This article covers how to set up and use lead scoring in Keap™ Max, including how scoring works, how to configure scoring rules, and how to view a contact's lead score. Lead scoring is only available in Keap Max.

How Lead Scoring Works

Lead scoring is an objective way to assess a prospect's level of interest based on engagement activity. It allows sales teams to prioritize the most engaged leads and focus outreach accordingly.

In Keap Max, a lead score is a set of rules that automatically assign points to a contact record based on tags applied, web forms submitted, links selected, and emails opened. Points can be set to expire after a specified period of time. Points can also be subtracted — for example, if a contact has not opened an email within a defined period.

Once enabled, the scoring process runs continuously in the background and updates in real time, adding and subtracting points based on the defined rules. The score is visible on the contact record.

Before configuring scoring rules, take time to define a strategy based on sales team knowledge and experience. List the ways prospects interact during the sales process and assign a point value to each activity. Activities that indicate stronger interest should receive more points than those that indicate marginal interest.

Before setting up scoring rules, review the account's tags to confirm:

• Tags have been created to represent each prospect activity identified in the strategy.

• Tags are being applied to or removed from contacts automatically through automations or manually by users.

Set Up Lead Scoring

1. Select the user avatar and choose Settings.

   

   The screenshot above shows the Settings option in the Keap user avatar menu.

2. Select Lead Score Settings.

   

   The screenshot above shows the Lead Score Settings option in Keap Settings.

3. Enter the number of points that represents an ideal score of 5 flames. The number of flames displayed on a contact record is based on the percentage of the ideal score accumulated. The ideal score should represent the point threshold at which a contact is considered a hot lead.

   

   The screenshot above shows the ideal score field in Lead Score Settings.

4. Define scoring rules by selecting a Tag or Activity as the first parameter. In the example below, a rule is created that increases the score by 2 points when a web form is submitted, using Activity as the first parameter.

   

   The screenshot above shows the first parameter dropdown in the scoring rule builder with Activity selected.

5. Select contains as the next parameter.

   

   The screenshot above shows the second parameter dropdown with contains selected.

6. Select Web Form Submission from the dropdown for the next parameter.

   

   The screenshot above shows the activity type dropdown with Web Form Submission selected.

7. Set the point value and optionally set an expiration period. In this example, the score increases by 2 points and expires after one month (4 weeks).

   

   The screenshot above shows the point value and expiration fields for the scoring rule.

8. Select Add a rule to add additional rules based on tags or other activities.

   

   The screenshot above shows the Add a rule button in Lead Score Settings.

9. Select Save after all scoring rules have been configured.

View a Contact's Lead Score

1. Navigate to Contacts, then select People.

   

   The screenshot above shows the Contacts People view in Keap.

2. Select a contact from the list.

   

   The screenshot above shows a contact selected in the Contacts People list.

3. The contact's lead score is displayed in the Additional info section of the contact record.

   

   The screenshot above shows the lead score in the Additional info section of a Keap contact record.

Frequently Asked Questions

What does this article cover?

This article covers how lead scoring works in Keap Max, how to configure scoring rules, and how to view a contact's lead score. Lead scoring is only available in Keap Max.

After creating scoring rules, why do scores not appear on contact records immediately?

After changes are made to lead score settings, it may take up to 20 minutes for all contact scores to update across the account.

Does submitting multiple web forms earn additional points each time?

No. A web form submission is counted once per contact. Submitting the same or additional forms does not generate additional points from that rule.

If a rule contains two criteria, must a contact meet both to receive points?

No. Only one of the criteria needs to be fulfilled for the contact to receive the points for that rule. If both criteria are met, the contact receives the points only once.

Can multiple lead scores be configured in one Keap account?

No. Only one lead score can be configured per Keap account.