Lead scoring is the practice of assigning a numerical value to each prospective customer based on how likely they are to convert into a paying client. Factors include the lead source (referral vs. cold inquiry), property size, service type requested, urgency, location within the service area, and engagement with previous communications. Lead scoring helps service businesses prioritize follow-up efforts and allocate sales time efficiently.
A pressure washing company scores a lead at 85/100 because they were referred by an existing customer, own a 4,000 sq ft home in the prime service area, and requested a quote for three services. A cold web inquiry for a single driveway wash scores 40/100.
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