Hot Leads in Outplay

In this article, we will discuss how to set up Hot leads in Outplay and use them for better outreach.

Users now have the option to identify hot leads based on their interaction status and the positive outcomes they provide during the cycle.



Screenshot 2022-05-12 at 8.39.15 PM
 

Leads with the best scores would be identified as Hot Leads and users have the option to customize the criteria for Hot Leads.

Score Set Up Tab: 

Admins can assign scores to each of the events. The scores would be numeric fields where the admin can set up scores.
  • Navigate to Settings.
  • Click on Hot Leads, under company settings.

Screenshot 2022-05-12 at 5.04.56 PM

There would be some default scores for each category, these have been set as default as per the screenshot above.

The admins can set up scores for the hot leads based on the company’s goals and these can be modified.

Score Parameters and Events Set-up:

The event points would be set up based on the following actions:

  1. Email Opens

  2. Email Clicks

  3. SMS Replies

  4. Website Visit using E-mail links

  5. Call Outcomes

  6. Meeting Outcomes

 

Event Name

Score (Default)

Comments

Email Opens

10

 

Email Clicks

20

 

Website Visit

50

 

Call Outcomes

40

The score would be calculated if the outcome selected is Positive

Meeting Outcomes

40

The score would be calculated if the outcome selected is Positive

Visited Feature’s Page

30

 

Visited Pricing Page

30

 

Visited Contacts Page

20

 

 

 

Qualification Set Up Tab:

This tab shall enable users to set up the threshold score for a lead to become a Hot Lead
Here’s how to do it:



The Qualification will be the point value that a Person must meet or cross in order to receive the "Hot Lead" status. When setting this value, consider the points set for individual events to help inform a reasonable threshold.

For this example, we will use the following:

  • Email View = 2 points

  • Email Click = 4 points

  • Website Visit = 1 point

  • Product Login = 7 point

Next, you will determine the threshold. The threshold says that if a prospect accumulates that point number or higher, they will become a Hot Lead.

Things to Note: A Person can select the number of calendar days to collect the threshold point number in order to become a Hot Lead. This is a rolling customizable no of days look back period.

For our example, we will set the event point threshold to 13 points.

Finally, select how often a person can become a Hot Lead using the dropdown menu. The options include: 

  • Only once

  • Once every 14 calendar days

  • Once every 30 calendar days

  • Once every 45 calendar days

  • Once every 60 calendar days

  • Once every 90 calendar days

 

Going back to our example, if the threshold score for a prospect to become a hot lead is set up as 20, and the prospect views an email once (1 x 2pt), clicks on the content link twice (2 x 4pt), and visits your selected web page or pages thrice (3 x 1pt), logs in to user’s product once (1 X 7pt) within the past 15 days, you will accumulate 20 points and that prospect is considered a Hot Lead.

NOTE: A “i” icon shall be provided which guides users on how the scoring happens with the example stated above.

Users can set up threshold points based on the number they have opted for.

How are Hot Leads displayed?

A separate fire icon for hot leads would be present next to the Outbound Health status which when clicked would redirect the user to the “Prospect” page with the hot leads displayed (as shown in the screenshot below.




Hot Leads on Prospect page.

The filter would be done by default and hot leads are represented by the fire icon.



Delisting Hot Leads

Once a hot lead is double-clicked following option to delist
the lead from hot leads will be showing up, so if the user feels they are marked inaccurately, they can unmark them.