Identify, Qualify and Retarget Potential Leads Using Zoho SalesIQ & Campaigns
Finding the right leads can often feel like guesswork. Because not all your website visitors are worth targeting — some may just be browsing, while others may have landed in there by accident. So how do you filter out the noise and focus on those who actually matter?
While SalesIQ offers many ways to narrow down your best prospects, today let's explore the combined power of Zoho SalesIQ and Campaigns. With these two products working together, identifying and qualifying leads becomes a lot more structured and automated. If you're a SalesIQ user who also uses Campaigns to target leads, this post is for you!
Phase 1: Spotting potential leads
For any business, identifying a lead starts with understanding visitor behavior.
Let’s say someone visits your website more than 10 times and has also conversed with your operators a few times regarding certain offers and products you offer. That’s not just random browsing — it’s a sign of interest. Based on that visitor's behaviour, they are definitely interested in what you have to offer but hesitant to take action. With a little push, these visitors or potentials can be easily converted to customers.
- With SalesIQ Triggers, you can automatically identify these potentials.
- Set up a trigger with the Number of visits and Number of past chats criteria to identify these potentials.
- You can set up in the trigger for the details (name and email) of these potentials to be directly added to your Zoho Campaigns mailing list.
Note: This trigger will work only when the visitor's name and email is identified by SalesIQ using past chats, webforms, etc.
Phase 2: Moving from interested to qualified
Once you've added these potential leads to your Campaigns list, it’s time to target them to push sales.
- Send a targeted campaign to these potentials with their interested products and services.
- Here’s the trick: generate a unique tracking URL (identifier link) in SalesIQ with the campaigns integration and use that in your campaign mailer’s CTA button (for example: “Browse Now" or “Learn More”).
- When they click through and land on your website via the campaign email, SalesIQ will recognize them — because now they’re a known visitor.
At this point, you’re not just guessing anymore. These are leads who’ve shown consistent interest and responded to your outreach. That’s a qualified lead.
Phase 3 - Retarget qualified leads with another niche campaign
Now, you can send another niche campaign to only your qualified your leads i.e. only the leads who came back to your site from the previous campaign click.
- Set up another trigger with the previous Zoho Campaign name as the Audience criteria.
- You can set up in the trigger for these leads to be added to another, separate Zoho Campaigns mailing list.
- Send another focused email to your qualified leads alone using Zoho Campaigns.
Bonus: You can also choose to push the information of your qualified leads directly into Zoho CRM for follow-up and progress them through the sales pipeline.
What else can you do next?
Apart from sending another niche campaign and pushing their details to CRM, you have other options too to reengage your qualified leads.
- Set up another trigger: Route them to a live operator using another SalesIQ trigger to engage them instantly and help them with what they need.
- Engage with a chatbot: Or, even use a SalesIQ chatbot to engage them, gather more context, and route the conversation accordingly — either to an operator or CRM.
These are just a few ways to bring automation and clarity to your lead generation process.
Stay tuned for our next post where we’ll show you how to set up a SalesIQ bot specifically for campaign-driven leads.
Warm regards,
Hameetha
Zoho SalesIQ
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