{"id":22983,"date":"2025-03-19T07:54:27","date_gmt":"2025-03-19T04:54:27","guid":{"rendered":"https:\/\/www.cenuta.com\/blog\/?p=22983"},"modified":"2025-03-19T07:54:29","modified_gmt":"2025-03-19T04:54:29","slug":"lead-scoring-potansiyel-musteri-puanlama-nedir-satisa-hazir-musterileri-belirleme","status":"publish","type":"post","link":"https:\/\/www.cenuta.com\/blog\/lead-scoring-potansiyel-musteri-puanlama-nedir-satisa-hazir-musterileri-belirleme\/","title":{"rendered":"Lead Scoring (Potansiyel M\u00fc\u015fteri Puanlama) Nedir? Sat\u0131\u015fa Haz\u0131r M\u00fc\u015fterileri Belirleme"},"content":{"rendered":"\n<p>Lead Scoring (potansiyel m\u00fc\u015fteri puanlama), i\u015fletmelerin pazarlama ve sat\u0131\u015f s\u00fcre\u00e7lerini daha verimli hale getirmek i\u00e7in kulland\u0131klar\u0131 bir y\u00f6ntemdir. Bu sistem, potansiyel m\u00fc\u015fterileri (lead\u2019leri) belirli kriterlere g\u00f6re de\u011ferlendirerek onlar\u0131n sat\u0131n almaya ne kadar yak\u0131n oldu\u011funu analiz eder.<\/p>\n\n\n\n<p>Do\u011fru bir lead scoring modeli ile i\u015fletmeler, sat\u0131\u015fa haz\u0131r m\u00fc\u015fteri adaylar\u0131n\u0131 daha iyi belirleyebilir, kaynaklar\u0131n\u0131 en verimli \u015fekilde kullanabilir ve d\u00f6n\u00fc\u015f\u00fcm oranlar\u0131n\u0131 art\u0131rabilir. Bu makalede, lead scoring\u2019in ne oldu\u011funu, nas\u0131l \u00e7al\u0131\u015ft\u0131\u011f\u0131n\u0131 ve sat\u0131\u015f s\u00fcre\u00e7lerinde nas\u0131l uygulanmas\u0131 gerekti\u011fini ayr\u0131nt\u0131l\u0131 bir \u015fekilde ele alaca\u011f\u0131z.<\/p>\n\n\n\n<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_71 counter-hierarchy ez-toc-counter ez-toc-grey ez-toc-container-direction\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">\u0130\u00e7indekiler<\/p>\n<label for=\"ez-toc-cssicon-toggle-item-6a20ab1f990df\" class=\"ez-toc-cssicon-toggle-label\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #999;color:#999\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #999;color:#999\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/label><input type=\"checkbox\"  id=\"ez-toc-cssicon-toggle-item-6a20ab1f990df\"  aria-label=\"Toggle\" \/><nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/www.cenuta.com\/blog\/lead-scoring-potansiyel-musteri-puanlama-nedir-satisa-hazir-musterileri-belirleme\/#Lead_Scoring_Nedir\" title=\"Lead Scoring Nedir?\">Lead Scoring Nedir?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/www.cenuta.com\/blog\/lead-scoring-potansiyel-musteri-puanlama-nedir-satisa-hazir-musterileri-belirleme\/#Lead_Scoring_Nasil_Calisir\" title=\"Lead Scoring Nas\u0131l \u00c7al\u0131\u015f\u0131r?\">Lead Scoring Nas\u0131l \u00c7al\u0131\u015f\u0131r?<\/a><ul class='ez-toc-list-level-3' ><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/www.cenuta.com\/blog\/lead-scoring-potansiyel-musteri-puanlama-nedir-satisa-hazir-musterileri-belirleme\/#1_Musteri_Verilerinin_Toplanmasi\" title=\"1. M\u00fc\u015fteri Verilerinin Toplanmas\u0131\">1. M\u00fc\u015fteri Verilerinin Toplanmas\u0131<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/www.cenuta.com\/blog\/lead-scoring-potansiyel-musteri-puanlama-nedir-satisa-hazir-musterileri-belirleme\/#2_Puanlama_Kriterlerinin_Belirlenmesi\" title=\"2. Puanlama Kriterlerinin Belirlenmesi\">2. Puanlama Kriterlerinin Belirlenmesi<\/a><ul class='ez-toc-list-level-4' ><li