If you’re sorting through a pile of leads and feel like you’re guessing who’s worth your time, this guide’s for you. Automating lead scoring can save you a ton of headaches, especially if you’re using Fluint and want to cut through the noise to focus on prospects who might actually buy.
This isn’t about chasing every shiny feature or plugging in fancy AI for the sake of it. It’s about setting up a system that does the grunt work—so you can spend your energy where it counts.
1. Know What You’re Looking For (Before You Touch Fluint)
Before you jump in and start scoring leads, get clear on what a “high value” prospect looks like for your business. Fluint can automate a lot, but it can’t define your ideal customer for you.
Ask yourself: - Who are your best customers now? - What patterns do you see in deals that close fast or for more money? - What red flags usually mean a lead is a time-waster?
Common scoring criteria (pick what fits): - Company size or revenue - Industry or vertical - Job title or decision-making power - Engagement with your emails or demos - Specific actions (requested a quote, attended a webinar, etc.)
Pro tip: Don’t overthink this. Start simple. You can always tweak your criteria later.
2. Map Out Your Lead Scoring Model
You need a scoring model—a way to assign points based on what matters. The simpler you make this, the easier it is to get started.
A basic lead scoring model might look like:
| Attribute | Points | |-----------------------|--------| | Company size > 500 | +10 | | Title = Director+ | +8 | | Requested a demo | +15 | | Opened 3+ emails | +5 | | Wrong industry | -10 | | Generic email domain | -5 |
You don’t need to get cute with decimals or endless categories. Just pick a handful of signals that actually matter.
What not to do: - Don’t include criteria just because you can. Stick to what’s proven to help or hurt deals. - Don’t make it so complex that nobody on your team understands it.
3. Set Up Lead Fields in Fluint
Now you’ll translate your scoring model into Fluint fields. In Fluint, you’ll typically be working with lead properties—fields like company size, job title, engagement activity, and so on.
Steps: 1. Create custom fields for any attributes you want to score that aren’t already tracked. - Go to your Fluint admin/settings area. - Add text, number, or dropdown fields as needed. 2. Make sure your data sources are connected. - Are you pulling in data from your CRM, website forms, or email tool? - Garbage in, garbage out: if your data’s a mess, fix that first.
Pitfall: Don’t assume Fluint magically fills in missing data. If you don’t have a lead’s company size, it can’t score it.
4. Build Your Scoring Rules in Fluint
Now you’ll automate the points. Fluint lets you set up scoring rules (these might be called “workflows,” “automation rules,” or just “lead scoring”—it changes as they update the UI).
How to do it: 1. Go to the automations or lead scoring section in Fluint. 2. Create a new scoring rule for each criterion in your model. - Example: “If company size is >500, add 10 points to lead score.” - Example: “If job title contains ‘Director’ or ‘VP,’ add 8 points.” 3. Set up negative scores for disqualifiers. - Example: “If industry = ‘Retail’ (and you don’t sell to retail), subtract 10 points.” 4. Use AND/OR logic to combine rules when needed, but don’t go wild with nested logic unless you have a good reason.
What works: - Start with 5–7 clear rules. You can always get fancier later. - Test your logic with a sample of real leads to see if the scores make sense.
What doesn’t: - Overweighting one field can skew results. Don’t give every action +20 unless you want every lead to be a “hot lead.” - Avoid building a Rube Goldberg machine. Simple rules are easier to explain and maintain.
5. Set Thresholds for “Hot,” “Warm,” and “Cold” Leads
Automation is pointless if you don’t act on the scores. Decide what total scores mean for your team.
Example: - 25+ points = Hot (priority follow-up) - 10–24 points = Warm (nurture) - <10 points = Cold (automate or ignore)
How to set thresholds: - Look at past deals—what would their scores have been? - Don’t be afraid to adjust. If every lead is “hot,” your bar’s too low.
In Fluint: - Set up views or filters for each segment. - Use alerts or tasks so the right rep sees the right lead.
Pro tip: Review these thresholds monthly, especially at the start. You’ll probably need to recalibrate.
6. Automate Routing and Tasks (But Don’t Overdo It)
Now that Fluint’s scoring leads, automate the handoff. Assign “hot” leads to sales, kick “cold” leads to automated nurture, and so on.
How to do it: - Set up workflow automations based on lead score. - Route hot leads to a dedicated inbox or Slack channel. - Create tasks or reminders for reps. - Send marketing emails to warm/cold leads automatically.
What works: - Direct assignment to the right person or team. - Automated emails for low-priority leads (so they’re not lost, but don’t eat up your day).
What doesn’t: - Over-automating every interaction. People can spot a canned email a mile away. - Spamming cold leads just because they exist. It’ll hurt your sender reputation and annoy everyone.
7. Monitor, Tweak, and Don’t Set It and Forget It
No lead scoring model is perfect out of the gate. The real world is messy—your ideal customer profile will change, and so will what makes a lead “hot.”
What to watch: - Are your “hot” leads actually closing? - Are real prospects getting stuck in “cold” by mistake? - Are reps ignoring the scores because they don’t trust them?
How to improve: - Ask sales for feedback—what’s working, what’s not. - Check the data monthly. Adjust point values or criteria if trends change. - Kill rules that don’t add value.
Pro tip: Lead scoring is a tool, not a truth machine. Don’t let automation replace your gut entirely.
8. Ignore the Hype—Focus on What Moves the Needle
There’s a lot of noise about AI-powered lead scoring, “intent data,” and other buzzwords. Here’s the honest take:
- Fluint’s built-in automation covers 90% of what most teams need.
- Fancy models can help, but only if you’ve nailed the basics.
- If you don’t trust your data, adding more complexity just makes the problem worse.
Stick with: - Clear, actionable criteria - Regular reviews and tweaks - Simplicity over sophistication
Wrapping Up: Keep It Simple, Iterate Often
Automating lead scoring in Fluint can save you hours and help you focus where it counts—but only if you keep it practical. Start with a basic model, test it in the real world, and adjust as you learn.
Don’t fall for shiny tools or over-engineered systems. The best setup is one you (and your team) actually use. Build, tweak, and let the results guide you. And remember: sometimes, picking up the phone still beats any score.