RESOURCES
Stop guessing which leads are ready to buy and which ones need more nurturing. With our Lead Scoring Guide, you can track every interaction—website visits, email clicks, form submissions—and assign points to know exactly when a lead is ready for a personalized follow-up or sales call. Save time, increase conversions, and focus on the leads that matter most.
Lead scoring helps you prioritize your outreach efforts by assigning points to each lead based on their engagement with your business. The higher the score, the closer a lead is to making a purchase. This guide will help you understand how to assign points and what actions indicate that a lead is ready for follow-up or more nurturing.
How to Score Leads:
Each action your lead takes is a signal of their interest. Below is a simple scoring guide to help you track engagement:
- Website Visit (Home Page): +5 Points
The lead is browsing your content, but it’s likely they are still in the early stages of their buyer journey. - Visits Pricing Page: +15 Points
A strong signal of interest! Leads visiting this page are evaluating your offerings and considering purchase options. - Downloads a Free Resource (E-book, Guide, etc.): +30 Points
Leads who download a resource are actively seeking more information and are likely warming up to your brand. - Newsletter Signup: +10 Points
They’ve agreed to hear from you regularly. They are interested enough to receive more updates and content from your business. - Email Opens: +5 Points
They’re engaging with your communication, but opening an email isn’t a strong indicator on its own. - Clicks a Link in Email: +10 Points
Clicking through to your content is a sign that they’re engaged and interested in what you’re offering. - Contact Form Submission: +20 Points
A strong buying signal. Leads submitting forms are interested in starting a conversation or learning more about your products/services. - Books a Sales Call or Demo: +50 Points
This is an actionable step towards becoming a customer. Leads booking a call are highly engaged and ready to discuss details. - Attends a Webinar or Event: +25 Points
Leads who attend your events are seeking direct interaction and additional insights. They’re further down the funnel. - Adds Product to Cart (E-Commerce): +30 Points
Leads who add items to their cart are in the consideration phase and need a final nudge to complete the purchase. - Makes a Purchase: +100 Points
The lead has converted into a customer! This is the ultimate signal of success.
Scoring Thresholds:
0-50 Points:
This lead is still in the nurturing phase. Continue to engage them with relevant content, emails, and social media interactions to build trust and educate them about your offerings.
51-99 Points:
The lead is warm and close to taking action. Now is the time for more personalized follow-ups, offering solutions to their pain points, or scheduling a discovery call. These leads are considering your products/services and need tailored attention.
100+ Points:
This is a hot lead! They are ready for a direct sales conversation, demo, or offer. It’s time to move them into the final stage of your sales funnel and help them convert.
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Why Lead Scoring is Essential for Your Sales Strategy
- Save Time: Instead of chasing every lead, focus on the ones that are actively engaging with your content and are most likely to convert.
- Increase Close Rates: By identifying your most engaged prospects, you can tailor your outreach, leading to more meaningful conversations and higher conversion rates.
- Optimize Your Sales Process: Lead scoring helps you understand where each lead is in their buyer’s journey. This allows you to tailor your messaging to their current needs, whether that’s nurturing or closing the deal.
How to Get Started:
- Download the Lead Scoring Worksheet: Use our manual worksheet to track your leads’ engagement and calculate their scores.
- Assign Points: Track their actions (website visits, email clicks, form submissions) and add points based on their behavior.
- Take Action: When leads hit certain point thresholds, you’ll know exactly when to send a follow-up email, schedule a call, or present a tailored offer.
