Keep it simple
Enterprise lead scoring uses dozens of signals. Small teams need three buckets: fit, signal and contactability.
Fit (0–3 points)
- in your core niche: +1
- in your target size range: +1
- in a location you serve well: +1
Signal (0–3 points)
The problem you solve, visible in data:
- clear signal (no website for web design, under 4 stars for reputation, active ads for creative): +2
- secondary signal (few photos, no booking, slow site): +1
Contactability (0–3 points)
- owner name found: +1
- email found: +1
- mobile number found: +1
Use the score
- 7–9: contact first, personalise one-to-one, call if possible
- 4–6: segment campaign
- 0–3: skip or keep for later
Build it in a spreadsheet
Export with the columns you need, add a formula column for the score, and sort. Prospect Cheap filters ("Has owner name", "Has email", "No website", rating ranges) let you build the top tier directly before exporting.
Improve it with results
After a month, check which scores turned into meetings. If owner-name leads reply twice as often, weight that higher.
Example scores
| Lead | Fit | Signal | Contactability | Score |
|---|---|---|---|---|
| Roofer, 60 reviews, not in top 3, owner + email + mobile | 3 | 2 | 3 | 8 |
| Roofer, 12 reviews, website present, email only | 2 | 1 | 1 | 4 |
| Roofing supplier (wrong niche) | 0 | 0 | 2 | 2 |