class='ez-toc-heading-level-4'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/www.cenuta.com\/blog\/lead-scoring-potansiyel-musteri-puanlama-nedir-satisa-hazir-musterileri-belirleme\/#Demografik_Kriterler_Kimlik_Bilgileri\" title=\"Demografik Kriterler (Kimlik Bilgileri)\">Demografik Kriterler (Kimlik Bilgileri)<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-4'><a class=\"ez-toc-link ez-toc-heading-6\" href=\"https:\/\/www.cenuta.com\/blog\/lead-scoring-potansiyel-musteri-puanlama-nedir-satisa-hazir-musterileri-belirleme\/#Davranissal_Kriterler_Etkilesim_ve_Ilgi_Duzeyi\" title=\"Davran\u0131\u015fsal Kriterler (Etkile\u015fim ve \u0130lgi D\u00fczeyi)\">Davran\u0131\u015fsal Kriterler (Etkile\u015fim ve \u0130lgi D\u00fczeyi)<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-7\" href=\"https:\/\/www.cenuta.com\/blog\/lead-scoring-potansiyel-musteri-puanlama-nedir-satisa-hazir-musterileri-belirleme\/#3_Puanlama_Modelinin_Olusturulmasi\" title=\"3. Puanlama Modelinin Olu\u015fturulmas\u0131\">3. Puanlama Modelinin Olu\u015fturulmas\u0131<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-8\" href=\"https:\/\/www.cenuta.com\/blog\/lead-scoring-potansiyel-musteri-puanlama-nedir-satisa-hazir-musterileri-belirleme\/#4_Satisa_Hazir_Leadlerin_Belirlenmesi\" title=\"4. Sat\u0131\u015fa Haz\u0131r Lead\u2019lerin Belirlenmesi\">4. Sat\u0131\u015fa Haz\u0131r Lead\u2019lerin Belirlenmesi<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-9\" href=\"https:\/\/www.cenuta.com\/blog\/lead-scoring-potansiyel-musteri-puanlama-nedir-satisa-hazir-musterileri-belirleme\/#Lead_Scoring_Modelleri\" title=\"Lead Scoring Modelleri\">Lead Scoring Modelleri<\/a><ul class='ez-toc-list-level-3' ><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-10\" href=\"https:\/\/www.cenuta.com\/blog\/lead-scoring-potansiyel-musteri-puanlama-nedir-satisa-hazir-musterileri-belirleme\/#1_Acik_Explicit_Lead_Scoring\" title=\"1. A\u00e7\u0131k (Explicit) Lead Scoring\">1. A\u00e7\u0131k (Explicit) Lead Scoring<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-11\" href=\"https:\/\/www.cenuta.com\/blog\/lead-scoring-potansiyel-musteri-puanlama-nedir-satisa-hazir-musterileri-belirleme\/#2_Gizli_Implicit_Lead_Scoring\" title=\"2. Gizli (Implicit) Lead Scoring\">2. Gizli (Implicit) Lead Scoring<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-12\" href=\"https:\/\/www.cenuta.com\/blog\/lead-scoring-potansiyel-musteri-puanlama-nedir-satisa-hazir-musterileri-belirleme\/#3_Predictive_Lead_Scoring_Tahmine_Dayali_Puanlama\" title=\"3. Predictive Lead Scoring (Tahmine Dayal\u0131 Puanlama)\">3. Predictive Lead Scoring (Tahmine Dayal\u0131 Puanlama)<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-13\" href=\"https:\/\/www.cenuta.com\/blog\/lead-scoring-potansiyel-musteri-puanlama-nedir-satisa-hazir-musterileri-belirleme\/#Lead_Scoringin_Satis_ve_Pazarlamaya_Etkisi\" title=\"Lead Scoring\u2019in Sat\u0131\u015f ve Pazarlamaya Etkisi\">Lead Scoring\u2019in Sat\u0131\u015f ve Pazarlamaya Etkisi<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-14\" href=\"https:\/\/www.cenuta.com\/blog\/lead-scoring-potansiyel-musteri-puanlama-nedir-satisa-hazir-musterileri-belirleme\/#Lead_Scoring_Icin_Kullanilabilecek_Araclar\" title=\"Lead Scoring \u0130\u00e7in Kullan\u0131labilecek Ara\u00e7lar\">Lead Scoring \u0130\u00e7in Kullan\u0131labilecek