Lead Scoring and Qualification

Not every request is a good fit for your business. Lead scoring lets Driive automatically evaluate incoming requests based on their answers to booking questions, so you can focus your time on the jobs that matter most — and gracefully route the rest to your team for review.

How lead scoring works

Every request carries a lead score from 0 to 100. Driive calculates it from the customer's answers and compares it against the qualification threshold you set.

Here's the flow:

A customer books through your booking page (or Dot gathers details on a call) and answers the booking questions.
Driive evaluates each answer against the qualification rules you configured.
The scored answers are blended into a single lead score — the strongest signal anchors the result.
The score is compared to the qualification threshold.
If the score meets the threshold, the request keeps moving — the customer goes straight to picking a time.
If it falls below, Driive opens a Failed qualification issue on the request in your Inbox, and the customer sees a friendly thank-you message instead of the time picker. Your team makes the final call.

You'll see the lead score and qualification result on the request — including a lead-score gauge right in the Inbox list.

Where to configure lead scoring

Lead scoring lives in two places on the appointment type:

Navigate to Setup > Appointment Types and open the type you want to configure.
On the Settings tab, turn on Enable Lead Qualification and set the Qualification threshold.
On the Questions tab, add qualification rules to the questions you want to score.

Qualification types

Each scored question is categorized into a qualification type that reflects what aspect of the lead it evaluates:

Qualification type	What it measures	Example
Urgency	How soon the customer needs the service	"When do you need this done?" — "This week" vs. "No rush"
Budget	Whether the customer's budget aligns with your pricing	"What's your approximate budget?" — "$5,000-10,000" vs. "Under $500"
Timeline	The customer's expected timeline for the project	"When are you planning to start?" — "Immediately" vs. "6+ months"
Scope	The size or complexity of the job	"Approximate square footage?" — "3,000+" vs. "Under 500"
Value	The estimated revenue or strategic value of the lead	"Is this a commercial or residential property?" — "Commercial" vs. "Residential"

You don't need to use all five types. Pick the ones that are relevant to how you evaluate leads for this specific service.

Weights

Each qualification rule assigns a weight that determines how the matching answer influences the lead score:

Weight	Effect	When to use
Auto Qualify	Immediately qualifies the request regardless of other answers	The answer signals a clearly ideal customer
Score High	A strong positive signal (scores around 85)	The answer points to a great fit
Score Medium	A moderate positive signal (scores around 60)	The answer is promising but not decisive
Score Low	A weak signal (scores around 35)	The answer suggests a marginal fit
Auto Disqualify	Immediately disqualifies the request regardless of other answers	The answer signals a clear mismatch — you can add an optional reason message

Setting weights on answers

On the Questions tab, open the question you want to score.
Add a qualification rule for each answer (for select questions, one rule per option; for text and number questions, rules based on the answer's content).
Pick the weight for each rule.
Not every question needs rules — leave questions unscored if they're just for information gathering.

Tip: Driive can also configure scoring for you. Use the AI recalibration option on the Questions tab to generate sensible qualification rules from your existing questions, then adjust them to taste.

Threshold

The Qualification threshold is the minimum lead score a request must reach to qualify. Set it on the Settings tab with the threshold slider:

Lower threshold — More requests qualify. Good if you want volume and don't mind some lower-quality leads.
Higher threshold — Fewer requests qualify. Good if your team is busy and you want to focus on high-value jobs.

Note: A request with no scored answers lands at a neutral score of 50. Keep that in mind when placing your threshold — a threshold above 50 means unscored requests need positive signals to qualify.

Finding the right threshold

Start with a moderate threshold and adjust based on results:

Turn on lead qualification with a moderate threshold.
Review the requests that come through over the next week or two.
If too many low-quality leads are getting through, raise the threshold.
If you're turning away leads that are actually good fits, lower it.

What happens when a request fails qualification

When a request's score falls below the threshold (or an answer triggers Auto Disqualify), the appointment isn't created automatically. Instead:

Driive opens a Failed qualification issue on the request, which lands in your Inbox.
The customer sees a thank-you message — "we'll be in touch soon" — rather than a rejection.
Your team reviews the request: the lead score, the answers, and the customer's details are all on the request detail page.

From there, you make the final call:

Approve & Schedule — Override the qualification result and move the request forward in one step. Even disqualified leads can be approved if the job turns out to be a good fit.
Archive — Quietly set the request aside. It stays accessible if you ever need it — there's no delete.

Example: A landscaping company uses Auto Disqualify on the answer "Commercial property over 5 acres" because they only serve residential properties. A customer who selects that answer is flagged, and the request lands in the Inbox with a Failed qualification issue. Your team can archive it — or click Approve & Schedule if the job turns out to be manageable.

How scores are calculated

Driive blends your scored answers into one 0–100 lead score. The strongest signal anchors the result, and weaker signals pull it down slightly — so one great answer isn't erased by a couple of average ones, but a pile of weak answers won't score like a hot lead either.

Here's a simplified example for a "Roof Inspection" appointment type with a threshold of 60:

Question	Answer	Weight
When do you need this done?	This week	Score High
Approximate roof size?	Over 3,000 sqft	Score High
Type of work needed?	Just inspection	Score Low

Two strong signals anchor this lead high — it comfortably clears the threshold. A customer who answers "No rush," "Under 1,000 sqft," and "Just inspection" (all Score Low) lands in the 30s and gets flagged for review instead.

Tips for effective lead scoring

Score the questions that matter most. Not every booking question needs rules. Only score the ones that genuinely help you evaluate fit.
Use Auto Disqualify sparingly. Reserve it for absolute deal-breakers (e.g., a service you don't offer).
Review and adjust. Lead scoring works best when you iterate. Check the Failed qualification issues in your Inbox periodically to make sure you're not missing good customers.
Design questions with scoring in mind. Select-type questions with clear, distinct options score more reliably than free-text fields.

Next steps

Booking Questions — Set up the questions that feed into lead scoring.
Issues and Reasons Explained — See how Failed qualification fits into your Inbox.
Troubleshooting Appointment Types — Fix issues with lead scoring disqualifying too many or too few leads.