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Configurar la puntuación de leads en Infusionsoft

Introducción

La puntuación es más utilizada por las empresas con equipos de ventas directas. La puntuación automática de plomo es una forma objetiva de evaluar el nivel de interés de un cliente potencial en función de su nivel de compromiso. Las puntuaciones de leads permiten a los representantes de ventas concentrarse en sus clientes más calientes y priorizar su lista de llamadas diarias. En Infusionsoft, una puntuación es un conjunto de reglas que asignan automáticamente puntos al registro de contacto basado en etiquetas aplicadas, formularios web enviados, vínculos hechos clic y correos electrónicos abiertos.

Una vez habilitado, el proceso de puntuación se ejecuta constantemente en segundo plano. Cuando se aplica o se elimina una etiqueta, la puntuación se actualiza en tiempo real, suma y resta puntos de los registros de contactos según los criterios definidos. La puntuación se asigna a un registro de contacto, pero también se muestra en el registro de oportunidades de un contacto. Cada contacto en su base de datos se califica según los criterios que define aquí.

Antes de definir los criterios de calificación, tomese el tiempo para crear una estrategia basada en el conocimiento y la experiencia del equipo de ventas. Haga una lista de las formas en que las perspectivas interactúan con usted durante el proceso de ventas y asigne un valor a cada actividad (consulte el ejemplo). Una actividad que indica un mayor nivel de interés en sus productos o servicios merece más puntos que una actividad que representa un interés marginal.

También debe revisar sus etiquetas para asegurarse de que:
 - Las etiquetas se han creado para representar la actividad de la perspectiva que usted bosquejó en su estrategia.
 - Las etiquetas se agregan o eliminan automáticamente de los contactos (por ejemplo, mediante una secuencia de acción o de campaña) o manualmente por sus usuarios.

Instrucciones paso a paso

1 - Vaya a CRM> Configuración en el menú principal de navegación.

2 - Ir a Configuración de contacto y de la empresa y haga clic en las puntuaciones

3 - Introduzca el número de puntos que representan una "puntuación ideal" de 5 llamas.
El número de llamas que se muestran en un registro de contacto se basa en el porcentaje de puntos de Puntuación Ideal acumulados. Nota: Una puntuación ideal es comparable a un A + o 100%. Es la puntuación que indica que un contacto ha cumplido suficiente de los criterios de puntuación para ser considerado un plomo "caliente".

4 - Defina los primeros criterios para las reglas de puntuación.

5 - Seleccione un parámetro Etiqueta o Actividad.
En el ejemplo siguiente, agregamos una regla que aumenta la puntuación en 2 puntos si se envía un formulario web. Elegimos Actividad como nuestro primer parámetro.

6 - Elija Contiene como el siguiente parámetro.

7 - Seleccione Presentación de formularios Web en el menú desplegable del siguiente parámetro.

8 - Ajuste los puntos y (opcionalmente) fije una expiración.
Optamos por aumentar la puntuación en 2 puntos y expirar esta puntuación en un mes (4 semanas).

9 - Haga clic en el icono + junto a la regla que acabamos de crear para agregar otra regla.

10 - Elija Tags como el primer parámetro.

11 - Elija contiene como el siguiente parámetro.

12 - Seleccione la (s) etiqueta (s) que satisfarán esta regla.

13 - Asegúrese de que la puntuación esté activada deslizando la barra a la posición verde On.

14 - Haga clic en el botón Guardar para activar los cambios.

Preguntas Frecuentes

Pregunta: Después de crear mis resultados, ¿por qué no aparecen en un registro de contacto?
Respuesta: Después de hacer cambios en las puntuaciones de plomo, Infusionsoft puede tardar hasta 20 minutos en actualizar todas las puntuaciones de su cuenta de Infusionsoft. El registro de contacto le avisará que todavía se está actualizando.

Pregunta: ¿Si alguien envía múltiples formularios web cada solicitud de presentación de formulario otorga más puntos?
Respuesta: No. Una presentación de formulario web sólo se contará una vez.

Pregunta: ¿Si tengo dos reglas en la misma caja contiene, ambas necesitan ser verdaderas, o solo una para obtener los puntos?
Respuesta: Sólo una regla debe ser verdadera para obtener el total de puntos para esa regla. Si ambos son verdaderos, todavía conseguirán solamente los puntos que usted asigna para esa regla.

Pregunta: ¿Puedo definir varias puntuaciones en mi cuenta de Infusionsoft?
Respuesta: Actualmente, sólo puede tener una puntuación por cuenta de Infusionsoft.

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