Lead scoring
Lead scoring gives prospects points for what they do, so it is clear whom to contact first.
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What does Lead scoring mean?
Points are earned for opening a newsletter, clicking a link or filling in a form, for example. The total ranks the prospects.
It is good practice to let old points expire: someone who clicked six months ago may no longer be interested.
Scoring does not decide for you; it only gives an order. A high score shows that someone has engaged a lot with the company, but whether they really mean to buy is settled by a conversation. A small team does well to start with a few clear rules and refine them with experience.
Why does it matter to a small business?
In a small business few people face many prospects, and by the end of the day not everyone can be called. Scoring shows who has recently engaged with your emails, your pages or your forms, so the calls go to the people with the best chance. It needs no analyst, just a few simple rules.
What does it look like in practice?
Details
Suppose a cabinet maker in Kecskemét sends a monthly newsletter to three hundred prospects. One reader opens the email, clicks twice on the kitchen furniture and then fills in the quote request form. Their score puts them at the top of the list, so the cabinet maker calls them first, not someone who last opened an email six months ago.
How does HelloCRM handle it?
Details
In HelloCRM scoring is on by default: email opens, clicks, form submissions, page views, new deals and logged activities earn points, and the rules can be edited with an expiry period.
A CRM for small businesses in Hungary
HelloCRM is an online CRM made in Hungary for small and mid-sized businesses there, in Hungarian and English: the core CRM is free for good, with no time limit and no card, and it can be tried without signing up in a demo company full of example data.
Questions
What is Lead scoring, in one sentence?
Lead scoring gives prospects points for what they do, so it is clear whom to contact first.