Scoring, Deals, & Contact Forms

realmomentsrealpeopl · August 30, 2017, 6:27pm

Howdy All

Scoring

So Im diving into scoring. Ive been through all the videos and posts, still confused with one piece to the puzzle. Here is the scenario. My scoring scheme is primarily driven by clicks and visits to one of four sales pages. For my business, that ideal measurement time frame is sixty days.

Q1: In rule creation, there is the option on visits, of visited once vs ever. What’s the difference between once and ever?

Q2: I want this to be roving ongoing scoring process that is always looking at the most recent sixty day window. How to do that per my rule? Meaning, I set up the automation for a sixty day window. How do I keep that roving per a sixty day window?

This really confuses me. In the webinar, she set up rules that awarded different point levels. For me, its all about two metrics, email clicks & visiting my sales pages. But when I go to set up an automation, lets say clicks to be roving, the rule Im linking to also includes site visits, even though thats not apart of the automation.

Ack! LOL Pass me the bourbon.

Q3: Scoring itself via an automation.

RE: I set-up an automation to fire over sixty days. What does not make sense is, it’s driven by a predetermined score via my rules. So does that first point award happen per the rule and then continue to add per the automation?

Rule: Click = 5 points. It only fires once. I set up an automation to continually fire over 60 days. Person X clicks 4 times over the 60 days. Are they getting 5 (from the rule) + 15 (from the automation)?

Deals

Q1: Im not seeing a “win” or “closed” designation. Am I missing something?

Contact Forms

Q1: Is there a way to remove the unsubscribe when using AC forms as a contact form? I LOVE using AC for all my inflow, but when I get an inquiry, they are not joining a list. I obviously get the legal requirement when doing content list type stuff, Im a double opt in kinda guy. But not thrilled with everyday contacts getting that.

FYI: Loving goals! LOL

Thanks for the help.

pleon · August 31, 2017, 1:32pm

Hi @realmomentsrealpeopl,

These are all really great questions! I want to make sure you get thorough responses to each one. I will likely turn this into a blog post, but while I’m working on that, I think the best thing to do is setup a one-to-one meeting here.

That will ensure your questions get answered in a timely manner while I work on the blog.

Also, just in case you missed these two guides on lead scoring, you might find them helpful:

Perry

realmomentsrealpeopl · August 31, 2017, 6:57pm

Ive already reviewed those and the webinar and videos. So no immediate counsel from anyone? My schedule is very slammed right now. I would love to do a deep dive with one on one, but right now, that will be difficult.

pleon · August 31, 2017, 7:58pm

Totally understand @realmomentsrealpeopl. I will get you answers to these ASAP.

Perry

realmomentsrealpeopl · August 31, 2017, 8:14pm

Its more about being to access some answers at all hours (due to my workload) than it is about urgency. So no rush if others have more urgent needs. But I would like to work on this by early next week if at all possible.

Thanks!

pleon · August 31, 2017, 9:03pm

Sounds good @realmomentsrealpeopl! I should have something for you by tomorrow.

Perry

realmomentsrealpeopl · August 31, 2017, 9:14pm

Thank you, I appreciate the help

pleon · September 1, 2017, 7:30pm

Lead Scoring

Q1: In rule creation, there is the option on visits, of visited once vs ever. What’s the difference between once and ever?

Hi @realmomentsrealpeopl,

**Lead Score Rules only run one time per contact; they can only be triggered once. **

Keeping that in mind! For “Visited Once,” you are applying the lead score change when a contact visits a URL one time.

When using “Visited Ever,” the lead score will change if the contact has ever visited a site. This will include past data, as long as site tracking has been enabled.

These sound similar, but they can have different use cases. For example, you may want to use “visited ever” if you are new to lead scoring, and you want to leverage past and future site visits for data.

You may chose to use “visited once” if you have a special landing page that is high priority, but your contact is unlikely to check multiple times.

Additionally, the other options, where you can select a certain number of visits for your rule, allows you to automate scoring when you’re waiting for a contact to visit a page multiple times. For example, you may want to create a rule that scores when someone visits a Pricing page 2 or 3 times; they may be your most engaged leads.

Perry

pleon · September 1, 2017, 7:36pm

Q2: I want this to be roving ongoing scoring process that is always looking at the most recent sixty day window. How to do that per my rule? Meaning, I set up the automation for a sixty day window. How do I keep that roving per a sixty day window?

Hi @realmomentsrealpeopl,

Lead Score Rules only run once, as noted previously. In order to create the process you’re working on, you will have to use automations.

The first step is to create your Site Visit lead score rule, and have those points expire after 60 days:

After that rule runs, they will have those points on their contact record for 60 days, and then they will expire. In order to keep that lead scoring “roving” and continually updating, we turn to Automations.

Within your automation, you select the action you would like to score, in this case a site visit. Then, you attribute the points to that lead score rule. This enables you to sort your lead scoring into categories of rules.

We’ll use the “Web page is visited” trigger to start our automation.

http://screen.ac/1G0k2Y1P041g

Make sure to select the drop down for Runs “Multiple Times” in order to keep this lead scoring automation firing.

Add a new action. Under the Contacts section, select “Adjust Score.” We’ll select the Lead Score Rule you created above.

http://screen.ac/3t2t2F2S3N00

Edit your score to expire again, after the amount of time you’d like. We suggest 60 days as a baseline, while you’re getting used to it.

Think of Lead Score Rules as the folders or categories you want to sort your points into. You can create a lead score rule for emails, and a lead score rule for site visits, and then sort your automation points into those categories.

Perry

pleon · September 1, 2017, 7:41pm

Q3: Scoring itself via an automation.

