So you’ve got leads piling up, and you’re sick of wasting time on the wrong ones. Automated lead scoring promises to help, but most guides either drown you in theory or skip the actual setup. This article is for anyone who wants to actually get automated lead scoring running in Getlancey—without the fluff, with real advice, and with a healthy dose of skepticism about what’s actually useful.
Why bother with automated lead scoring?
If you’re reading this, you probably already know: you want to prioritize the leads most likely to become customers so you don’t waste time chasing dead ends. Manual sorting is a drag, and spreadsheets get out of hand fast. Automated lead scoring in Getlancey can help you:
- Respond faster to high-potential leads
- Focus your sales energy where it matters
- Avoid the “gut feeling” trap (which, let’s be honest, isn’t as reliable as you think)
But a warning: lead scoring isn’t magic. It’s only as good as the criteria you set up and the data you’re feeding in. Go in expecting to iterate.
Step 1: Get your data in order
You can’t score what you can’t see. Before you even touch scoring settings, make sure your leads have enough data to work with.
What you need:
- Contact details: Name, company, email, phone. The basics.
- Source info: Where did the lead come from? Website, referral, cold call, etc.
- Engagement data: Have they opened emails, visited your site, or booked a meeting?
- Custom fields: Industry, company size, budget—whatever matters for your business.
Pro tip: If you’re missing key info, set up your forms or integrations to actually collect it. Garbage in, garbage out.
Step 2: Define what a “good lead” looks like (for you)
This is where people usually get stuck. Don’t just copy someone else’s scoring template—think about what actually predicts a sale for your business.
Ask yourself:
- Which leads have closed in the past?
- What traits or behaviors did they share?
- Which leads always waste your time?
Some example criteria to consider:
- Demographics: Job title, company size, industry
- Behavior: Downloaded a whitepaper, requested a demo, opened 3+ emails
- Source: Referral leads vs. cold web signups
Don’t overthink it. Start with 3–5 things you know matter, and skip the rest for now.
Step 3: Log in and navigate to Lead Scoring
Time to actually open Getlancey and get your hands dirty:
- Log in to your Getlancey dashboard.
- From the left-hand sidebar, go to Settings > Lead Scoring.
- If you’ve never set up lead scoring before, you’ll see a blank slate. Click Create Scoring Rule (or similar—menu names change sometimes).
Heads up: If you don’t see these options, double-check your user permissions. Some plans restrict access to lead scoring features.
Step 4: Set up your scoring rules
This is the meat of it. In Getlancey, scoring rules let you add (or subtract) points based on lead attributes or actions.
How to set a rule:
- Choose a trigger: e.g., “Job Title is ‘Marketing Director’”
- Set the score: e.g., “Add 10 points”
- Optional: Make it negative: e.g., “If company size is ‘1–10’, subtract 5 points”
Some practical rule ideas:
- Email opened: +5 points
- Demo requested: +15 points
- Industry matches your ideal customer: +10 points
- Personal email address (Gmail, Yahoo, etc.): –10 points (usually less qualified)
- No website provided: –5 points
Add one rule at a time. Don’t load up 20 rules on day one—you’ll just create noise.
What to ignore:
- Overcomplicated behavior tracking: Do you really care if someone clicked your “About Us” page?
- Too many negative points: Don’t make it impossible for a lead to score high.
Pro tip: If you’re not sure about a rule, leave it out and add it later if you notice a pattern.
Step 5: Set thresholds and actions
Scoring is pointless unless you actually do something with the scores.
Set your thresholds
- Hot leads: e.g., 30+ points
- Warm leads: e.g., 15–29 points
- Cold leads: Under 15 points
In Getlancey, you can usually set these thresholds under the Lead Scoring Settings page with simple sliders or number fields.
Set up automations (optional, but useful)
- Notify sales when a lead hits “hot” status
- Trigger email sequences for warm leads
- Flag cold leads for later nurturing
Don’t try to automate everything. Focus on the one or two actions that will actually save you time.
Honest take: Automations are great until they start spamming your team or your leads. Test with a few leads first.
Step 6: Test your setup with real leads
Don’t trust that your rules work just because they’re saved. Run a few actual leads through the system.
- Pick 10–20 recent leads from your database.
- See what scores they get. Do the best ones bubble to the top?
- Spot-check: Are any obviously good or bad leads being mis-scored?
If you see weird results, tweak your rules or thresholds. It’s normal to need a few rounds of adjustments.
Pro tip: Keep notes on what you change and why. Otherwise, in a month, you’ll forget why you gave “Consultant” an extra 5 points.
Step 7: Monitor, tweak, and keep it simple
Automated lead scoring isn’t set-and-forget. Check in every couple of weeks:
- Are your salespeople actually acting on hot leads?
- Are any leads slipping through the cracks?
- Are your scores still matching reality as your business changes?
If you find yourself constantly fiddling with rules, you probably made it too complicated. The best setups are simple and obvious—if you have to explain the scoring to everyone twice, it’s too much.
What works—and what to skip
What works: - Using just a handful of well-chosen rules - Setting up a clear notification for “hot” leads - Reviewing and adjusting every month or so
What doesn’t: - Overengineering with too many rules or triggers - Relying on lead scoring instead of actually talking to leads - Ignoring feedback from your sales team (they’ll spot misses before you do)
Skip this: - Fancy scoring models with 30+ rules - Trying to automate everything from day one - Blindly trusting the scores—always double-check
Bottom line
Automated lead scoring in Getlancey is most useful when you keep it simple and stay hands-on. Don’t get seduced by the promise of a “perfect” system. Start basic, test with real leads, and keep tuning. The goal isn’t to automate your instincts out of the business—it’s to give yourself a head start on who’s actually worth your time.
If you’re ever in doubt, cut a rule, not add one. Simple usually wins.