How to Set Up Lead Scoring Rules
Lead scoring gives each record a number from 0 to 100 from the interactions it collects, such as emails, meetings, forms and pages viewed. A higher number is a person more worth your time. In Settings → Scoring you set the points and the lines that mean warm and hot.
How do I set up scoring rules?
Section titled “How do I set up scoring rules?”- Go to Settings → Scoring.
- Under Scoring Rules, click Add rule.
- Fill in:
- Entity, which kind of record this rule applies to, such as Contact
- Rule Name, a plain label, such as Email open bonus
- Interaction Type: Email sent, Email received, Email opened, Meeting, Phone call, Note added, Form submitted, Social like, Social comment, Social message, or Page viewed
- Points, how many points this interaction adds. Use a negative number to take points away.
- Click Save.
Repeat that for each interaction you want to weigh differently. Edit or Delete sits on the row if you need to change one later.
Points do not expire on the rule. If a record goes quiet, the score goes down on its own: 5 points a day after 30 days with no activity, and 10 points a day after 60 days. It never goes below 0.
How do I set warm and hot?
Section titled “How do I set warm and hot?”Temperature Thresholds is at the top of the same page.
- Warm threshold (min score). At this score and above, the record is warm, until it reaches hot.
- Hot threshold (min score). At this score and above, the record is hot.
- Below warm, the record is cold.
The starting lines are 26 for warm and 61 for hot, so cold is 0 to 25, warm is 26 to 60, and hot is 61 to 100. Click Save thresholds.
How do I act when a score crosses a number?
Section titled “How do I act when a score crosses a number?”To act when a score crosses a number, create an automation with the trigger ‘Field crossed a number’ on Engagement score.
Open Automations from the main menu, add that trigger, choose Engagement score, and type the number. Then choose what should happen, such as updating a field, moving the record to another stage, adding a tag, or sending a notification.
Using scores in practice
Section titled “Using scores in practice”Once scoring is on:
- Sort a list by score to see the strongest prospects first
- Filter to a score range, for example only records above 50
- Show the cold, warm or hot label as a column, or as the groups on a board
- Start with five to ten rules. Add more when you can see what actually leads to a sale.
- Check each quarter whether high scores are the records that convert. Change a rule that does not.
- Use a negative number for a signal that should push a record down, such as the wrong kind of enquiry.