Lead scoring helps to prioritize leads based on a point based system where you can create rules to assign points to find the best leads. This will help the sales team to focus on high quality leads. This article discusses how to use Lead Scoring in Salesforce/Jungo to qualify the best leads.
Lead scoring app
Salesforce labs provides a lead scoring app in appexchange which is 100 % free and easy to use. With lead scoring you can
- Save time by prioritizing the best leads and nurturing those not ready to buy.
- Score lead behavior with up to 450 active Campaign member rules.
- Score leads based on who they are with up to 200 active Lead Rules.
Once the app is installed, there will be two tabs on your Lead Scoring app. You can create rules in the Lead Scoring Rules tab and iterate often to tune the scores.
In lead scoring, we are going assign points to the lead based on specified field values. So, before beginning the scoring, it is essential to create custom fields if needed.
After creating the necessary fields, Click New to create a lead scoring rule in the Lead Scoring app.
Here the sample rule is based on the value of the custom field ‘Credit Score’. Credit score is an important indicator which help mortgage firms to prioritize their leads. In this example, we will be assigning 25 points to those leads who have a credit score greater or equal to 620.
Like this, we can create as many lead scoring rules as we want.
Once done, navigate to ‘Score All Leads’ tab.
Click Score all Leads.
Press Ok to confirmation message.
You will receive two confirmation emails in your inbox within the stipulated time which confirms the completion of scoring.
Now check the list view of all your open leads. You can see the lead score of all your non converted leads. Make sure that you have selected the Lead score column in your list view display.
A higher lead score means a greater chance of mortgage lead conversion in the near future. Based on the lead score, you can prioritize your mortgage leads based on the likelihood that they will convert into paying customers.
For learning more, check out Lead Scoring (salesforce.com)
Take Five Consulting is a technology company, based in Virginia U.S., that specializes in the Mortgage Banking vertical especially LOS implementation and application development. Take Five Consulting creates and implement mortgage technology and software specifically for Mortgage Industry.