April 29, 2024

How do I set up lead scoring criteria in HubSpot?

Hubspot logo

Step 1: Log in to Your HubSpot Account

  • Go to the HubSpot homepage.
  • Enter your login credentials and sign in.

Step 2: Navigate to the Contacts Tab

  • From the top menu bar, click on "Contacts."
  • Select "Contacts" from the dropdown menu.

Step 3: Access Lead Scoring

  • On the left-hand side, click on "Lists."
  • Find and select the "Actions" button.
  • From the dropdown, choose "Edit score properties."

Step 4: Familiarize Yourself with the Interface

  • The lead scoring tool will show you two columns: Positive and Negative attributes.
  • Positive attributes increase a lead's score, while negative attributes decrease it.

Step 5: Add Positive Scoring Criteria

  • Click on the "Add criteria" button under the Positive column.
  • A dropdown will appear where you can select different criteria types, such as contact properties, form submissions, or email interactions.
  • Choose the criteria type you want to use.
  • Define the specifics of the criteria. For instance, if you selected "Email interactions," you might choose "Has opened an email more than three times."
  • Assign a score to this criterion by typing a number into the adjacent box.

Step 6: Add Negative Scoring Criteria

  • Repeat the process under the Negative column.
  • Choose criteria that would indicate a lead might not be as valuable. For example, "Has not opened any emails in the last 30 days."
  • Assign a negative number to this criterion.

Step 7: Review and Adjust Scores as Needed

  • Consider the relative weight of each criterion. If certain actions or characteristics are more significant than others, make sure they have a higher score.
  • You can adjust scores simply by changing the number next to each criterion.

Step 8: Use Advanced Filters (Optional)

  • If you want to get more specific with your criteria, use the filters available.
  • For instance, you can assign scores based on the geographical location of a lead, their job title, or how they initially found your website.

Step 9: Test Your Scoring System

  • After setting your criteria, look at a few individual contacts. See how their scores have been affected.
  • Adjust your criteria if you find that the scoring doesn't reflect the lead's actual value to your business.

Step 10: Save Your Changes

  • Once you're satisfied with your lead scoring system, click the "Save" button at the bottom of the page.

Step 11: Monitor and Refine Over Time

  • Revisit your lead scoring criteria periodically to ensure it's still relevant to your business goals.
  • As you gather more data and insights, adjust the criteria to better reflect the quality of leads.