EXPERT HUB
Using Lead Scoring in Keap: A Step-by-Step Guide
Lead scoring in Keap is a powerful tool that allows you to prioritize and evaluate leads based on their engagement and interactions. Here’s a step-by-step guide on how to effectively implement lead scoring in Keap:
Define Your Scoring Criteria:
- Identify key actions that indicate interest or engagement, such as opening emails, clicking links, downloading resources, or visiting specific pages on your website.
- Assign point values to each action based on its level of significance to your sales process.
Set Score Thresholds:
- Establish score thresholds that categorize leads into different segments (e.g., cold, warm, hot). This helps your sales team prioritize their efforts based on lead readiness.
Access Keap’s Campaign Builder:
- Navigate to the Campaign Builder in Keap to create automated workflows that trigger based on lead interactions.
Add Scoring Actions:
- Use the “Apply/Remove Tag” action to assign or remove tags based on lead interactions. Tags play a crucial role in tracking and categorizing leads.
Utilize Decision Diamonds:
- Implement Decision Diamonds in your workflows to create conditional paths based on lead scores. This allows you to tailor the user journey according to their engagement level.
Automation for Personalized Follow-ups:
- Leverage Keap’s automation capabilities to design personalized follow-up sequences based on lead scores. This ensures that leads receive tailored content and communication.
Monitor and Adjust:
- Regularly monitor lead scores and adjust your scoring criteria as needed. This ensures that your lead scoring system remains aligned with evolving business goals.
Understanding Keap’s “Flames” for Lead Scoring:
Keap uses a visual representation of “flames” to provide a quick and intuitive way to assess how hot or engaged a lead is. Each flame represents a level of engagement, with more flames indicating a higher score. Here’s how Keap’s flames work:
No Flames (Cold):
- Leads with no flames are considered cold. These are contacts who have minimal or no engagement with your content.
One Flame (Warm):
- A lead with one flame indicates moderate engagement. They have shown some interest but may need further nurturing.
Two Flames (Hotter):
- Two flames represent increased engagement. These leads have shown significant interest and are likely more receptive to targeted marketing efforts.
Three Flames+ (Hot):
- Leads with three flames are highly engaged. They have interacted extensively with your content and are prime candidates for more direct sales outreach.
Implementing Flames in Keap
By utilizing Keap’s flames and incorporating lead scoring into your workflows, you can efficiently identify and nurture leads, ultimately driving more effective marketing and sales outcomes.
- Go to your Keap dashboard and navigate to the “Settings” menu under CRM.
- Under “CRM Settings,” select “Lead Scoring” and enable the feature.
Customize the flame levels in the Lead Scoring settings. Assign score ranges to each flame level based on your scoring criteria.
When viewing a contact record, the flames icon will show the lead’s engagement level. This visual representation makes it easy to prioritize and act on leads.
Leverage the flames to segment your leads for targeted campaigns. For example, create campaigns specifically for “Hot” leads to drive conversions.
Incorporate flames into your automated workflows. For instance, trigger actions or email sequences based on the lead’s flame level for personalized interactions.
