Tired of chasing dead-end leads? You're not alone. If you want to spend more time with people who are actually interested—and less time on tire-kickers—automated lead scoring is your friend. This guide is for anyone using Encharge who wants to stop guessing and start focusing their outreach where it counts.
Let's break down exactly how to set up lead scoring in Encharge so you (and your team) can prioritize the leads that are most likely to convert.
Why bother with lead scoring?
Here’s the deal: most of your leads will never buy. That’s not pessimism—it’s reality. Without a system, you’re stuck treating everyone the same, which wastes your time and annoys people who never wanted to hear from you in the first place.
Lead scoring helps you: - Spot the folks who are actually interested. - Ignore those who are just browsing. - Give your sales team a fighting chance.
Encharge lets you automate this process, so you’re not stuck with endless spreadsheets or gut feelings.
Step 1: Get clear on what a “good lead” looks like
Before you automate anything, you need to define what makes someone a good lead for your business. Encharge doesn’t know your business—only you do.
Ask yourself: - What actions do my best customers take before they buy? (e.g., sign up for a trial, attend a webinar, visit pricing) - What firmographic data matters? (e.g., company size, job title, industry) - What are the red flags? (e.g., Gmail addresses, students, people outside your market)
Pro tip: Don’t overthink it. Start with 3–5 criteria. You can always tweak later.
Step 2: Map out your scoring criteria
Now, turn those gut instincts into actual “scores.” Not every action should be weighted equally.
Example scoring model: - Signs up for a trial: +30 points - Visits pricing page: +10 points (per visit, up to 3 times) - Opens 3+ emails: +10 points - Job title contains “Manager” or “Director”: +15 points - Email ends with “@gmail.com”: –20 points - Unsubscribes from email: –50 points
Keep it simple at first. Don’t worry about making it perfect. The point is to separate real buyers from the rest.
Step 3: Set up lead scoring in Encharge
Here’s where the rubber meets the road. Encharge makes this pretty straightforward, but you’ll need to roll up your sleeves.
a. Create custom fields for lead scores
Encharge uses “fields” to store data about people. You’ll want a custom field called something like Lead Score (number type).
- Go to People → Fields in Encharge.
- Click New Field.
- Name it
Lead Scoreand set the type to Number.
b. Build scoring flows
Flows are Encharge’s version of automations. You’ll set up flows to adjust the lead score based on actions or data.
Setting up a flow:
1. Go to Flows and click Create Flow.
2. Drag in a Trigger for the action you want (e.g., “Visited Page,” “Submitted Form,” “Email Opened”).
3. After the trigger, add an Action: “Update Person Field.”
- Pick your Lead Score field.
- Choose to add/subtract points based on the action.
4. Repeat for each scoring rule.
Example: If someone visits your pricing page:
- Trigger: Page Visited (/pricing)
- Action: Add 10 points to Lead Score
Tip: Use “Conditions” to avoid double-counting. For example, only add points the first three times someone visits a page.
c. Include negative scoring
Don’t just reward good actions—penalize the bad ones. Use flows to subtract points for things like: - Unsubscribing from emails - Using a personal email domain - Visiting your “Careers” page (probably not a buyer)
Step 4: Set up lead qualification thresholds
A bunch of random point values won’t help you unless you define what a “qualified” lead actually is.
How to set a threshold:
- Pick a score that means “sales-ready.” For most, this is 50–100 points, but it depends on your scoring system.
- Create a field called Lead Status (e.g., “Marketing Qualified,” “Sales Qualified,” “Junk”).
- Set up a flow: If Lead Score > threshold, update Lead Status to “Qualified.”
Now you’ve got a simple system that flags hot leads automatically.
Step 5: Prioritize outreach using lead scores
Once your flows are running, you’ll have a live list of leads, each with a score. Here’s how to actually use it:
- Segment your leads: Filter by
Lead StatusorLead Scoreto create lists for sales or marketing. - Automate alerts: Set up flows to notify your sales team when someone crosses the threshold.
- Personalize outreach: Use scores to send different email sequences—don’t waste your “best stuff” on cold leads.
- Ignore the noise: Don’t get distracted by people with low scores. Focus your time where it counts.
Pro tip: Don’t use lead scoring as an excuse to spam everyone above the threshold. Quality still matters.
What works (and what doesn’t)
What actually works: - Starting simple. Fewer criteria = less confusion. - Updating your model as you learn. It’s never “done.” - Penalizing obvious tire-kickers. Not all leads are good leads.
What doesn’t: - Assigning points for everything under the sun. You’ll just muddy the waters. - Setting the threshold too low. If everyone is “qualified,” then no one is. - Ignoring feedback from your sales team. If they say the “qualified” leads are junk, listen.
What to ignore: - Overly complex scoring models. If you need a PhD to explain it, you’ve gone off the rails. - Relying on lead scoring alone. It’s a tool—not magic.
Step 6: Review and tweak regularly
Check your results every couple of weeks: - Are the right people getting flagged as qualified? - Is sales actually closing more deals from these leads? - Are you missing good leads because your criteria are off?
Talk to your team. Adjust the flows, point values, and rules as you go. It’s normal to revisit this a lot at first.
Wrapping up: Keep it simple, keep it useful
Lead scoring in Encharge isn’t rocket science, but it can save you a ton of wasted effort if you actually use it. Don’t get distracted by fancy features or perfect models. Start small, focus on what matters, and tweak as you learn.
Remember: the goal isn’t to automate everything—it’s to spend more time talking to people who matter. That’s what moves the needle.