Ara\u00e7lar<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-15\" href=\"https:\/\/www.cenuta.com\/blog\/lead-scoring-potansiyel-musteri-puanlama-nedir-satisa-hazir-musterileri-belirleme\/#Lead_Scoring_Uygularken_Yapilan_Hatalar\" title=\"Lead Scoring Uygularken Yap\u0131lan Hatalar\">Lead Scoring Uygularken Yap\u0131lan Hatalar<\/a><ul class='ez-toc-list-level-3' ><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-16\" href=\"https:\/\/www.cenuta.com\/blog\/lead-scoring-potansiyel-musteri-puanlama-nedir-satisa-hazir-musterileri-belirleme\/#1_Yanlis_Kriterleri_Belirlemek\" title=\"1. Yanl\u0131\u015f Kriterleri Belirlemek\">1. Yanl\u0131\u015f Kriterleri Belirlemek<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-17\" href=\"https:\/\/www.cenuta.com\/blog\/lead-scoring-potansiyel-musteri-puanlama-nedir-satisa-hazir-musterileri-belirleme\/#2_Surekli_Guncelleme_Yapmamak\" title=\"2. S\u00fcrekli G\u00fcncelleme Yapmamak\">2. S\u00fcrekli G\u00fcncelleme Yapmamak<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-18\" href=\"https:\/\/www.cenuta.com\/blog\/lead-scoring-potansiyel-musteri-puanlama-nedir-satisa-hazir-musterileri-belirleme\/#3_Satis_ve_Pazarlama_Ekipleri_Arasinda_Uyum_Saglamamak\" title=\"3. Sat\u0131\u015f ve Pazarlama Ekipleri Aras\u0131nda Uyum Sa\u011flamamak\">3. Sat\u0131\u015f ve Pazarlama Ekipleri Aras\u0131nda Uyum Sa\u011flamamak<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-19\" href=\"https:\/\/www.cenuta.com\/blog\/lead-scoring-potansiyel-musteri-puanlama-nedir-satisa-hazir-musterileri-belirleme\/#Sonuc\" title=\"Sonu\u00e7\">Sonu\u00e7<\/a><\/li><\/ul><\/nav><\/div>\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Lead_Scoring_Nedir\"><\/span><strong>Lead Scoring Nedir?<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p>Lead Scoring, bir i\u015fletmenin potansiyel m\u00fc\u015fterilerini belirli kriterlere g\u00f6re puanlayarak onlar\u0131n sat\u0131\u015fa haz\u0131r olup olmad\u0131\u011f\u0131n\u0131 anlamas\u0131na yard\u0131mc\u0131 olan bir y\u00f6ntemdir.<\/p>\n\n\n\n<p>Bu modelde, m\u00fc\u015fteri adaylar\u0131na demografik bilgiler, davran\u0131\u015fsal veriler ve etkile\u015fim ge\u00e7mi\u015fi gibi fakt\u00f6rlere dayal\u0131 olarak puanlar atan\u0131r. Bu puanlar, hangi m\u00fc\u015fterilerin daha olas\u0131 bir sat\u0131n alma ad\u0131m\u0131 ataca\u011f\u0131n\u0131 anlamak i\u00e7in kullan\u0131l\u0131r.<\/p>\n\n\n\n<p>Lead scoring sayesinde i\u015fletmeler:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Sat\u0131\u015f ekibinin daha s\u0131cak lead\u2019lere odaklanmas\u0131n\u0131 sa\u011flar.<\/li>\n\n\n\n<li>M\u00fc\u015fteri adaylar\u0131n\u0131 sat\u0131\u015f hunisinin do\u011fru a\u015famalar\u0131na y\u00f6nlendirir.<\/li>\n\n\n\n<li>Sat\u0131\u015f ve pazarlama ekipleri aras\u0131ndaki i\u015f birli\u011fini geli\u015ftirir.<\/li>\n\n\n\n<li>D\u00f6n\u00fc\u015f\u00fcm oranlar\u0131n\u0131 art\u0131rarak maliyetleri optimize eder.<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Lead_Scoring_Nasil_Calisir\"><\/span><strong>Lead Scoring Nas\u0131l \u00c7al\u0131\u015f\u0131r?