How can I decide on what Profile Scores to assign?

 

Profile Scoring is not just adding numbers and assigning a rating to your customers.  Before you start calculating or configuring your customers’ profile scores, you must learn the systematic way of doing it. Here is a list of things you must do before you score a profile: 

• Identify what defines the importance of a customer to your business

If you have already set up a business, you already know your target market. You must recognize and list your priorities concerning your target customers.

For example, let’s consider you cater to businesses of different sizes and prefer SMBs. SMBs can be defined based on the number of employees, annual revenue, or other parameters that are relevant to your business. 

You must now define an attribute to capture these parameters and understand why this attribute is relevant to the profile score.

• List attribute values in the order of importance

After you define the attributes, you must list the values for each attribute based on your target market. Make sure your list is in the order of your priority.

• Assign weights to capture the importance

After you decide on a list of values for each attribute, you must assign weights to capture the importance of each value an attribute contains. Weights are nothing but adding scores.

• Calculating the maximum score

The maximum score is the reference score to which each customer’s profile score will be compared to. 

Once you have assigned scores to the attribute values, you can calculate the maximum score by adding the highest score allotted for each attribute.

• Calculating the profile score of a customer

Now that you have the numbers in hand calculating the profile score is easy. All you have to do is identify the value of your customer under each attribute, and add their scores. 

By doing this, you will be able to see the profile score of the customer. You can also compare the customer’s profile score with the maximum score and know where the customer stands in the priority list.

• Adding a profile rating

Profile Scores cannot convey a lot on its own. But you can define a rating for the profile scores. For example, you can set a 5-star rating for a customer whose score can meet 90% of your maximum score.

To know more about Profile Scoring, click here.