If you’re drowning in new leads but have no idea which ones are worth your time, you’re not alone. Most sales teams waste big chunks of their day chasing folks who never reply. Automated lead scoring is supposed to help—but only if you set it up right. This guide is for people who want a practical, no-nonsense way to score leads in Getlia and actually use those scores to make better decisions.
Let’s skip the theory and get straight into what works.
What Is Lead Scoring (And Why Bother Automating It)?
Lead scoring is just a way to rank your leads. The idea is simple: you give each lead a score based on things like how they found you, what actions they take, or how well they fit your ideal customer profile. High score = probably worth a call. Low score = maybe not.
Doing this by hand is a nightmare. Automating it means:
- No more gut-feel guessing about who to talk to.
- Less busywork for your team.
- Faster follow-up (before your competitors do).
But here’s the catch: automation only helps if your scoring rules actually match what works for your business. More on that later.
Step 1: Get Clear on What Makes a Good Lead (Don’t Skip This)
Before you click anything in Getlia, get your criteria straight. Otherwise, you’ll just automate chaos.
Ask yourself: - What do your best customers have in common? - What actions did they take before buying? - What data do you actually have on your leads?
Typical things to score on: - Job title or company size - Industry or location - Downloaded a whitepaper / attended a webinar - Opened or replied to emails - Visited your pricing page (not just the homepage)
Pro tip: Talk to your sales team. They almost always know which signals matter and which are just noise.
Step 2: Map Out Your Scoring Model
You don’t need a fancy spreadsheet yet, but jot down your ideas. Start simple. Here’s a basic example:
- +10 points: Visited your pricing page
- +5 points: Opened a sales email
- +20 points: Requested a demo
- -10 points: Used a free email (e.g., Gmail, Yahoo)
- +15 points: Title includes “Director” or “VP”
Don’t overthink the math. You’ll tweak it later. The point is to get a rough draft.
What to ignore for now: - Social media follows (rarely leads to sales) - “Engagement” metrics that don’t actually signal interest, like time on site
Step 3: Set Up Custom Fields in Getlia
Now, open up Getlia and make sure you have the right fields to capture the info you want to score on. If Getlia doesn’t already have a field for “Job Title” or “Demo Requested,” add it.
How to do it: 1. Go to your Getlia dashboard. 2. Click “Settings” or “Fields” (depends on your version). 3. Add custom fields as needed (text, dropdowns, checkboxes).
Why bother? Automated scoring only works if you have the data. Garbage in, garbage out.
Step 4: Build Your Lead Scoring Rules
This is where you actually tell Getlia to assign points. Most CRMs call this “lead scoring automation” or “rules engine.”
Here’s how in Getlia: 1. Navigate to “Automation” or “Lead Scoring” in the menu. 2. Click “Create New Rule” (or similar). 3. Set up your rules based on the fields and actions you picked earlier.
Example rules: - “If ‘Job Title’ contains ‘VP’ or ‘Director’, add 15 points.” - “If ‘Last Email Opened’ is within past 7 days, add 10 points.” - “If ‘Company Size’ is less than 10, subtract 5 points.”
Pro tip: Don’t go crazy with too many rules. Start with 5–7 meaningful ones.
What doesn’t work: - Super vague rules (“Interested in product” — what does that mean?) - Scoring based on data you rarely collect
Step 5: Automate Lead Score Updates
Lead data changes. Someone might visit your pricing page after they first sign up. Make sure your scoring updates automatically.
In Getlia: - Use “triggers” so that when a field changes or when a lead takes an action, their score updates right away. - Schedule periodic re-scoring if Getlia offers it, so old leads don’t get stuck with outdated scores.
Watch out for: - Manual updates: These defeat the purpose. - Data that doesn’t sync from your website/form tools—test it end-to-end.
Step 6: Route Leads Based on Score
Scoring is pointless if you don’t do something with it. Use your lead scores to drive follow-up.
Set up these automations: - High-score leads: Assign to your best reps, or trigger an instant follow-up email. - Medium-score leads: Put into a nurture sequence. - Low-score leads: Maybe just tag them for now, or send to marketing for more warming up.
How to do it in Getlia: 1. Go to “Automations” or “Workflows.” 2. Create rules like: “If lead score > 50, assign to [Sales Rep].” 3. Connect to your email or task system if you want instant notifications.
Don’t: - Route everything to sales. They’ll hate you. - Ignore low scorers forever. Some just need more time.
Step 7: Test, Tweak, and Don’t Trust Default Scores
You’re not done the moment you turn this on. Most lead scoring models are wildly off at first.
What to do: - Check in weekly for the first month. Are good leads getting high scores? Are junk leads slipping through? - Ask your sales team for honest feedback. If they ignore your high-score leads, your model’s broken. - Adjust your scoring weights as you learn. It’s normal.
Stuff to skip: - Don’t obsess over “best practices” from other companies. Your buyers are your buyers. - Don’t try to make it perfect upfront. It never is.
Common Pitfalls (and How to Dodge Them)
- Overcomplicating your model: More rules ≠ better results. Complexity just makes it harder to maintain.
- Scoring everyone too high or too low: Spread out your scores so only the top 10–20% get fast-tracked.
- Forgetting to update rules: Your ideal customer profile will change. Don’t set and forget.
- Blindly trusting the algorithm: Use scores as a guide, not gospel.
Keep It Simple, Iterate Often
Automated lead scoring in Getlia can save you a ton of time—if you keep it grounded in what actually works for your sales process. Start with a simple model, automate the basics, and be ready to tweak as you learn. Don’t let perfect be the enemy of good. The best systems are the ones you actually use.
Now go build something that helps your team, not just your dashboard.