… Stop chasing cold leads and Start focusing on prospects
who are demonstrating REAL interest!

We all know that somewhere in the stack of leads and contacts in our Salesforce CRM are the next batch of new customers. ready to buy right now! Will you identify them and engage to close before your competition?

The big question is always who are they and what is the fasted, most cost effective way to identify them. 

With the Adaptive Mailer's Digital Member Profile ^TM campaign members actions are tracked, scored, and prioritized quickly showing their interest. This process is commonly referred to as Lead Scoring which can be used as a vital Marketing / Sales tool to delineate and quantify the members in the list most likely to buy. Manual scoring processes are ineffective because people ALWAYS inject personal opinion. Additionally your budget won't be able to handle the increased overhead of tabulating data  trying to make it meaningful.

Keep it Simple

You may have tried other email marketing systems, but end up with just some more uncorrelated data points.  The bottom line, you need to put together a system that:

• is easy to set parameters based on activity, Open, Click, and Page values
• set thresholds based on accumulated activity
• clearly defined notification methods
  
• understandable point comparisons
  

It is important that you don't over complicate the process. Don't inject too many variables. The more diverse the measurement factors, the less likely the results meaning will be understood. Everyone needs to know the data provided can be understand and agree is rock solid. 

So what exactly do we mean by lead scoring?

The work begins with tracking prospects interaction to your marketing promotions, emails, web visits, Webinars, online demos and so forth. A score is assigned to each action, and the scores then adds up as the prospect engages in different events from clicking an email to watching a specific web page or video. Points need to "age over time". Systems without aging where scores decline over time without activity, can tend to distract you from new prospects. 

Simple systems measure opens, and clicks and some may even indicate page visits, but. the Adaptive Mailer's Advanced Digital Member Profile ^TMallows you to specify different values for different activity types, set different values based on exact page visited, and decrements inactive lead scores over time. The accumulate point scores are shown directly in your Salesforce CRM.  The results are a Measurable Metric to determine Member Interest. 

When you use this system,  very quickly you will have a list that you can break into the contact now, keep warm for later, and clearly not qualified lists.

Key things to keep in mind when initializing lead scoring:

• Don't work for your lead scoring system instead of it working for you
  
• Get everyone on the same page when assigning value to action
  
• Make sure the process of tabulating score is Automated
• Make sure you can set thresholds to generate alerts
  

For additional information regarding our Newsletter Campaign products, please feel free to contact our sales team …..