How to Use Lead Score in CRM?

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Lead Scoring is a feature in your CRM that allows you to assign scores and ratings to contacts based on their engagement and behaviour. It helps you prioritise and identify leads or contacts that are most likely to convert or require immediate attention. 

Steps to Use Lead Score

  1. Navigate to the Lead Score Section: Once you’re logged into your CRM, locate the navigation menu on the left-hand side of the screen and click on the “Lead Score” tab. This will take you to the Lead Score section.
  2. Add a new rule: Click on the “Add Rule” button on the top left of your screen. 
  3. Define Your Lead Scoring Criteria: You need to determine the actions, behaviours, and attributes that indicate a contact’s level of interest and engagement with your organisation.  Examples include opening emails, attending events, completing forms, or interacting with specific content.
  4. Assign Point Values: Assign point values to each action or behaviour based on its significance. For instance, opening an email might earn 5 points, attending an event might earn 10 points, and completing a membership application form might earn 20 points.
  5. Set Thresholds: Establish lead score thresholds to identify different lead categories, such as cold, warm, and hot leads. For instance, contacts with scores below 50 points might be considered cold leads, while those with scores between 50 and 100 points might be warm leads.
  6. Implement Automation: Create automation workflows based on lead scores to trigger specific actions. For example, contacts with high scores might be automatically added to targeted email campaigns, assigned to sales representatives, or receive personalised follow-up communications.
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Updated on 26/03/2024
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