Lead Enrichment and Scoring
Module 18 · business · intermediate
learner.json
In n8n, copy this file and paste it onto the canvas, or use Import from File.
{
"name": "18 - Lead Enrichment and Scoring",
"nodes": [
{
"parameters": {
"httpMethod": "POST",
"path": "leads/enrich",
"responseMode": "responseNode",
"options": {}
},
"id": "m18-webhook",
"name": "Enrich Lead",
"type": "n8n-nodes-base.webhook",
"typeVersion": 2,
"position": [
0,
200
],
"webhookId": "course-18-enrich"
},
{
"parameters": {
"assignments": {
"assignments": [
{
"id": "s1",
"name": "offer",
"value": "We build automation and AI follow-up systems (online booking, reminders, lead follow-up) for local service businesses: clinics, dentists, law firms, home services and real estate teams.",
"type": "string"
},
{
"id": "s2",
"name": "icp",
"type": "object",
"value": "={{ {\n industries: {\n 'healthcare-clinics': ['dental', 'dentist', 'clinic', 'medical', 'chiropract', 'physio'],\n 'home-services': ['plumb', 'roofing', 'hvac', 'electrician', 'landscap', 'cleaning service'],\n 'legal': ['law firm', 'attorney', 'lawyer', 'legal services'],\n 'real-estate': ['real estate', 'realtor', 'property management', 'homes for sale'],\n 'ecommerce': ['online store', 'shop now', 'free shipping', 'add to cart'],\n 'saas': ['software', 'saas', 'platform', 'api']\n },\n target_industries: ['healthcare-clinics', 'home-services', 'legal', 'real-estate'],\n good_tech: ['wordpress', 'hubspot', 'google_analytics', 'wix', 'squarespace']\n} }}"
},
{
"id": "s3",
"name": "hot_threshold",
"value": 70,
"type": "number"
},
{
"id": "s4",
"name": "warm_threshold",
"value": 40,
"type": "number"
},
{
"id": "s5",
"name": "sheet_url",
"value": "https://docs.google.com/spreadsheets/d/YOUR_SHEET_ID/edit",
"type": "string"
}
]
},
"includeOtherFields": true,
"options": {}
},
"id": "m18-settings",
"name": "Settings (edit me)",
"type": "n8n-nodes-base.set",
"typeVersion": 3.4,
"position": [
220,
200
]
},
{
"parameters": {
"jsCode": "// Clean the incoming lead and work out which website to look at.\nconst FREE_MAIL = ['gmail.com', 'yahoo.com', 'hotmail.com', 'outlook.com', 'icloud.com', 'aol.com', 'proton.me', 'protonmail.com', 'live.com', 'msn.com'];\nconst req = $('Enrich Lead').first().json;\nconst b = req.body ?? {};\n\nconst email = String(b.email ?? '').trim().toLowerCase();\nconst emailDomain = email.includes('@') ? email.split('@')[1] : '';\nconst freeEmail = FREE_MAIL.includes(emailDomain);\n\nlet website = String(b.website ?? '').trim();\nif (!website && emailDomain && !freeEmail) website = emailDomain; // business email → guess the site\nif (website && !/^https?:\\/\\//i.test(website)) website = 'https://' + website;\n\n// Hostname without www (a regex: the Code sandbox may not provide URL())\nconst domain = website ? website.replace(/^https?:\\/\\//i, '').split(/[/:?#]/)[0].replace(/^www\\./, '').toLowerCase() : '';\n\nreturn [{\n json: {\n email,\n name: String(b.name ?? '').trim(),\n company: String(b.company ?? '').trim(),\n website,\n domain: domain || (freeEmail ? '' : emailDomain),\n free_email: freeEmail,\n valid: Boolean(email || website),\n dry_run: req.query?.dry_run === 'true',\n use_ai: req.query?.dry_run !== 'true' && req.query?.ai !== 'false',\n },\n}];\n"
