What is Lead Scoring for CRM?
Lead Scoring is the temperature of the lead. It helps us measure the degree of user interest in our product or service.
When we have a large database, we cannot treat all leads in the same way, since they may have come from different sources, due to self-interest or simply by chance.
What benefits does Lead Scoring bring us?
We will be able to identify the best business opportunities at a glance. Therefore, it will allow us to optimize our time and focus our efforts on leads that have a real interest in us. Therefore, we will have a greater probability of closing a business.
Now, how do we adapt this to our Zoho CRM?
It is from the first parts of configuration of CRM. Suppose we have a database of 50.000 leads. Where do you start to carry out your commercial actions?
Here begins a work of introspection and business consulting that we all must do before implementing a CRM. We must ask ourselves which leads are the ones that really interest us and from there give them a score.
For example, from that database that I mentioned earlier, we might be interested in those who have clicked on our Newsletter or those who like us on social networks.
Once the data of interest has been identified, we must think about what we are going to score more or less.
So, people who click on our Newsletter will get 10 points, while those who like on social networks will only get 5.
In this way and according to the criteria of interest that we add, our leads will receive a score based on their interest in us. Allowing us to order the endless list of contacts that we have and that previously we did not know where to start.
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