Lead scoring allows for you to organize and prioritize leads based on specific information a lead has provided, or important event activity the lead has taken a part in. SharpSpring enables you to define custom lead scoring parameters. This article will provide an overview on defining and configuring lead scoring.
The following user roles can configure lead scoring parameters:
- Marketing Managers
Configuring Lead Scoring
To access and configure the Lead Scoring feature, do the following:
Note: Click the Delete icon to delete rules.
Lead Score Ranges
Lead Score Ranges is a scoring feature that you can set to determine what lead score makes for a great lead, a good lead, or a bad lead.
Ranges in the graph will not populate if less than 1% of the total database is within that range. It will only populate after 1% of the total has the lead score in the range.
Lead Scoring Criteria: Fit
The Fit section is where rules are set to measure how well a lead aligns to your target audience based on persona, custom attributes, and information.
Lead Scoring Criteria: Engagement
The Engagement section is where rules are set that reflect how engaged a lead is with your content. This can provide a way to sort out which leads are most engaged.
Lead Score Time Settings
Keep lead scores updated by disregarding old engagement events with your Lead Activity Period, and use the Lead Score Decay feature to set the timeframe for when the score is half as valuable.
Lead Score decay is a natural event, not a save event. As such, decayed lead scores will not be trigger for dynamic lists or automation. Lead scores that are updated through lead actions (such as a site visit) will fire. However, if someone's lead score naturally decays past a threshold designated in a trigger, then the trigger will not fire.
Lead Score Calculations
Based on the your custom configured scoring rules, leads will receive incremental or decremental points based on those rules.
For example, if in your Engagement section you have a page rule where someone visits the page http://www.example.com/request-service, the lead may receive 10 points. The points will then be reflected on the Lead Score.
At any time, you can review the total components of a specific contact's lead score by clicking on their score in the Contact Manager.
Lead Scores calculate when:
- A lead has yet to be scored. When a new lead is added, their information and event activities are indexed against the Lead Score settings, and an initial lead score value will be calculated.
- On the lead's last event activity date (such as a site visit or an email click), or the date at which new lead information was provided (such as the lead's first name, last name, or email).