Lead Scoring is a metric to measure engagement or interest of leads based on information provided by a lead. SharpSpring measures Lead Scoring across four categories: Completeness, Engagement, Media, and Fit.
The Media Center allows you to create trackable links for your content, to better understand what content is helping leads to convert. As leads are viewing your content that has been identified to be an indicator of sale, you can attribute point values based on views against that content. You can add or subtract points based on a particular media view. The points then accumulate with other lead scoring.
If a Lead downloads the whitepaper link 10 Reasons Why You Should Work with Us, it is a likely sign they are evaluating a business partnership with your company. Adding points to a Lead Score based on these views helps ensure your sales and marketing efforts are continuing to move leads through the funnel, at the appropriate time.
The following User Roles have access to set points for media viewed by leads:
- Administrator
- Marketing Manager
Step-by-Step Guide
Follow these steps to set points to media views.
Step One: Make sure you have created at least one Media Center asset and have generated a trackable link for the asset.
Tip! If you need help creating a Media Center asset with a trackable link, click to review the article Create a Trackable Link.
Step Two: On the toolbar, hover over Automation, then click Lead Scoring. The Lead Score Rules page will open.
Step Three: Scroll down to the Engagement section, and at the fifth point category, for each media view, click the drop-down arrow. Scroll and select the number of points you want to set for each media view. You can add or subtract points.
Tip! For each Media Center asset a lead views, they will be given the number of points you have identified in the Engagement section.
NOTE: If a lead views the same single asset 10 times compared to 1 time, this still counts as a single view for the point scoring system.
Step Four: To assign more points for a specific media view, scroll down to the Media section, click the arrow and select how many points to add if the lead views the media.
Then in the field below, begin typing the media title, when the media titles display, select the one you want to use.
Tip! To add more media rules, click the +New Media Rule button and another media option will display.
Step Five: Scroll to the bottom of the page and on the right side, click the Save Changes button.
If you would like to apply any changes you have made to all existing leads with a score in your system, then click the Save and Rebuild All Lead Scores button.
WARNING! If you click the red button, you will receive a warning. Be sure you want to change all your companies Lead's current scores!