<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p>Lead Scoring s\u00fcreci, belirli m\u00fc\u015fteri \u00f6zelliklerinin ve davran\u0131\u015flar\u0131n\u0131n analiz edilerek her m\u00fc\u015fteri aday\u0131na belirli bir puan atanmas\u0131yla i\u015fler. \u0130\u015fte temel ad\u0131mlar:<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"1_Musteri_Verilerinin_Toplanmasi\"><\/span><strong>1. M\u00fc\u015fteri Verilerinin Toplanmas\u0131<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p>Lead scoring s\u00fcreci, m\u00fc\u015fteri adaylar\u0131ndan al\u0131nan verilerin analiz edilmesiyle ba\u015flar. Bu veriler genellikle \u015fu kaynaklardan elde edilir:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Web sitesi etkile\u015fimi:<\/strong> Kullan\u0131c\u0131n\u0131n web sitesinde ge\u00e7irdi\u011fi s\u00fcre, ziyaret etti\u011fi sayfalar, indirdi\u011fi i\u00e7erikler<\/li>\n\n\n\n<li><strong>E-posta etkile\u015fimi:<\/strong> A\u00e7ma ve t\u0131klama oranlar\u0131<\/li>\n\n\n\n<li><strong>Sosyal medya etkile\u015fimi:<\/strong> Be\u011feni, payla\u015f\u0131m ve yorumlar<\/li>\n\n\n\n<li><strong>Formlar ve anketler:<\/strong> Kullan\u0131c\u0131n\u0131n verdi\u011fi bilgiler<\/li>\n\n\n\n<li><strong>Sat\u0131\u015f ekibi geri bildirimleri:<\/strong> Sat\u0131\u015f ekibinin m\u00fc\u015fteri ile yapt\u0131\u011f\u0131 g\u00f6r\u00fc\u015fmelerin sonucu<\/li>\n<\/ul>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"2_Puanlama_Kriterlerinin_Belirlenmesi\"><\/span><strong>2. Puanlama Kriterlerinin Belirlenmesi<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p>Lead\u2019lere puan atamak i\u00e7in belirli kriterler olu\u015fturulur. Bu kriterler genellikle \u015fu kategorilere ayr\u0131l\u0131r:<\/p>\n\n\n\n<h4 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Demografik_Kriterler_Kimlik_Bilgileri\"><\/span><strong>Demografik Kriterler (Kimlik Bilgileri)<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h4>\n\n\n\n<ul class=\"wp-block-list\">\n<li>\u015eirket b\u00fcy\u00fckl\u00fc\u011f\u00fc<\/li>\n\n\n\n<li>Sekt\u00f6r<\/li>\n\n\n\n<li>Lokasyon<\/li>\n\n\n\n<li>Unvan<\/li>\n<\/ul>\n\n\n\n<h4 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Davranissal_Kriterler_Etkilesim_ve_Ilgi_Duzeyi\"><\/span><strong>Davran\u0131\u015fsal Kriterler (Etkile\u015fim ve \u0130lgi D\u00fczeyi)<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h4>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Web sitesinde ge\u00e7irilen zaman<\/li>\n\n\n\n<li>Belirli bir sayfay\u0131 ka\u00e7 kez ziyaret etti\u011fi<\/li>\n\n\n\n<li>E-posta a\u00e7ma ve t\u0131klama oranlar\u0131<\/li>\n\n\n\n<li>Webinar veya etkinliklere kat\u0131l\u0131m<\/li>\n\n\n\n<li>Sosyal medya etkile\u015fimleri<\/li>\n<\/ul>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"3_Puanlama_Modelinin_Olusturulmasi\"><\/span><strong>3. Puanlama Modelinin Olu\u015fturulmas\u0131<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p>Kriterler belirlendikten sonra her kritere bir puan atan\u0131r. \u00d6rne\u011fin:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Web sitesindeki fiyatland\u0131rma sayfas\u0131n\u0131 ziyaret eden bir kullan\u0131c\u0131ya <strong>+10 puan<\/strong><\/li>\n\n\n\n<li>B\u00fclten aboneli\u011finden \u00e7\u0131kan bir kullan\u0131c\u0131ya <strong>-5 puan<\/strong><\/li>\n\n\n\n<li>\u00dccretsiz deneme formunu dolduran bir kullan\u0131c\u0131ya <strong>+20 puan<\/strong><\/li>\n\n\n\n<li>Sat\u0131\u015f ekibinin olumsuz de\u011ferlendirdi\u011fi bir m\u00fc\u015fteri aday\u0131na <strong>-15 puan<\/strong><\/li>\n<\/ul>\n\n\n\n<p>Bu puanlar, potansiyel m\u00fc\u015fterinin ne kadar sat\u0131\u015fa haz\u0131r oldu\u011funu g\u00f6sterir.