Do you want to know which leads are most likely to buy? A lead scoring system can help. Let's set one up in HubSpot.
What is Lead Scoring?
Lead scoring gives points to your leads based on their actions. More points mean they're more likely to buy.
Why Use Lead Scoring?
- Focus on the best leads
- Save time
- Increase sales
Setting Up Lead Scoring in HubSpot: Step by Step
Step 1: Access Lead Scoring
1. Log in to HubSpot
2. Click on "Settings" (gear icon)
3. Under "Marketing," click "Properties"
4. Search for "HubSpot Score"
5. Click "Edit property"
Step 2: Choose Positive Attributes
Think about what good leads do. For example:
- Visited pricing page: +10 points
- Downloaded whitepaper: +5 points
- Opened email: +3 points
To add these:
1. Click "Add criteria"
2. Choose the action
3. Set the point value
4. Click "Save"
Step 3: Add Negative Attributes
Some actions might mean a lead is less likely to buy. For example:
- Unsubscribed from emails: -10 points
- Hasn't visited in 30 days: -5 points
Add these the same way as positive attributes, but use negative numbers.
Step 4: Set Up Score Ranges
Decide what scores mean:
- 0-20: Cold lead
- 21-50: Warm lead
- 51+: Hot lead
To set this up:
1. Go back to "Properties"
2. Create a new property called "Lead Temperature"
3. Use workflows to update this based on the HubSpot Score
Step 5: Create a View for Hot Leads
1. Go to "Contacts"
2. Click "Create view"
3. Set criteria: HubSpot Score is greater than 50
4. Name it "Hot Leads"
5. Save
Step 6: Test and Refine
1. Watch your leads for a week
2. See if high-scoring leads are really your best leads
3. Adjust scores if needed
Tips for Success
- Start simple
- Use data to improve over time
- Align scoring with your sales team's experience
Wrap Up
Setting up lead scoring in HubSpot can help you focus on your best leads. Remember, it's not perfect right away. Keep improving it as you learn more about your leads.
Next step: Share your lead scoring system with your sales team. They can help make it even better!
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