Lead Scoring Key web Pages

[NStojkovski]

Hi everyone,

I started setting up the lead scoring and I will really appreciate some help. My first criteria is a list of 15 key web pages. If someone visited (per day) one page it takes 10 points, if they visited 2 or more will take 40 points (will be looking just at the 15 key pages).

I see I can't do that from the scoring so I'm thinking of adding a property that will get updated daily with a workflow but the scoring will remove the points as soon as I update the property. 

[ChrisDraeger888]

This is great! Was there ever an answer to the question above:

I have a question about this workaround. Would the custom number property also work for email opens? For example, the contact receives 5 points every time they open an email? In this example there wouldn't be the time component, it would just be +5 for every email open.

[NStojkovski]

many thanks @karstenkoehler!

[Phil_Vallender]

Hi @NStojkovski 

My advice would be don't bother! Lead scoring this complex rarely, if ever, correlates with intent or likelihood to purchase. Businesses then end up gaming their own lead scoring systems to ensure that the visitors that raise their hands (demo request, talk to sales, etc) reach the lead score target and get mixed in with the others. 

I recommend instead looking at which actions on your website currently lead to the creation of opportunities and customers, and focus on removing the friction from that journey. 

Hope this helps.

[karstenkoehler · Accepted solution]

Hi @NStojkovski,

By default, lead scoring does not have that time component that you're looking for. However, if you have access to lead scoring, you should also have access to workflows and we can use a workaround here.

In a contact-based workflow, you could increase a number property whenever a contact visits one of the pages. You can then reference this number in your scoring.

Here are the re-enrollment settings:

Here's how this workflow would work:

• The workflow enrolls contacts when they visit one of the pages. You'd have to add each with the OR separator.
• You would then create a custom number property and increase it +1 every time a contact visits one of the pages.
• A 1 day delay prevents a contact from re-enrolling more than once a day (and preventing the workflow to count more than once).

You can then use this number property in your scoring.

Let me know if you have any follow-up questions!

[PArtemiou1]

Hi Karsten,

I have a question about this workaround. Would the custom number property also work for email opens? For example, the contact receives 5 points every time they open an email? In this example there wouldn't be the time component, it would just be +5 for every email open.

Thanks!

[NStojkovski]

Hi @karstenkoehler and many thanks for your reply. This is a great solution that will fix the scoring for one single page. My follow-up question is the second part of my scoring (in case they visit 2+ pages from the key pages list they will get 40 points per day). Do you have any suggestions on how I can do this? 

[karstenkoehler]

Hi @NStojkovski,

You might be able to achieve this by simply creating this workflow twice. The second workflow would have an additional enrollment criterion: that a contact is currently active in workflow 1. You could then adjust the scoring in this second workflow to be higher. (I haven't tested this but from a first glance, it should work.)

However, I agree with @Phil_Vallender, I'd caution against overengineering scoring properties. Contacts that are active on the website would already get a lot of points by repeatedly visiting the page.

Let me know if you have any follow-up questions!