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How to build an auto-segmenting system of leads, to automatically nurture

Tag along as I build an auto-segmenting system to score and segments lead based on their engagement, so you can ping your team when it's necessary to follow-up leads that are qualified.

Find a time in the calendar to get your full strategy before Christmas 👇

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Welcome to day 15 of the calendar🎅🏻

Attention is all you need.

Question is how you get the right type of attention.

While most obsess about "signals" on social media. We obsess about signals for all leads we have, what they've consumed, actions they've done - which have way more weight than just someone commenting on an influencer's post on LinkedIn.

By the end of today, you'll have a system that allows you to:

Automatically score all leads you have in your email list based on activities they do.
Automatically segment all your leads into 3 buckets, which tells you who are cold, warm and hot - allowing you to build custom experiences to each of your leads.
Automatically send signals and pings to your sales team, to manually focus time on certain leads reaching pre-set thresholds.

Ready to get started?

PS. The steps below will outline the process, but the video above will show you the entire process step by step, watching over my shoulder as I build this. So watch the video.

Before we dive in.

The system we are about to reveal is something we've built for 58+ companies, and it's part of the system that has helped companies and founders like yourself generate $15 million in closed and signed revenue in the past few years. If you're looking to do the same, watch the video - cause we have an invite at the end.

Step 1: You need Encharge

There are plenty of email automation tools out there, but none can compete with Encharge.

They got the best flexibility, automation, segmenting, and integrations I've seen.

If you're familiar with N8N. It's N8N for email automation.

You can connect it to N8N, and any other tool with webhooks.

Don't worry, you won't need any advanced technical skills to use this system in itself.

Click below to get an Encharge account to use this.

Sign up for Encharge here

Step 2: Import the template

The first thing you need is importing the template we created for you during the video by clicking the button below.

Click here to open and copy-import the template

By importing it, you'll get the segments, tags and the entire flow we just built together in the video.

If you didn't see the video at this point, I recommend go and see it.

Step 3: Build the rules

There are a few default rules for scoring and point giving we need to set before we get on to the customization part.

Below are the default actions a lead can do (or not do) which adds or subtracts points from their score.

Opening an email = +1 point
Clicking the link in an email = +2 points
Replying to an email = +3 points
Not opening an email = -1 points
Email bounced = -5 points
Visited a page on your website = +1 point (requires the Encharge pixel being installed).

These are the default actions.

You can add custom actions on top of this, and we will go more into this in step 4.

Step 4: Setup your custom actions

Encharge has it's own tracking pixel.

Meaning we can put it on our website and track if someone visited, or did something on our website (or app).

This is a complete game changer from all other email automation tools I've used before.

You can tag a lead if they visit a page on your site.

Have a booking page, and someone visited, but didn't book - send them an email.

This is when your business and creativity is what defines what you want to run.

However, here are a few we recommend to set up and run:

When some visits your booking calendar page, but doesn't book - meaning they visited the page and in e.g. 3h didn't get the tag for booking made - send them an email.
If someone visits your lead magnet / guides, the pages of those - give them a point, as it shows they're consuming it.
If someone books a call, and they don't submit a form before the call (which you should ask of them to gather more info), send them an email and ping them about it.

Again, these are just some you should think about adding, but it all comes down to the nature of your company.

What you sell. To whom.

So think about what custom actions you want to set up.

Step 5: Pinging system

Finally, we've gotten to the interesting and fun part of the guide. Setting up the custom follow-up systems.

These require thresholds and pings.

Here are a few we recommend setting up:

When someone reaches 0 points
When someone enters Warm segment
When someone enters Hot segment
When someone reaches 40 points

The reason for these four is because the first one is for dead cold leads. Meaning, they stopped doing anything and now have 0 points. We preferrably want to tailor this to your case though, where they wouldn't have received a point in the last 30 days.

Second one is when someone transitions into the warm segment. This can be if they go UP to warm, or DOWN to warm.

Third one is when someone gets into hot segment. These leads are hot, interested and engaged. You want to ping your sales team, or start showing different content, sending different emails etc.

The fourth one is when someone get 2x the points required to enter hot. These are your loyal followers and fans. You want to give them time and love.

And that's the auto-segment and score system

If you want to get the strategy that will help you generate the leads, or the system that help you nurture them with content that allows you to score them in the first place.

Book a call for us to give you a full walkthrough (it's free - but not for all).

200+ other founders like you have had this call, and say things like:

"You're the only ones that has provided me with a strategy that actually works."

"This was the best spent 30-minutes to get a personalized growth strategy laid out"

Click below and select a time, and we'll speak!

Ready to grow your company with an AI-powered lead generation system, like 58 other founders?

Get your own private walkthrough of the system that’s helping us (and founders like you) generate more than 1.5 million impressions per month on LinkedIn, resulting in $1 million+ in additional pipeline value every month.

Find a time in the calendar below to get your walkthrough 👇

No availability, click here to submit interest

See you on the other side!

Best regards,

Harald Roine (AKA. Buro Santa #1)

Lasse Flagstad (AKA. Buro Santa #2)