoring found under the Sales section of the All Settings page.

        Screen Shot 2022-04-27 at 6.56.52 AM

      3. The Lead Scoring page now appears:

        Screen Shot 2021-11-12 at 2.24.21 PM

        The maximum amount of accumulated points for lead scoring is 100. If an account has a lead score of 99, they are very likely to purchase from you. The lower the score, the less likely they are to purchase. 

        With each action, you have the ability to increase or decrease the lead score on an account. Some actions carry a heavier weight, so they should be given a higher point value. 

        For instance, in the screenshot above, if a new proposal is created for a client, their lead score would increase by 50 points. If that proposal is set to lost, they would then lose 100 points.
      4. Upon configuration of your lead scores, you will receive points for the following actions:
      • Lead Form Submitted - The client has submitted a lead form to you.
      • Received Emails - You have received an email from the lead.
      • Sent Emails -  You sent an email to the lead
      • Appointments - You have successfully scheduled an appointment with the lead
      • New Proposal - You have created a new proposal for the lead
      • New Contact - If you have added a new contact to the lead's account page
      • Website Visit Per Page - If the lead has visited your website, you will give points for every unique page they have visited
      • Proposal Set to Lost - If the lead has a proposal that was set to lost. This will likely be a negative number.  
      • Add a Note - If a note is added to a lead's account.
      • Marketing Email Opened - If the lead opened a marketing email.
      • Marketing Email Clicked - If the lead clicked on a link from a marketing email.

      In addition to these scores, you also have the ability to incrementally decrease lead score points as the lead ages. 

      Use the Points Weekly Reduction Rate % to determine the rate at which a lead's score declines over a 1 week period. This occurs on a percentage basis to help ensure that if a single activity brings that lead to the top that other activities are needed to keep that lead's score high.