},
"id": "m18-normalize",
"name": "Normalize Lead",
"type": "n8n-nodes-base.code",
"typeVersion": 2,
"position": [
440,
200
]
},
{
"parameters": {
"conditions": {
"options": {
"caseSensitive": true,
"leftValue": "",
"typeValidation": "strict",
"version": 2
},
"conditions": [
{
"id": "v1",
"leftValue": "={{ $json.valid }}",
"rightValue": "",
"operator": {
"type": "boolean",
"operation": "true",
"singleValue": true
}
}
],
"combinator": "and"
},
"options": {}
},
"id": "m18-valid",
"name": "Valid?",
"type": "n8n-nodes-base.if",
"typeVersion": 2.2,
"position": [
660,
200
]
},
{
"parameters": {
"respondWith": "json",
"responseBody": "={{ { error: 'send at least an email or a website: {\"email\": \"...\", \"website\": \"...\", \"name\": \"...\", \"company\": \"...\"}' } }}",
"options": {
"responseCode": 400
}
},
"id": "m18-400",
"name": "Respond Invalid",
"type": "n8n-nodes-base.respondToWebhook",
"typeVersion": 1.1,
"position": [
880,
400
]
},
{
"parameters": {
"conditions": {
"options": {
"caseSensitive": true,
"leftValue": "",
"typeValidation": "strict",
"version": 2
},
"conditions": [
{
"id": "w1",
"leftValue": "={{ $json.website }}",
"rightValue": "",
"operator": {
"type": "string",
"operation": "notEmpty",
"singleValue": true
}
}
],
"combinator": "and"
},
"options": {}
},
"id": "m18-hasweb",
"name": "Has Website?",
"type": "n8n-nodes-base.if",
"typeVersion": 2.2,
"position": [
880,
120
]
},
{
"parameters": {
"url": "={{ $json.website }}",
"sendHeaders": true,
"headerParameters": {
"parameters": [
{
"name": "User-Agent",
"value": "Mozilla/5.0 (compatible; lead-enrichment/1.0)"
}
]
},
"options": {
"response": {
"response": {
"fullResponse": true,
"neverError": true,
"responseFormat": "text"
}
},
"timeout": 10000,
"redirect": {
"redirect": {
"maxRedirects": 5
}
}
}
},
"id": "m18-fetch",
"name": "Fetch Website",
"type": "n8n-nodes-base.httpRequest",
"typeVersion": 4.2,
"position": [
1100,
40
],
"onError": "continueRegularOutput"
},
{
"parameters": {
"jsCode": "// Read the homepage HTML and pull out buying signals. No AI, no paid data provider.\nconst lead = $('Normalize Lead').first().json;\nconst fetched = $('Fetch Website').isExecuted ? $('Fetch Website').first().json : null;\nconst status = fetched?.statusCode ?? null;\nconst html = typeof fetched?.body === 'string' ? fetched.body : typeof fetched?.data === 'string' ? fetched.data : '';\nconst siteOk = Boolean(html) && status !== null && status < 400;\n\nconst grab = (re) => (html.match(re)?.[1] ?? '').replace(/\\s+/g, ' ').trim();\nconst text = html.replace(/<script[\\s\\S]*?<\\/script>|<style[\\s\\S]*?<\\/style>/gi, ' ').replace(/<[^>]+>/g, ' ').replace(/&[a-z#0-9]+;/gi, ' ').replace(/\\s+/g, ' ').trim();\nconst lower = (html + ' ' + text).toLowerCase();\nconst uniq = (a) => [...new Set(a)];\n\nconst TECH = {\n wordpress: /wp-content|wp-includes/, shopify: /cdn\\.shopify\\.com|myshopify\\.com/, hubspot: /js\\.hs-scripts\\.com|hs-analytics/,\n google_analytics: /googletagmanager\\.com|google-analytics\\.com/, wix: /wix\\.com|wixstatic/, squarespace: /squarespace/, webflow: /webflow/,\n intercom: /intercom/, stripe: /js\\.stripe\\.com/,\n};\nconst BOOKING = /calendly\\.com|acuityscheduling|cal\\.com\\/|booksy|squareup\\.com\\/appointments|zocdoc/;\n\nconst signals = siteOk ? {\n title: grab(/<title[^>]*>([\\s\\S]*?)