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User Manual
Overview

Lead Scoring

Settings Lead Scoring page

Lead scoring helps you determine the people on your list that are the best leads by ranking customers against a scale of the perceived value each lead represents to your business.

Enable Lead Scoring In Your Account

To enable lead scoring:

  1. Click Account Settings

  2. Click Lead Scoring

  3. Click Enable Lead Scoring

  4. Once enabled, you can begin to configure your lead scoring criteria

Set Up Your Lead Scoring Criteria

Now that lead scoring is enabled in your account, you can configure the different criteria you'd like to use to update people’s lead scores.

Special Pages

Before you configure the Special Pages feature, you must first install your Drip JavaScript tracking snippet on every page of your site.

In Special Pages, you can include the paths to web pages you’d like to increase a leads score by when someone visits that web page.

Enter the path to the page you’d like to apply a score value to, then select the number of points you’d like to increase a person’s lead score by when they visit the page.

There are three fields reserved for your Special Pages Lead Scoring:

Field One: Increase a person’s lead score up to 10 points. The default is three points. You can select a different value in the right-hand drop-down.

Field Two: Increase a person’s lead score up to 10 points. The default is five points. You can select a different value from the right-hand drop-down.

Field Three: Reserved for a web page to decrease a person’s score once visited. For example, if someone cancels their account on your website, their lead score will decrease by ten points. The default value is 10 points. You can select a different value from the right-hand drop-down.

Need to add additional Special Pages? Learn about how to do that here.

Email Engagement

Email Engagement allows you to increase a person’s leads score up to 5 points each time they open or click a Drip email.

This feature applies to Broadcasts, Campaigns, and One-Off emails.

Custom Events

If you record your own custom events, you can increase or decrease a person’s leads score based on the actions they take.

To add a custom event:

  1. Click Add an event

  2. Enter the name of the event into the field

  3. Select the number of points you’d like to increase or decrease a person’s lead score by each time the event is recorded

Opt-In Forms

You can increase a person’s lead score when they submit one of your Drip forms.

To apply a lead score to a Drip form:

  1. Click Add a form

  2. Select the Drip form you’d like to set a score value for

  3. Select a point scale of 1-10 for which you’d like to increase a lead’s score when an opt-in form is submitted

Lead Threshold

This setting determines when a person becomes a full-on lead.

Once people reach the lead threshold, they are considered highly engaged and should be handled with greater priority. Until this score is met, a person is considered a “prospect”.

You can set your threshold score to be anywhere between 5 - 150 points. By default, this score is 65. The process for determining when someone is a good lead is unique for each business. Take some time to consider the score that best fits your lead vetting methods.

To configure the lead threshold for your account:

  1. Click on the drop-down menu

  2. Select the point value

  3. Click Update Settings

Initial Score

When a new person is added to your Drip account, they'll automatically get flagged as a prospect and assigned the initial score you've set for your account.

By default, this value is set to 30 points.

Person Lead Score Activity

Filter a person’s activity timeline to only show lead score activity.

To filter a person’s activity timeline by lead score activity:

  1. Go to an individual person’s timeline

  2. Click the circle icon to the right of the person's email address showing the person's lead score

The timeline will filter to only show lead score activity.

Lead Scoring Events

There are a number of events recorded by Drip that can either increase or decrease a person’s lead score.

Lead Scoring events:

Became a lead

Records when lead score reaches your account’s Lead Threshold value.

Became a potential lead

Records when a person becomes a potential lead.

Became a prospect

Records when a person’s lead score reaches your accounts Initial Score value.

Became a non-prospect

Records when a person’s lead score decreases below the initial score

Viewed eight pages in one visit

Records when a person visits eight pages of your website in the same browsing session. Your JavaScript snippet must be installed for this event to fire.

Visited twice in a week

Records when a person visits your website twice in a 7-day period. Each visit must be recorded as separate browsing sessions. Your JavaScript snippet must be installed for this event to fire.

Inactive for a week

Records when a person does not take any scorable actions for a full 7-day period.

Automatic scored events


Events that automatically increase or decrease a person’s lead score:

Visited twice in a week

Increases a person’s lead score by 8 points.

Viewed eight pages in one visit

Increases a person’s lead score by 7 points.

Inactive for a week

Decreases a person’s lead score by 4 points. This decrement model remains until the lead score drops below the Initial Score. At that time, the person’s lead score decreases by 1 point each time thereafter.  

Segment People By Lead Score

Segment people in your list to group people together that have commonalities in their lead scores.

To segment your list by lead score:

  1. Click People

  2. Click List

  3. Using the People filter, select Lead

  4. From the second drop-down, select the criteria by which you’d like to segment

When you filter by either score is greater than, or score is less than, use an additional numerical value of your choice to represent the lead score you'd like to segment by.

For example, the following filter returns a segment of people with lead scores greater than 65 points.

The following filter returns a segment of people with lead scores less than 65 points.

The is a prospect filter return a segment of people who have not yet reached the lead threshold you’ve set in your account.

The is not a prospect filter returns a segment of people who have not yet reached the Initial Score you’ve set in your account.

You can use the Events performed filter to segment your list by specific Lead Scoring events.

For example, the following filter returns a segment of people who were Inactive for a week during the previous calendar month.

Automation and Lead Scoring

You can trigger automation in your workflow and rules when a person reaches the Lead Threshold you've configured in your account.

When a person’s lead score reaches that value, Drip records the following event:  

For example, the workflow below will pull in anyone who becomes a lead.

Became a lead action in a workflow.

In a workflow, that event can be used as the entry trigger, or as a goal somewhere further downstream the workflow.

In a rule, the Became a lead event can be used as the trigger step to the automation.

In Workflows, you can use lead scoring to set the criteria for a decision.

The filter criteria are the same as was covered in the section about segmenting your list by lead score.

In Workflows, Rules, and Bulk Operations,  you can automatically turn a person into a prospect by using the following action:

Flag as a prospect action.

When that action is applied to a person, they’ll be applied the Initial Score lead value you’ve set in your account.

In workflows, apply the action wherever you'd like to flag people as prospects.

Flag as a prospect action in a workflow.

Disable Lead Scoring In Your Account

In the event that you’d like to disable lead scoring, you must first contact our support team and let us know that you’d like to have it disabled. There is not a way to disable this feature from inside your account.