Lead scoring and Ideal Customer Profile (ICP) setup help you automatically identify and prioritize your most valuable website visitors. By defining your ideal customer criteria, HappierLeads assigns scores to each visitor, allowing you to focus on the leads most likely to convert.

Lead scoring is an automated system that assigns numerical values (typically 0-100) to each identified visitor based on how well they match your ideal customer profile. The higher the score, the better the fit for your business.

For example, a visitor who works in your target industry, has a senior job title, and is from a company with 100+ employees might score 95/100, while a student from a small startup might score 20/100.

Understanding lead scores

Your Ideal Customer Profile (ICP) is a detailed description of the type of company and person that gets the most value from your product or service. It includes both 

Business criteria focus on company characteristics that indicate a good fit. Common business criteria include:

Job title criteria help you identify the right decision-makers within companies. You can target specific roles or seniority levels:

Follow these steps to configure lead scoring in HappierLeads:

Lead scoring and ICP configuration

 Start broad and refine over time. You can always adjust your criteria based on which leads convert best.

Example job title targeting for a B2B SaaS marketing tool:

Not all criteria are equally important. HappierLeads allows you to assign different weights to each criterion:

The system calculates a total score out of 100 based on how many criteria the visitor meets and their respective weights.

Once activated, all new identified visitors will be automatically scored based on your ICP criteria. Existing visitors will also be retroactively scored.

 for different products, market segments, or buyer personas. This is especially useful if you:

You can view and compare scores from different models side-by-side in your dashboard, helping you understand which segments your visitors belong to.

Comparing different ICP models

Using Lead Scores to Filter and Prioritize

Once your lead scoring is active, you can use scores to filter and segment your visitors in several powerful ways:

Use the left sidebar filters to view only high-scoring leads:

Filtering visitors by lead score

Create saved segments for leads that meet certain score thresholds combined with behavioral criteria:

Saving filtered segments

Managing saved segments

Use lead scores in your automations to send high-scoring leads to different destinations:

Analyze your current top customers to identify common characteristics. What industries are they in? What size companies? What job titles do your contacts have? Use these insights to build your initial ICP.

Don't try to include every possible criterion from day one. Start with 5-7 key criteria that matter most, then add more as you learn what works.

Set a monthly reminder to review which high-scoring leads converted and which didn't. Adjust your criteria and weights based on real conversion data.

 (how well they match your ICP), but don't ignore 

 (their behavior). A lead scoring 95 who visited once for 10 seconds is less valuable than a lead scoring 70 who returned 3 times and spent 20 minutes on your pricing page.

5. Don't Ignore Low-Score Leads Completely

While you should prioritize high-scoring leads, occasionally review low-scoring leads who show strong intent signals. You might discover new market segments or need to adjust your ICP.

Track these metrics to evaluate and improve your lead scoring model:

 Export your leads to CSV and analyze conversion rates by score range in a spreadsheet. This helps you find the optimal score threshold for your business.

Complete guide to setting up lead scoring and defining your Ideal Customer Profile (ICP) in HappierLeads. Learn how to prioritize high-value visitors automatically.

How to Set Up Lead Scoring and Your Ideal Customer Profile (ICP)

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