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"4_Satisa_Hazir_Leadlerin_Belirlenmesi\"><\/span><strong>4. Sat\u0131\u015fa Haz\u0131r Lead\u2019lerin Belirlenmesi<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p>Belirlenen puan e\u015fi\u011fine (\u00f6rne\u011fin 70 ve \u00fczeri) ula\u015fan lead\u2019ler sat\u0131\u015f ekibine y\u00f6nlendirilirken, daha d\u00fc\u015f\u00fck puana sahip lead\u2019ler yeniden hedefleme (retargeting) ve nurturing kampanyalar\u0131na dahil edilir.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Lead_Scoring_Modelleri\"><\/span><strong>Lead Scoring Modelleri<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"1_Acik_Explicit_Lead_Scoring\"><\/span><strong>1. A\u00e7\u0131k (Explicit) Lead Scoring<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p>Bu modelde, m\u00fc\u015fteri adaylar\u0131 hakk\u0131nda do\u011frudan verilen bilgiler de\u011ferlendirilir. \u00d6rne\u011fin, bir kullan\u0131c\u0131 form doldururken &#8220;\u015firket b\u00fcy\u00fckl\u00fc\u011f\u00fcn\u00fcz nedir?&#8221; gibi sorulara verdi\u011fi cevaplar dikkate al\u0131n\u0131r.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"2_Gizli_Implicit_Lead_Scoring\"><\/span><strong>2. Gizli (Implicit) Lead Scoring<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p>Kullan\u0131c\u0131lar\u0131n web sitesi davran\u0131\u015flar\u0131, e-posta etkile\u015fimleri ve di\u011fer dijital aktiviteleri analiz edilerek puanlama yap\u0131l\u0131r.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"3_Predictive_Lead_Scoring_Tahmine_Dayali_Puanlama\"><\/span><strong>3. Predictive Lead Scoring (Tahmine Dayal\u0131 Puanlama)<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p>Makine \u00f6\u011frenmesi ve yapay zeka kullanarak b\u00fcy\u00fck veri analiz edilir ve en y\u00fcksek d\u00f6n\u00fc\u015f\u00fcm potansiyeline sahip m\u00fc\u015fteri profilleri belirlenir.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Lead_Scoringin_Satis_ve_Pazarlamaya_Etkisi\"><\/span><strong>Lead Scoring\u2019in Sat\u0131\u015f ve Pazarlamaya Etkisi<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Sat\u0131\u015f ekibinin zaman\u0131n\u0131 daha verimli kullanmas\u0131n\u0131 sa\u011flar.<\/strong><\/li>\n\n\n\n<li><strong>M\u00fc\u015fteri adaylar\u0131n\u0131n sat\u0131n alma s\u00fcrecini h\u0131zland\u0131r\u0131r.<\/strong><\/li>\n\n\n\n<li><strong>Yanl\u0131\u015f hedeflemeleri azaltarak maliyetleri d\u00fc\u015f\u00fcr\u00fcr.<\/strong><\/li>\n\n\n\n<li><strong>Daha ki\u015fiselle\u015ftirilmi\u015f pazarlama kampanyalar\u0131 olu\u015fturulmas\u0131na yard\u0131mc\u0131 olur.<\/strong><\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Lead_Scoring_Icin_Kullanilabilecek_Araclar\"><\/span><strong>Lead Scoring \u0130\u00e7in Kullan\u0131labilecek Ara\u00e7lar<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p>Lead Scoring i\u015flemini manuel olarak yapmak zor ve zaman al\u0131c\u0131 olabilir. Bunun yerine \u015fu ara\u00e7lar kullan\u0131labilir:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>HubSpot Lead Scoring<\/strong><\/li>\n\n\n\n<li><strong>Marketo Predictive Scoring<\/strong><\/li>\n\n\n\n<li><strong>Salesforce Pardot<\/strong><\/li>\n\n\n\n<li><strong>Zoho CRM Lead Scoring<\/strong><\/li>\n\n\n\n<li><strong>ActiveCampaign Lead Scoring<\/strong><\/li>\n<\/ul>\n\n\n\n<p>Bu ara\u00e7lar, m\u00fc\u015fteri adaylar\u0131n\u0131 otomatik olarak puanlayarak sat\u0131\u015f ekibine en uygun lead\u2019leri y\u00f6nlendirebilir.