Lead scoring allows to quantify the interest your leads have towards your business. Assigning a score to your leads according to their digital interactions (completed form, link clicked on an email or landing page, visit to a section of the website,...) will allow you to pre-qualify them in order to establish a chain of communication. The score enables you to establish the level of maturation of your lead. Depending on the score of your lead, you can automate a mailing to follow up or to assign this lead to a sales representative who will communicate with him. The alerts will be sent to the sales representatives in real time.

Access lead scoring

1. Select Leads, then Leads/customers.

The screen below appears.

2. Select the desired Lead in the list and double-click on this lead.

3. The Lead Details page appears. The Lead score field is the first field on the top left.

Create the scoring rules (a score set is created for each action that you want to track)

To assign a score to your leads, you must first create the scoring rules that will allow to assign and automatically change a score to a lead that will perform an action on your digital assets. Groups are created for each action that you want to track. You create your scoring rules based on two different actions: what activity will alter the score of your leads and should they be based on attributes or criteria specific to your leads?

1. Click Analysis.

2. Select Lead Scoring.

3. Open the Score sets tab.

4. Click Add.

The screen below appears

5. Name your score set. This name will be in your list of score sets, so name it so that it is significant for you.

6. Choose the Activity or action for which you want to assign or change a score. For example, whenever a lead will visit a webpage, his score will increase by 5 (very important to indicate the +). And every time a lead will complete the Contact Us form, his score will also increase by 5. The activities available from the drop-down menu are the following:

7. Select the Operation to apply on this activity. The Operations available from the drop-down menu are the following:

8. Choose the Value or the result of the activity and operation (for example activity = Completed form, Operation = equal, Value = name of the completed form)

9. Choose the Score to apply to it.

10. Select the Attributes that will trigger the qualification process (optional). For example, you can choose the leads that reside in Montreal by the City attribute. In doing so, your score assigned to the activity you choose will be awarded only on your leads residing in Montreal. If you want that all your leads will be affected by the score, do not complete this section. The attributes present in this list correspond to the fields found on the Lead Details page.

11. Choose the Operation to apply on this attribute.

12. Give a value to this attribute. For example, Attribute City, Operation equal and the Value would be Montréal in order to have only the leads living in Montreal for this activity..

13. Check the box Activate your score set. If this box is not checked, your score group may be saved, but not activated.

14. Click Save. 

Configure a lead score alert (alert based on the qualification level of the lead)

A score alert is an email message sent automatically to a sales representative (or sales team,...) to advise them that a lead from your database has reached a score considered relevant to initiate a contact with him.

1. Click Analysis and select Lead Scoring. 

2. Open the Score Alerts tab.

3. Click on   to set a new alert.

4. Enter the email address of the person or the group that will receive the alert. Then enter the type of alert you want to activate. As a base, PUBLITRAC displays two alerts: Default Alert EN for English and Default Alert FR for the French. You can configure other types of alerts from the main menu Content / Alerts and click on Add.

5. It is also possible to assign this alert to the sales team or to notify a sales representative by selecting the representative in particular. This field gives you a list of the sales representatives that you have created in PUBLITRAC.

6. Enter the score that will act as a trigger for the alert in the Notify when score is over or equal to field. For example, if a lead reached a score of 5 because he has completed a form or visited a particular page on your website, your sales team or a specific sales representative will receive an alert. There is no limit for the score. The score can vary from 1 to the limit you want.

7. Click on  to delete a score alert.

8. Click Save.

  TIPS

• It is not possible to delete a scoreset. However, you can archive it if you no longer want to use it.

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