How to Use Lead Scoring In Infusionsoft

by Clay Harper

Do you ever wish you could email just the people who haven’t been paying attention to you? Or perhaps you hope to only email the people who are really, really interested in buying from you like, now?

You can do that, and you can do that in Infusionsoft. Segmentation allows you to send emails only to the people who haven’t been paying attention to you—or only to the people who are really interested in buying. Or another group entirely, like people who live in a certain place or like certain things. Segmentation allows you to specifically target people based on any number of traits. Lead scoring specifically gives you the ability to segments to people based on how ready they are to purchase.

What is lead scoring?

Lead scoring is a matter of separating and organizing your contacts into groups based on how ready they are to buy. Infusionsoft lead scoring collects all the positive actions someone takes toward buying and aggregates them. Once you determine the lead scoring criteria, then a number of flames represents how hot they are: one flame, not so much. Five flames and they are ready for the buy.

Once lead scoring is up and running, you’ll be able to send your best leads to sales and develop nurture campaigns to keep your business top of mind for when your prospects are ready to buy. This whole process will help your sales team focus on closing the hottest leads and prioritize who they call, and will also clearly identify who will need further nurture.

Lead scoring might seem daunting to set up, but it’s not as complicated as you might think. In the video below, one of our resident software experts, Clay Harper, walks you through how to set it up.

But before you do, you need to make sure you have your sales process defined. Otherwise, how will you know what all those positive actions are that progress toward the purchase? Once you define your milestones, it’s easy to score contacts.

While you can set up lead scoring to assign points to a contact record based on tags, submitted forms, and opened emails, this video will show you how to lead score your list based on contacts clicking links you send in emails. Check it out and get started on lead scoring!

Here’s the original post that Clay references.

Want to learn something specific? Click the timestamps for Clay's video to jump to certain topics.

  • 2:32 - where to download the campaign template
  • 4:02 - campaign breakdown and tag dancing
  • 5:59 - how to apply the tag to someone who clicks and apply the tag in links
  • 7:23 - how lead score component works/integrate with lead scoring

Remember: for this to work, you have to apply a timer start tag in every link and in every email that you send out.

Want to better prepare for lead scoring? Our post “4-Step Formula to Setting up Lead Scoring for Your Business” on our Knowledge Center walks you through how to create your lead score formula and determine what’s important to measure.

Clay Harper has been helping small business succeed with Infusionsoft for four years. Before that, he was a sales and technology trainer sent to fun and exciting places. Clay started out helping new Infusionsoft users, but now works exclusively with businesses that struggle to make Infusionsoft work for their business. In his spare time, he uses Infusionsoft for his honey business and is a very accomplished beekeeper.

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