Free tool
Lead scoring sheet for UK teams
Decide which leads to call first. Tick what you know about a lead to see its score, change the points to suit how you sell, then download the sheet to score every lead in Excel or Google Sheets.
Nothing you type leaves this page.
Opens in Excel, Google Sheets and Numbers. Type 1 under each criterion a lead meets; the score and Hot, Warm or Cold grade fill in by themselves.
The default criteria, and why
Fit: are they the right kind of customer?
- Based in the UK: +10
- Active company on Companies House: +10
- VAT registered (turnover likely over £90,000): +10
- Right size for you (for example 10 to 49 staff): +15
- In an industry you sell to (SIC code): +10
- Decision maker: owner, director or head of: +15
Engagement: are they interested now?
- Filled in a form or asked for a quote: +20
- Booked a call or meeting: +25
- Replied to an email or called you: +15
- Visited your pricing page: +10
- Opened or clicked a recent email: +5
Minus points: reasons to hold back
- Personal email address (Gmail, Hotmail): -10
- No reply in 90 days: -15
- Student, job seeker or competitor: -50
Fit tells you whether a lead could ever be a good customer; engagement tells you whether now is the time. A lead needs both to be Hot, which is why the default Hot line (70) is out of reach on fit alone.
Getting the most from it
- Check fit for free. Companies House shows whether a company is active and its SIC code (industry). A VAT number suggests turnover above the £90,000 registration threshold.
- Set points from your wins. Look at your last 20 customers: the things most of them had in common deserve the most points.
- Keep it short. Ten or so criteria that everyone fills in beat thirty that nobody does.
- Review it every quarter. If Cold leads keep buying, or Hot ones never do, move the points.
- Stay on the right side of UK GDPR. Score on business facts and how people engage with you, say in your privacy notice that you prioritise leads this way, and never score on sensitive information such as health, religion or ethnicity.
Score leads inside your CRM
In SmartContact, add a number field called Lead score to your companies or contacts and set an automation rule: when the score changes to 70 or more, create a call task for the owner and set a Grade field to Hot. Companies House lookup fills in the company number, registered office and SIC codes for you. Free for up to 2 users.