The Problem: Not All Inquiries Are Equal
Your banquet hall receives 50 inquiries monthly. You spend equal time on each. Result? 45 ghost you, 3 book, 2 were serious but chose competitors.
The hidden cost: 100+ hours wasted on low-quality leads while serious clients wait for responses.
What is Lead Scoring?
Lead scoring assigns numerical values to inquiries based on signals that predict booking likelihood. High scores = serious clients. Low scores = tire-kickers.
Benefits:
- Respond fastest to best leads
- Reduce time waste by 60%+
- Increase conversion rates 30-50%
- Identify price shoppers vs decision-makers
- Prioritize follow-ups intelligently
Key Scoring Factors for Event Venues
1. Budget Signals (+20 to -10 points)
High Score: Asks about packages, mentions specific budget, requests detailed quote
Low Score: "What's your cheapest option?", asks 10+ venues simultaneously, budget far below your minimum
2. Timeline Urgency (+15 to -5 points)
High Score: Event in 2-6 months (sweet spot), specific date confirmed
Low Score: "Just checking prices", event 12+ months away, no date decided
3. Response Behavior (+10 points each)
- Responds within 2 hours of your quote
- Asks detailed operational questions
- Requests venue visit/tour
- Provides complete event details upfront
4. Inquiry Source (+5 to +15 points)
Highest: Referral from past client (+15)
High: Direct website contact (+10)
Medium: Google search (+5)
Low: Mass inquiry platforms (0)
5. Event Type (+5 to -5 points)
High Conversion: Corporate events, weddings with planner, milestone birthdays (+5)
Low Conversion: "Just looking", unnamed event type, vague description (-5)
Lead Scoring in Action: Real Example
Inquiry A - Score: 75/100 (High Quality)
- Wedding in 4 months (+15)
- Budget ₹8L mentioned (+15)
- Specific guest count: 450 (+10)
- Referred by previous client (+15)
- Detailed requirements provided (+10)
- Responded in 30 minutes (+10)
Action: Priority response within 1 hour, assign senior sales, schedule immediate tour
Inquiry B - Score: 25/100 (Low Quality)
- "Checking prices" - no date (-5)
- "What's cheapest hall?" (-10)
- Sent to 15+ venues simultaneously (-10)
- No event details provided (-5)
- No response to follow-up (-10)
Action: Auto-responder with pricing PDF, minimal manual effort
How BanquetPro's Lead Scoring Works
BanquetPro uses pattern-recognition (not AI hype) built from analyzing thousands of actual venue bookings:
- 85%+ accuracy in identifying serious inquiries
- Automatic scoring as inquiry details are entered
- Visual indicators - green (hot), yellow (warm), red (cold)
- Priority alerts for high-score leads
- Follow-up scheduling based on score
- Learning system - improves as you mark won/lost bookings
Implementing Lead Scoring (Manual Method)
If you're not using software, create a simple scoring sheet:
| Factor | Points |
|---|---|
| Event date 2-6 months out | +15 |
| Budget mentioned & realistic | +15 |
| Detailed event info provided | +10 |
| Fast response to quote | +10 |
| Requests venue visit | +10 |
| Referral from past client | +15 |
| Corporate/wedding event | +5 |
Total 80+: Immediate priority response
40-79: Standard response within 24 hours
Below 40: Automated response, low manual effort
Results: What to Expect
Venues using lead scoring report:
- 40-60 hours saved monthly (not chasing dead leads)
- 30-50% conversion increase (focus on quality)
- Faster response to serious clients (beat competitors)
- Less staff frustration (clear prioritization)
- Higher average booking value (filter price shoppers)
Common Mistakes
❌ Scoring Too Rigidly
Use scores as guides, not absolutes. Sometimes low-score leads surprise you.
❌ Ignoring Low-Score Leads Completely
Send automated responses. Even 5% of "tire-kickers" book eventually.
❌ Not Updating Scores
Reassess as client provides more information. Initial low score can become high score.