How do I know if I need Lead Scoring?
With Predictive Response, lead scoring comes out of the box. However, you’ll want to consider whether this is a useful feature for your business. Typically less than 20% of companies have a lead scoring plan in place. Read on to see what you should consider before deciding if lead scoring is right for you.
What Determines a Qualified Lead?
In marketing terms, we talk about Marketing Qualified Leads (MQLs). To determine if a lead is qualified, attributes such as title, company size, industry, location, age, income, and more can determine if your organization considers the lead qualified for marketing purposes. With Predictive Response, you can set up Campaign Flows so only the right qualified leads flow to various marketing campaigns.
All actions such as email opens, clicks and web page visits are recorded in Predictive Response’s custom dashboard within the campaign. These actions can be added to the overall lead score so you can use both attributes and activity to more precisely determine whether the lead goes to a specific campaign or not.
Sometimes inactivity can be just as, if not more important than activity. For example, if a membership or a service plan expires, Predictive Response can handle these non-events as well.