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Lead_Scoring_Uygularken_Yapilan_Hatalar\"><\/span><strong>Lead Scoring Uygularken Yap\u0131lan Hatalar<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"1_Yanlis_Kriterleri_Belirlemek\"><\/span><strong>1. Yanl\u0131\u015f Kriterleri Belirlemek<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p>Baz\u0131 i\u015fletmeler, m\u00fc\u015fteri adaylar\u0131n\u0131 yanl\u0131\u015f kriterlere g\u00f6re de\u011ferlendirerek d\u00fc\u015f\u00fck d\u00f6n\u00fc\u015f\u00fcm oranlar\u0131na neden olabilir.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"2_Surekli_Guncelleme_Yapmamak\"><\/span><strong>2. S\u00fcrekli G\u00fcncelleme Yapmamak<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p>Lead scoring modelinizin g\u00fcncel kalmas\u0131 i\u00e7in d\u00fczenli analizler yapmal\u0131 ve kriterleri optimize etmelisiniz.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"3_Satis_ve_Pazarlama_Ekipleri_Arasinda_Uyum_Saglamamak\"><\/span><strong>3. Sat\u0131\u015f ve Pazarlama Ekipleri Aras\u0131nda Uyum Sa\u011flamamak<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p>Lead scoring s\u00fcrecinde sat\u0131\u015f ve pazarlama ekipleri birlikte \u00e7al\u0131\u015fmal\u0131 ve kriterleri ortak belirlemelidir.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Sonuc\"><\/span><strong>Sonu\u00e7<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p>Lead Scoring, i\u015fletmelerin sat\u0131\u015fa haz\u0131r m\u00fc\u015fteri adaylar\u0131n\u0131 belirleyerek sat\u0131\u015f ve pazarlama s\u00fcre\u00e7lerini daha verimli hale getirmesine yard\u0131mc\u0131 olan g\u00fc\u00e7l\u00fc bir y\u00f6ntemdir. Do\u011fru bir puanlama modeli ile m\u00fc\u015fteri adaylar\u0131n\u0131 daha iyi de\u011ferlendirerek sat\u0131\u015f s\u00fcre\u00e7lerini h\u0131zland\u0131rabilirsiniz.<\/p>\n\n\n\n<p>E\u011fer i\u015fletmenizde lead scoring kullanm\u0131yorsan\u0131z, d\u00f6n\u00fc\u015f\u00fcm oranlar\u0131n\u0131 art\u0131rmak ve daha verimli bir sat\u0131\u015f s\u00fcreci olu\u015fturmak i\u00e7in bu y\u00f6ntemi uygulamaya ba\u015flamay\u0131 d\u00fc\u015f\u00fcnebilirsiniz.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Lead Scoring (potansiyel m\u00fc\u015fteri puanlama), i\u015fletmelerin pazarlama ve sat\u0131\u015f s\u00fcre\u00e7lerini<a href=\"https:\/\/www.cenuta.com\/blog\/lead-scoring-potansiyel-musteri-puanlama-nedir-satisa-hazir-musterileri-belirleme\/\">&#8230;<\/a><\/p>\n","protected":false},"author":4,"featured_media":22984,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[8],"tags":[411],"class_list":["post-22983","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-dijital-pazarlama","tag-dijital-pazarlama"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v18.1 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.cenuta.com\/blog\/lead-scoring-potansiyel-musteri-puanlama-nedir-satisa-hazir-musterileri-belirleme\/\" \/>\n<meta property=\"og:locale\" content=\"tr_TR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Lead Scoring (Potansiyel M\u00fc\u015fteri Puanlama) Nedir? 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