Contact Score and Deal Score

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What is the difference between a Contact Score and a Deal Score?

Introduction

In today's competitive marketplace, understanding your audience and the value of your interactions is crucial. ActiveCampaign offers powerful tools to help businesses gauge engagement through Contact Scores and Deal Scores. These scores are numerical values that reflect the actions and engagement levels of both your contacts and deals, enabling informed marketing and sales strategies.

The Contact Score helps marketers identify engaged contacts, allowing for smarter segmentation and targeted efforts. Meanwhile, the Deal Score provides sales teams a way to highlight and prioritize high-value deals based on specific actions.

How to Access this Feature

To access Contact Scores and Deal Scores, navigate to the relevant sections within your ActiveCampaign interface.

1. Click on the Contacts tab to explore contact-related functionalities. 2. For Deal Scores, navigate to the Deals section found within the main interface.

Step-by-Step Instructions

Accessing Contact Scores

1. Log in to your ActiveCampaign account. 2. Go to the Contacts page. 3. Locate the desired contact whose score you wish to view or edit. 4. Click on the contact's name to open their profile. 5. Within the profile, you will see the Contact Score displayed, along with options to adjust the score based on specific actions taken by the contact.

Accessing Deal Scores

1. Log in to your ActiveCampaign account. 2. Click on the Deals tab from the main navigation menu. 3. Here, you will see your open deals listed along with their respective Deal Scores. 4. Click on any deal name to access its details and make any necessary adjustments to the score.

Configuration Options and Settings

Both Contact Scores and Deal Scores can be customized based on your business's requirements:

- **Point Adjustments**: Assign or subtract points for specific actions such as purchases, website visits, and email opens. - **Expiration Settings**: Set points to expire after a defined period to ensure your scoring remains relevant and timely.

These configurations allow for a dynamic scoring system that evolves with your contacts' and deals' engagement over time.

Best Practices and Tips

1. **Consistent Scoring Criteria**: Ensure that you have standardized criteria for assigning points. This ensures fairness and consistency across all contacts and deals. 2. **Regular Review**: Periodically review your scoring thresholds and adjust accordingly based on engagement patterns and business changes. 3. **Use Scoring for Segmentation**: Leverage scores to segment contacts effectively for targeted marketing campaigns or personalized outreach. 4. **Focus on High-Scoring Deals**: Prioritize deals with high scores for your sales team's focus, optimizing chances for successful closure.

Common Use Cases with Examples

- **Targeted Follow-ups**: Utilize Contact Scoring to track contacts who exhibit strong interest through multiple interactions, allowing for personalized follow-up campaigns. - **Sales Pipeline Management**: With Deal Scoring, categorize deals by priority, ensuring sales resources are directed toward the most promising opportunities.

Troubleshooting

If you encounter issues with Contact or Deal Scores: - Ensure that you have applied the correct actions that should trigger score adjustments. - Check your expiration settings—scores may be set to expire sooner than expected. - If a score does not reflect recent interactions, refresh your data view to ensure it captures the latest actions.

Related Features

- For a more comprehensive understanding of Contact Scoring, explore additional resources such as the Contact Scoring Help Document and the guides on Lead Scoring 101 and Lead Scoring 102. - Dive deeper into your deal management by checking out resources specifically focused on Deal Scoring strategies.

FAQ

Q1: What actions contribute to a Contact Score? A1: Actions such as page visits, purchases, email opens, and click-throughs can cumulatively impact a contact’s score.

Q2: Can I customize the scoring based on specific criteria? A2: Yes, you can add or subtract points based on user-defined actions and set expiration dates for certain points.

Q3: How often are Contact and Deal Scores updated? A3: Scores update in real-time based on actions taken by contacts or deals in the pipeline.

Q4: What is the purpose of setting a score to expire? A4: Expiration helps to maintain relevance in your scoring system, ensuring that older interactions don't weigh down a contact's or deal's score.

Q5: Is there a limit to how many points I can assign for actions? A5: While there isn't a strict limit imposed, consistency and reasonable thresholds are recommended to maintain effective scoring systems.

Q6: Can I track scores separately or together? A6: Yes, Contact Scores and Deal Scores can be managed independently, allowing for detailed insights into both contacts and deals.

Q7: What plans include Contact Scoring and Deal Scoring features? A7: These features are available in the Plus, Pro, and Enterprise ActiveCampaign plans.

By leveraging both Contact Scores and Deal Scores, businesses can enhance their marketing strategies and optimize sales efforts for better engagement and conversions. For further reading, consider checking out the ActiveCampaign resource links listed above. ```