Lead scoring
Decide how many points a lead earns for what is filled in, where it came from and what it is worth, and where Hot, Warm and Cold begin.
Every lead has a score out of 100, shown on its card as Hot, Warm or Cold. The score is the sum of the points from a list of rules, such as "Has an email address: 15 points" or "Came from a referral or partner: 20 points". You set the rules to match what a good lead looks like in your business.
Open Settings → Lead scoring (under Data & fields). Everyone can see the rules. Only owners and admins can change them.
How a score is worked out
- Each rule looks at one field of the lead and is worth some points.
- A lead earns the points of every rule it matches. The total is capped at 100.
- The line under the heading says what a lead that matches everything scores today.
A new workspace starts with ready-made rules: points for an email address, a phone number, a company name and a job title, for coming from a referral, partner, the website or a trade show, for the lead's value, and for being qualified. Change them, turn them off or add your own.
Set where Hot and Warm begin
At the top, Hot from and Warm from set the bands. For example, with Hot from 65 and Warm from 35, a lead scoring 70 is Hot, 40 is Warm, and anything below 35 is Cold. Type a number and click away to save it.
Add a rule
- Click Add rule.
- Choose the field. You can use any lead field, including your own custom fields, plus Email, Phone, Value and Status.
- Choose the test, for example is filled in, is empty, is, is not, is any of, contains, is at least, is more than, is at most, is less than or is between. Only the tests that suit the field are offered.
- Enter the value. For is any of on a drop-down field, click the choices; for is between, enter From and To.
- Type the points.
- Optionally, give it a name in What to call this rule (optional).
- Click Add rule.
Change, pause or delete a rule
- Change the points in the box on the rule's row and click away.
- Untick the box at the start of a row to turn the rule off without deleting it. Tick it to turn it back on.
- Click the bin to delete a rule.
If a rule's field has been deleted, the rule says so and never matches.
Rescore your leads
A lead's score is worked out again whenever the lead is created, imported, edited or changes status. Changing the rules does not touch leads already in the CRM until you click Rescore all leads. The CRM then says how many leads it checked and how many scores changed.