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.
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