RE: I set-up an automation to fire over sixty days. What does not make sense is, it’s driven by a predetermined score via my rules. So does that first point award happen per the rule and then continue to add per the automation?
Rule: Click = 5 points. It only fires once. I set up an automation to continually fire over 60 days. Person X clicks 4 times over the 60 days. Are they getting 5 (from the rule) + 15 (from the automation)?

Hi @realmomentsrealpeopl,

Remember that Lead Score Rules only run once. Scoring in automations can be set to run once, or multiple times, based on if the automation start trigger runs once or multiple times (as seen above).

Let’s say you create your lead score rule for 5 points per click. If you also create an automation to award 5 points per click, then the first time a contact clicks on the designated link, they will, in fact, be awarded 10 points total. Those points will expire as designated in the Lead Score Rule, and the Automation. They would actually be getting 5 points from the rule one time, and 5 points each time they click on the link. That would total 25 points instead of 20.

For this reason, we suggest using the Lead Score Rule to simply sort actions into categories. If you create an “Email Engagement” lead score, you can attribute automation points to that overall Engagement score, and omit the step where you score an email click within the rule.

In order to ensure the score is only counted a single time, when you are building the automation, using the “Adjust Score” action, you will want to select the score or rule you created. Then be sure you select expires within 60 days in the automation. See image below for a visual:

Perry

pleon · September 1, 2017, 7:51pm

Deals

Q1: Im not seeing a “win” or “closed” designation. Am I missing something?

Hi @realmomentsrealpeopl,

There are a couple ways to designate a “win” or “closed” deal. The easy answer is within the contact you can select “open, won, or lost”. See image below:

The other way that you can also show a “win” or “closed” designation is by dragging contacts within deals; see video below:

http://screen.ac/213C410q0m2y

Also, a helpful doc. to review if you have not yet is “What’s the deal with deals? A beginner’s guide to our CRM”

Perry

pleon · September 1, 2017, 8:05pm

Contact Forms

Q1: Is there a way to remove the unsubscribe when using AC forms as a contact form? I LOVE using AC for all my inflow, but when I get an inquiry, they are not joining a list. I obviously get the legal requirement when doing content list type stuff, Im a double opt in kinda guy. But not thrilled with everyday contacts getting that.

Hi @realmomentsrealpeopl,

There is no way to remove the unsubscribe link when using an ActiveCampaign form as a contact form. The unsubscribe link is standard procedure on any communication.

Also, in case you haven’t seen this help doc. it’s on managing unsubscribes and is very useful to review.

Perry

realmomentsrealpeopl · September 2, 2017, 5:17pm

Hey Perry

First and foremost, thanks for you detailed work and reply! I think you got your blog post. Sorry for the tardy reply. There was a run on gas here in Austin, Texas and I have a 15 year old Shih Tzu that has some heart issues, so Ive been getting all that sorted. I dont know what it says that it takes a hurricane to keep from AC forums, perhaps therapy is in order - LMAO.

I was mostly doing everything you outlined but something wasn’t working. The one time double score can just be built into my total score calcs, which is fine. So to 100% confirm a few things.

I will dive into what you said one more time, to see what might not be happening.

Thanks, again! Truly appreciated
Bob

realmomentsrealpeopl · September 2, 2017, 5:32pm

In the AC training materials, they show the person’s profile photo and then their score to the right, I think it was. What I am seeing on this person is their one click per the one rule, but Im seeing a place where cumlative score is?

realmomentsrealpeopl · September 2, 2017, 5:41pm

Also, to get to the heart of my confusion, which remains.

If a rule says, visit any of these (5) urls and get a point, but the automation says, visit only of those five and keep getting points, but said automation requires you to link to the rule, which one wins? It seems like there is confusing redundancy with rules. Why not just run automations so you get clean, 100% accurate to what you want, scoring assignments? I get the folders would be good store that data for, I assume, reports? But Im not getting how they two interact with each other if the automation is saying one the thing (visit one url) and the rule is saying another (any visit to five urls)

pleon · September 5, 2017, 3:10pm

Hi Bob (@realmomentsrealpeopl),

Hope everything is going well with the Shih Tzu. Your questions are answered below, but when you do have some time, I would again suggest setting up one-to-one training. The success team can then walk you through your specific lead scores and I think it will become much more clear.

Q1: In the AC training materials, they show the person’s profile photo and then their score to the right, I think it was. What I am seeing on this person is their one click per the one rule, but Im seeing a place where cumulative score is?

When you create a Lead Score Rule, the name of that rule is added to all contact’s information, in the Information field. When they complete the conditions for a Lead Score Rule, the points will automatically appear on their contact record.

When you create automations and award points, you will attribute those points to one of your existing Lead Score Rules. The points awarded in automations are still sorted into the Lead Score Rule discussed previously.

Q2: Also, to get to the heart of my confusion, which remains.

If a rule says, visit any of these (5) urls and get a point, but the automation says, visit only of those five and keep getting points, but said automation requires you to link to the rule, which one wins? It seems like there is confusing redundancy with rules. Why not just run automations so you get clean, 100% accurate to what you want, scoring assignments? I get the folders would be good store that data for, I assume, reports? But Im not getting how they two interact with each other if the automation is saying one the thing (visit one url) and the rule is saying another (any visit to five urls)

Most lead score/point activity happens in automations. Lead Score Rules help you create “folders” and guidelines for your scoring. You might have different rules for online engagement, in person events, etc.
But, Lead Score Rules only run once. So, in order to create clarity, you create automations to award points, and the points are sorted into those Lead Score Rules “folders.” Awarding points in automations allows you to see where your contacts are in the process, and examine their paths on a more granular level.

Hope this helps,

Perry

realmomentsrealpeopl · September 5, 2017, 5:32pm

Will do, thanks for all the help!