<\\/title>/i),\n description: grab(/<meta[^>]+name=[\"']description[\"'][^>]+content=[\"']([^\"']*)[\"']/i),\n headline: grab(/<h1[^>]*>([\\s\\S]*?)<\\/h1>/i).replace(/<[^>]+>/g, ''),\n emails: uniq((text.match(/[\\w.+-]+@[\\w-]+\\.[\\w.-]+/g) ?? []).map((e) => e.toLowerCase())).slice(0, 5),\n phones: uniq(text.match(/(?:\\+?\\d{1,2}[\\s.-]?)?\\(?\\d{3}\\)?[\\s.-]\\d{3}[\\s.-]\\d{4}/g) ?? []).slice(0, 3),\n socials: uniq((html.match(/https?:\\/\\/(?:www\\.)?(?:linkedin\\.com|facebook\\.com|instagram\\.com|x\\.com|twitter\\.com|youtube\\.com)\\/[^\\s\"'<>]+/gi) ?? [])),\n tech: Object.entries(TECH).filter(([, re]) => re.test(lower)).map(([k]) => k),\n has_booking: BOOKING.test(lower),\n hiring: /we['’]re hiring|careers|join our team|open positions/.test(lower),\n location: grab(/<address[^>]*>([\\s\\S]*?)<\\/address>/i) || (text.match(/[A-Z][a-zA-Z]+,\\s?[A-Z]{2}\\s\\d{5}/)?.[0] ?? ''),\n} : null;\n\nreturn [{\n json: {\n ...lead,\n site_ok: siteOk,\n site_status: status,\n site_error: siteOk ? null : fetched?.error?.message ?? fetched?.error ?? (lead.website ? `HTTP ${status ?? 'no response'}` : 'no website to check'),\n signals,\n page_text: siteOk ? text.slice(0, 4000) : '',\n },\n}];\n"
},
"id": "m18-extract",
"name": "Extract Signals",
"type": "n8n-nodes-base.code",
"typeVersion": 2,
"position": [
1320,
120
]
},
{
"parameters": {
"jsCode": "// Score the lead against your ideal customer profile (ICP) with transparent points.\nconst icp = $('Settings (edit me)').first().json.icp;\nconst lead = $input.first().json;\nconst sg = lead.signals;\nconst reasons = [];\nlet score = 0;\nconst add = (pts, why) => { score += pts; reasons.push(`+${pts} ${why}`); };\n\n// Industry: first keyword match in title/description/headline/page text\nconst hay = sg ? `${sg.title} ${sg.description} ${sg.headline} ${lead.page_text}`.toLowerCase() : '';\nconst industry = Object.entries(icp.industries).find(([, words]) => words.some((w) => hay.includes(w)))?.[0] ?? null;\n\nif (industry && icp.target_industries.includes(industry)) add(25, `target industry (${industry})`);\nif (!lead.free_email && lead.email) add(15, 'business email');\nif (lead.site_ok) add(10, 'website reachable');\nif (sg?.has_booking) add(10, 'uses online booking');\nif (sg?.hiring) add(10, 'hiring (growing)');\nconst goodTech = (sg?.tech ?? []).filter((t) => icp.good_tech.includes(t));\nif (goodTech.length) add(10, `tech fit (${goodTech.join(', ')})`);\nif (sg && (sg.emails.length || sg.phones.length)) add(10, 'contact details on site');\nif (sg?.socials.length) add(10, 'social presence');\n\nreturn [{ json: { ...lead, industry, rule_score: Math.min(score, 100), rule_reasons: reasons } }];\n"
},
"id": "m18-score",
"name": "Rule Score",
"type": "n8n-nodes-base.code",
"typeVersion": 2,
"position": [
1540,
120
]
},
{
"parameters": {
"conditions": {
"options": {
"caseSensitive": true,
"leftValue": "",
"typeValidation": "strict",
