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Ordbog
Lead-scoring
Lead-scoring er en systematisk prioritering af indkomne leads efter sandsynligheden for et salg. Scoren bygger på adfærd og data: hvilken bil, hvilken kanal, om kunden har handlet før, om der er byttebil, og hvor hurtigt kunden svarer. Formålet er at sælgeren ringer til de rigtige først.
Når 40 leads lander samme dag, afgør rækkefølgen hvor mange der bliver til salg. Uden en score bliver rækkefølgen tilfældig, typisk nyeste øverst.
En score er ikke en dom. Den bestemmer rækkefølgen, ikke om kunden skal kontaktes.
Scoren skal kunne forklares. Kan sælgeren ikke se hvorfor et lead er varmt, bliver den ignoreret.
I CARRUSLiNK
CARRUSLiNK prioriterer leads ud fra kilde, biltype, kundehistorik og aktivitet, så sælgerens dagsliste er sorteret efter potentiale.