How to Score Leads Like a Pro: A Canadian Guide for Net-Zero Contractors
Written by Solenery
2 min read
Introduction
When your inbox is full of quote requests, intake forms, and casual inquiries, how do you know which leads are worth your time?
That’s where lead scoring comes in.
For Canadian net-zero contractors—whether you install solar panels, heat pumps, or EV chargers—lead scoring helps you:
- Prioritize high-intent buyers
- Reduce wasted sales calls
- Close more deals with less effort
In this guide, you’ll learn how to build and apply a simple, effective lead scoring system tailored to Canada’s clean energy landscape.
What Is Lead Scoring and Why Does It Matter?
Lead scoring is the process of assigning numerical values to each lead based on how likely they are to convert.
It’s especially helpful for:
- Small sales teams who need to stay focused
- Contractors juggling residential and commercial projects
- Managing follow-ups through long rebate and loan timelines
Think of it as your sales GPS—it helps you choose which lead to follow first.
The Clean Energy Lead Scoring Framework (Canada-Ready)
Here’s a ready-to-use scoring system designed for Canadian contractors:
| Lead Criteria | Points |
|---|---|
| Owns home (vs. renter) | +10 |
| Lives in province with active rebates (ON, BC, QC) | +8 |
| Interested in bundled upgrades (e.g., solar + heat pump) | +15 |
| Asked for financing info (loan, PPA, etc.) | +12 |
| Left partial form or didn’t respond | –8 |
| Lives in heritage zone or condo with strict HOA | –10 |
Scoring Tiers:
- 35+ points: Fast-track to sales call
- 20–34 points: Add to nurture email sequence
- Under 20 points: Invite to a webinar or send educational content
Automating the Scoring Process with CRM Tools
Even for small teams, manual scoring isn’t necessary. Here’s how to automate:
- Use Google Sheets + Zapier to assign points and trigger emails
- Upgrade to HubSpot, Brevo, or similar CRMs to score and route leads automatically
- Integrate smart forms like Typeform or Jotform for better lead data
💡 Pro Tip:
Add a form field like “How soon are you planning to upgrade?” to instantly gauge urgency.
Canadian Nuances That Affect Lead Scores
Unlike the U.S., clean energy buying patterns in Canada are shaped by:
- Incentives – Programs like Greener Homes, HER+, LogisVert, and CleanBC greatly influence interest
- Seasonality – Expect peak demand in spring/summer or just before grant deadlines
- Housing type – Detached homes score higher due to installation feasibility
Update your scoring model regularly to reflect changing incentive rules and market dynamics.
What to Do with Low-Scoring Leads
A low score doesn’t mean “no” forever. Here’s how to stay top-of-mind:
- Add them to your email list with rebate updates and seasonal content
- Invite them to an “Is My Home Ready?” webinar
- Offer a downloadable freebie like “Top 5 Mistakes to Avoid When Going Solar in Ontario”
These touches build trust—so when they’re ready, you’re their first call.
Explore Partnership Opportunities
Solenery delivers leads that are already scored, qualified, and rebate-eligible—so you can focus on selling.
Conclusion
Lead scoring helps you work smarter—not harder. With a scoring system tailored to Canadian clean energy buyers and regional rebates, you’ll spend less time chasing and more time closing.
Not sure where to start?
Solenery filters out tire-kickers and connects you with rebate-ready homeowners who are ready to act.
Stop chasing leads—start converting qualified ones.