Intent scoring is a lead qualification method that assigns a numerical score to each website visitor based on their behavior — pages visited, time spent, CTA clicks, pricing page views, return visits, and form engagement. Higher scores indicate stronger purchase intent, letting you focus on leads most likely to convert.
How does intent scoring work for lead qualification?
Intent scoring assigns a numerical value to each visitor based on their behavior. The higher the score, the more likely they are to convert. This lets you focus your energy on the leads that matter most.
The scoring model considers multiple behavioral signals: pages visited, time spent, scroll depth, CTA interactions, return visits, pricing page views, form engagement, and chatbot conversations.
Each action carries a different weight. A pricing page view might be worth 7 points. A form submission is worth 10. A return visit within 48 hours adds 5. These weights are calibrated based on actual conversion data.
The result is a prioritized pipeline. Instead of treating every lead the same, your team can see at a glance who is hot, who is warm, and who is just browsing. This alone can cut wasted outreach time by 60 percent or more.