Lead Scoring - Zoho SalesIQ

Lead Scoring

What is Lead Scoring?

The score earned by visitors during their visits to your website is called Lead Score. You can set various criteria to score your website visitors based on their actions on your website and the visitor’s value in Zoho CRM. The lead score will calculate the score based on the rules you have set inside SalesIQ.


Benefits of Lead Scoring

  1. You can identify the type of the visitor based on his/her lead score. Lead scores can tell you which visitors are most interested in your product or business and would turn into customers.
  2. The higher the lead score of the visitor, the higher the probability of closing the deal. Thus, you can determine who your potential leads are and focus on them

Setting up a Lead Scoring rule in SalesIQ

  • When you navigate to Settings > Automate > Lead Scoring, you can set rules and allocate points for certain predefined conditions. You can either add a new rule or click on an existing rule to edit it. To create a new rule, click Add.

  • Choose your audience - this can be based on website details, technology, visitor details, department, triggered status, UTM values, CRM values, campaigns, company data, user data and general conditions like number of past chats. 
  • Click Next .

  1. Then, add or reduce points for the chosen condition. You can do this by swiping the button in this section to the left or right. When you swipe left, points will be reduced and when you swipe right, points will be added.

  1. Click Done and your rule will be created.

How to edit an existing rule?

A default set of rules will be available in the Lead Scoring section. To edit the rule,
  1. Click the rule that you want to edit.

  1. Modify the audience for your rule and then the Lead Score and click Done.

How to disable/delete a Lead Scoring rule?

  1. To delete the rule, click on the Delete (trash) icon that appears on the far right end of every rule .

  1. To disable the rule, click on the Enable/Disable toggle button that appears next to the Delete icon.


Example of how to set a Lead scoring rule

Say, you would like to add 25 points to the score of the visitor who spends more than 15 minutes on your website.
  1. Now choose the condition as “Time on site”, choose the criteria “is greater than” and enter the value as 15 min.

  1. Then, swipe the score button to the right so as to add 25 points. Thus, if the visitor’s Time on Site is more than 15 minutes, then 25 points will be added to the visitor's lead score.

How can you recalculate the lead score?

The points accumulated in the Lead score of the visitor will be recalculated based on the interval. This is done to reduce the lead score upon periods of inactivity.
  1. You can set the recalculating period of the lead score by clicking on the time interval that will be displayed on the top right corner of the dashboard near the Add button.
  2. In the “When would you like to recalculate the Lead Score?” section, you choose an option - 1 day, 7 days, 14 days, 30 days, 3 months, 6 months or 1 year. By default, it is set to Weekly.
  3. The score will be reduced by 25% from the current value for the interval specified.

Recalculation periods

  1. 1 day - Score will reduce if the visitor doesn't turn up the next day.
  2. 7 days - Score will reduce every 7 (inactive) days.
  3. 14 days - Score will reduce every 14 (inactive) days.
  4. 30 Days - Score will reduce every 30 (inactive) days.
  5. 3 months - Score will reduce every 3 (inactive) months.
  6. 6 months - Score will reduce every 6 (inactive) months.
  7. 1 year - Score will reduce every (inactive) year.


For example:
Say, the condition set will add 25 points to the score of the visitor. The number of visits is more than 10, and the option chosen in the “When would you like to recalculate the Lead Score?” section is weekly. Assume that the visitor has a lead score of 100. If he doesn’t turn up for a week, then the score of 100 will reduce by 25% from the current value. So, now the Lead score will become 75.

Visitor Score in Zoho CRM

You can view the Score of the website visitor inside Zoho CRM. The Lead Score earned by each visitor will be pushed from SalesIQ to the Visitor Score field in the Visit – Summary of Zoho CRM. The Visitor Score field will be available in the Visit Summary section of Lead/Contact tab. This feature is applicable only if Zoho SalesIQ is integrated with Zoho CRM.

Note:
The Visitor Score will be pushed to Zoho CRM only if the Identity of the visitor (Name & Email) is tracked in SalesIQ.



Opportunity

SalesIQ intelligently identifies prospects and assigns a percentage value for the deal-closing probability. The opportunity calculation is based on the lead score of the visitor. The visitor with the maximum lead score will be given 99.9% and the visitor with the least lead score will be given 0.01% as opportunity percentage.



Related Topics:
  1. Visitor History
  2. Visitor Tracking
  3. Chats

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