Lead Scoring marks certain activities on your site as having higher or lower importance. As visitors move along on your site, they build up a score, based on these values you’ve set.
Why Does Scoring Matter?
Scoring is important because it’s a great way to determine which visitors are considered most important to your site – those people who are most engaged in the activities you are interested in.
This allows you to concentrate your efforts on nurturing sales relationships with those people without getting distracted by others who aren’t very interested in your products and services.
Example: Two Visitors
Let’s look at a simple example of two visitors, each viewing a couple pages on your site.
Configuration: Mark the Importance of Each Page
To start, in settings let’s mark the relative importance of pages 1, 2 and 3 as having 1, 2 and 3 points respectively.
This means that when a visitor visits each of those pages, their score increases by each of those amounts. You’ve deemed page 1 as not being very important thus the single point, wherease Page 3 is a special sales page so you marked as being important
Visitor A has visited Pages 1 and 2 several times, therefore their score is 1 + 2 = 3 points.
Visitor B has visited Pages 2 and 3 several times, therefore their score is 2 + 3 = 5 points.
Using Score we can instantly see that Visitor B is more ‘valuable’ than A because their site behavior has indicated that they’re more likely to be interested in our products and services.
You Can Do A LOT More With Scoring
The example above is incredibly simple. Site Spy allows you to set up much more complicated systems if your site requires it.
What are you waiting for? Check out Site Spy today!