"version": 2
},
"conditions": [
{
"id": "a1",
"leftValue": "={{ $json.use_ai && $json.site_ok }}",
"rightValue": "",
"operator": {
"type": "boolean",
"operation": "true",
"singleValue": true
}
}
],
"combinator": "and"
},
"options": {}
},
"id": "m18-useai",
"name": "Use AI?",
"type": "n8n-nodes-base.if",
"typeVersion": 2.2,
"position": [
1760,
120
]
},
{
"parameters": {
"text": "=OUR OFFER:\n{{ $('Settings (edit me)').first().json.offer }}\n\nLEAD: {{ $json.name || 'unknown' }} <{{ $json.email || 'no email' }}>\nCOMPANY WEBSITE ({{ $json.domain }}):\nTitle: {{ $json.signals.title }}\nDescription: {{ $json.signals.description }}\nTech: {{ $json.signals.tech.join(', ') || 'none detected' }} | Online booking: {{ $json.signals.has_booking }} | Hiring: {{ $json.signals.hiring }}\nPage text: {{ $json.page_text }}",
"attributes": {
"attributes": [
{
"name": "summary",
"description": "One sentence: what this company does and for whom",
"required": true
},
{
"name": "industry",
"description": "Short industry label, e.g. 'dental clinic', 'B2B SaaS', 'personal blog'",
"required": true
},
{
"name": "size_guess",
"description": "One of: solo, small (2-20), medium (21-200), large (200+), unknown",
"required": true
},
{
"name": "fit_score",
"type": "number",
"description": "0-100: how well this company matches OUR OFFER's ideal customer. 80+ = clearly the target market with a visible need.",
"required": true
},
{
"name": "pitch_angle",
"description": "One sentence a salesperson could open with, tied to something specific on their website",
"required": true
}
]
},
"options": {
"systemPromptTemplate": "You research B2B leads from their website. Use only the information provided; never invent facts about the company."
}
},
"id": "m18-ai",
"name": "AI Profile",
"type": "@n8n/n8n-nodes-langchain.informationExtractor",
"typeVersion": 1.2,
"position": [
1980,
40
],
"onError": "continueRegularOutput"
},
{
"parameters": {
"model": {
"__rl": true,
"mode": "list",
"value": "gpt-5-mini",
"cachedResultName": "gpt-5-mini"
},
"options": {}
},
"id": "m18-model",
"name": "OpenAI Chat Model",
"type": "@n8n/n8n-nodes-langchain.lmChatOpenAi",
"typeVersion": 1.3,
"position": [
1980,
260
]
},
{
"parameters": {
"jsCode": "// Final record: rules alone, or 50/50 with the AI fit score when AI succeeded.\nconst s = $('Settings (edit me)').first().json;\nconst lead = $('Rule Score').first().json;\nconst aiItem = $('AI Profile').isExecuted ? $input.first().json : null;\nconst ai = aiItem && !aiItem.error && aiItem.output ? aiItem.output : null;\nconst aiScore = ai ? Math.max(0, Math.min(100, Math.round(Number(ai.fit_score) || 0))) : null;\nconst score = ai ? Math.round(0.5 * lead.rule_score + 0.5 * aiScore) : lead.rule_score;\nconst tier = score >= s.hot_threshold ? 'hot' : score >= s.warm_threshold ? 'warm' : 'cold';\nconst sg = lead.signals ?? {};\n\nreturn [{\n json: {\n email: lead.email,\n name: lead.name,\n // Given name → site title → business email domain → site domain\n company: lead.company || (lead.site_ok && sg.title ? sg.title.split(/[|–-]/)[0].trim() : '') || (!lead.free_email && lead.email ? lead.email.split('@')[1] : '') || lead.domain,\n domain: lead.domain,\n website: lead.website,\n industry: ai?.industry || lead.industry,\n score,\n tier,\n rule_score: lead.rule_score,\n ai_score: aiScore,\n method: ai ? 