Lead Scoring
How every new lead gets a Hot, Warm or Cold score, where you see it, and what it doesn't take into account.
Every new lead gets a score from 0 to 100 and a temperature (Hot, Warm or Cold), so you can see which homeowners to call first. It's worked out once, the moment the homeowner submits, from two things: how soon they want the install, and whether they reached you while you're open.
The question homeowners answer
Every homeowner is asked "When are you looking to install?" after the question about when their home was built, just before their contact details. It's one tap:
- As soon as possible
- Within the next month
- In 1–3 months
- Just researching for now
The question is asked on every estimator and can't be switched off in Estimate Questions. Their answer is shown on the lead as Install Timeline.
How the score is worked out
The score is the points from both signals added together:
| Signal | Up to | Points |
|---|---|---|
| Timeline: their answer to When are you looking to install? | 80 | As soon as possible 80 · Within the next month 55 · In 1–3 months 25 · Just researching for now 0 |
| Business hours: whether they submitted while you're open | 20 | During your hours 20 · Outside your hours 0 · Hours not set 0 |
The total decides the temperature:
| Temperature | Score |
|---|---|
| Hot | 70–100 |
| Warm | 40–69 |
| Cold | 0–39 |
So every lead gets one of these scores:
| Timeline | During your hours | Outside your hours | Hours not set |
|---|---|---|---|
| As soon as possible | 100 · Hot | 80 · Hot | 80 · Hot |
| Within the next month | 75 · Hot | 55 · Warm | 55 · Warm |
| In 1–3 months | 45 · Warm | 25 · Cold | 25 · Cold |
| Just researching for now | 20 · Cold | 0 · Cold | 0 · Cold |
Until you set your hours, the score comes from the timeline alone, so a homeowner who wants the install as soon as possible is still Hot. Setting your business hours can only add points: it's what turns a Within the next month lead that arrives while you're open from 55 Warm into 75 Hot.
Where you see it
| Where | What shows |
|---|---|
| Estimates list | A Lead column after the homeowner's name, with the temperature and score, such as Hot · 80. Hover it to see where the points came from. |
| Estimates filter | Lead score shows only Hot, Warm or Cold leads. |
| Estimates sorting | Click the Lead heading for the highest scores first, and again for the lowest first. Leads without a score stay at the bottom either way. |
| A lead's detail page | A Hot · 75 badge beside the homeowner's name, an Install Timeline row under System Information, and a Lead score card with the score out of 100 and a line for each signal, such as Timeline — within a month — 55/80. |
| Export CSV | Three columns near the end: Install Timeline, Lead Score and Lead Temperature. |
| Your CRM, if Lead Connector is connected | A lead: iehq hot-lead, lead: iehq warm-lead or lead: iehq cold-lead tag, and the score in a Lead Score field if you create one. The Estimate Summary gains a Timeline: line but never the score. See CRM. |
| Lead notification emails, if they're set up | New lead · Hot above the headline, and a line such as Lead score: 75 — Hot (within a month · during business hours) at the end of Estimate details. |
When your business hours weren't set, the lead's Lead score card shows Business hours — not set — 0/20 with a link to set them. Only owners and admins can change business hours, so members see Ask an admin to set business hours instead of the link.
What the score doesn't do
- It never changes. The score is saved when the homeowner submits. Picking an option, choosing a zone count or booking a visit doesn't change it, and nor does setting or changing your business hours afterwards.
- It doesn't know where the homeowner came from. An ad, a search or a link on your website all score the same.
- It doesn't look at the price or the option they picked. Only the two signals above count.
- Older leads aren't scored. Leads from before lead scoring was added show — in the list and Not scored — submitted before lead scoring was enabled. on their detail page. They're left out of the Lead score filter, have blank score columns in your CSV, and get no temperature tag, Lead Score value or email score line.
- Homeowners never see it. Their results page doesn't show a score, and the Estimate Summary in your CRM never includes it, so that stays safe to send them. See CRM.
- The points and bands are fixed. You can't change what each answer is worth or where Hot starts.
- Business hours are simple. One range per day, nothing past midnight, no holidays, one time zone per company and US time zones only. See Business Hours.