'rules+ai' : 'rules',\n ai_error: aiItem && !ai ? (typeof aiItem.error === 'string' ? aiItem.error : aiItem.error?.message ?? 'AI step returned no output (check the OpenAI credential)') : null,\n reasons: lead.rule_reasons,\n summary: ai?.summary ?? (sg.description || null),\n pitch_angle: ai?.pitch_angle ?? null,\n signals: {\n tech: sg.tech ?? [], has_booking: sg.has_booking ?? false, hiring: sg.hiring ?? false,\n emails: sg.emails ?? [], phones: sg.phones ?? [], socials: sg.socials ?? [], location: sg.location ?? '',\n },\n site_ok: lead.site_ok,\n site_error: lead.site_error,\n dry_run: lead.dry_run,\n enriched_at: DateTime.now().toISO(),\n },\n}];\n"
},
"id": "m18-combine",
"name": "Combine",
"type": "n8n-nodes-base.code",
"typeVersion": 2,
"position": [
2200,
120
]
},
{
"parameters": {
"conditions": {
"options": {
"caseSensitive": true,
"leftValue": "",
"typeValidation": "strict",
"version": 2
},
"conditions": [
{
"id": "d1",
"leftValue": "={{ $json.dry_run }}",
"rightValue": "",
"operator": {
"type": "boolean",
"operation": "true",
"singleValue": true
}
}
],
"combinator": "and"
},
"options": {}
},
"id": "m18-dry",
"name": "Dry Run?",
"type": "n8n-nodes-base.if",
"typeVersion": 2.2,
"position": [
2420,
120
]
},
{
"parameters": {
"respondWith": "json",
"responseBody": "={{ $json }}",
"options": {}
},
"id": "m18-respond-dry",
"name": "Respond Enriched",
"type": "n8n-nodes-base.respondToWebhook",
"typeVersion": 1.1,
"position": [
2640,
0
]
},
{
"parameters": {
"operation": "appendOrUpdate",
"documentId": {
"__rl": true,
"mode": "url",
"value": "={{ $('Settings (edit me)').first().json.sheet_url }}"
},
"sheetName": {
"__rl": true,
"mode": "name",
"value": "Enriched Leads"
},
"columns": {
"mappingMode": "defineBelow",
"value": {
"email": "={{ $json.email }}",
"name": "={{ $json.name }}",
"company": "={{ $json.company }}",
"domain": "={{ $json.domain }}",
"industry": "={{ $json.industry }}",
"score": "={{ $json.score }}",
"tier": "={{ $json.tier }}",
"summary": "={{ $json.summary }}",
"pitch_angle": "={{ $json.pitch_angle }}",
"signals": "={{ $json.reasons.join('; ') }}",
"enriched_at": "={{ $json.enriched_at }}"
},
"matchingColumns": [
"email"
],
"schema": [
{
"id": "email",
"displayName": "email",
"required": false,
"defaultMatch": false,
"display": true,
"type": "string",
"canBeUsedToMatch": true
},
{
"id": "name",
"displayName": "name",
"required": false,
"defaultMatch": false,
"display": true,
"type": "string",
"canBeUsedToMatch": true
},
{
"id": "company",
"displayName": "company",
"required": false,
"defaultMatch": false,
"display": true,
"type": "string",
"canBeUsedToMatch": true
},
{
"id": "domain",
"displayName": "domain",
"required": false,
"defaultMatch": false,
"display": true,
"type": "string",
"canBeUsedToMatch": true
},
{
"id": "industry",
"displayName": "industry",
"required": false,
"defaultMatch": false,
"display": true,
"type": "string",
"canBeUsedToMatch": true
},
{
"id": "score",
"displayName": "score",
"required": false,
"defaultMatch": false,
"display": true,
"type": "string",
"canBeUsedToMatch": true
},
{
"id": "tier",
"displayName": "tier",
"required": false,
"defaultMatch": false,
"display": true,
"type": "string",
"canBeUsedToMatch": true
},
{
"id": "summary",
"displayName": "summary",
"required": false,
"defaultMatch": false,
"display": true,
"type": "string",
"canBeUsedToMatch": true
},
{
"id": "pitch_angle",
"displayName": "pitch_angle",
"required": false,
"defaultMatch": false,
"display": true,
"type": "string",
"canBeUsedToMatch": true
},
{
"id": "signals",
"displayName": "signals",
"required": false,
"defaultMatch": false,
"display": true,
"type": "string",
"canBeUsedToMatch": true
},
{
"id": "enriched_at",
"displayName": "enriched_at",
"required": false,
"defaultMatch": false,
"display": true,
"type": "string",
"canBeUsedToMatch": true
}
]
},
"options": {}
},
"id": "m18-sheet",
"name": "Save to Sheet",
"type": "n8n-nodes-base.googleSheets",
"typeVersion": 4.7,
"position": [
2640,
220
],
"onError": "continueRegularOutput"
},
{
"parameters": {
"jsCode": "// The Sheets step runs with \"On Error: Continue\"; saved only if the row came back with our email.\nconst lead = $('Combine').first().json;\nconst r = $input.first().json;\nconst saved = !r.error && r.email === lead.email;\nreturn [{\n json: {\n ...lead,\n saved,\n save_error: saved ? null : (typeof r.error === 'string' ? r.error : r.error?.message) ?? 'no row returned (check the Google Sheets credential and sheet URL)',\n },\n}];\n"
},
"id": "m18-save",
"name": "Save Result",
"type": "n8n-nodes-base.code",
"typeVersion": 2,
"position": [
2860,
220
]
},
{
"parameters": {
"respondWith": "json",
"responseBody": "={{ $json }}",
"options": {}
},
"id": "m18-respond",
"name": "Respond Saved",
"type": "n8n-nodes-base.respondToWebhook",
"typeVersion": 1.1,
"position": [
3080,
140
]
},
{
"parameters": {
"conditions": {
"options": {
"caseSensitive": true,
"leftValue": "",
"typeValidation": "strict",
"version": 2
},
"conditions": [
{
"id": "h1",
"leftValue": "={{ $json.tier }}",
"rightValue": "hot",
"operator": {
"type": "string",
"operation": "equals"
}
}
],
"combinator": "and"
},
"options": {}
},
"id": "m18-hot",
"name": "Hot Lead?",
"type": "n8n-nodes-base.if",
"typeVersion": 2.2,
"position": [
3080,
320
]
},
{
"parameters": {},
"id": "m18-alert",
"name": "Alert Sales (Exercise 1)",
"type": "n8n-nodes-base.noOp",
"typeVersion": 1,
"position": [
3300,
320
]
}
],
"connections": {
"Enrich Lead": {
"main": [
[
{
"node": "Settings (edit me)",
"type": "main",
"index": 0
}
]
]
},
"Settings (edit me)": {
"main": [
[
{
"node": "Normalize Lead",
"type": "main",
"index": 0
}
]
]
},
"Normalize Lead": {
"main": [
[
{
"node": "Valid?",
"type": "main",
"index": 0
}
]
]
},
"Valid?": {
"main": [
[
{
"node": "Has Website?",
"type": "main",
"index": 0
}
],
[
{
"node": "Respond Invalid",
"type": "main",
"index": 0
}
]
]
},
"Has Website?": {
"main": [
[
{
"node": "Fetch Website",
"type": "main",
"index": 0
}
],
[
{
"node": "Extract Signals",
"type": "main",
"index": 0
}
]
]
},
"Fetch Website": {
"main": [
[
{
"node": "Extract Signals",
"type": "main",
"index": 0
}
]
]
},
"Extract Signals": {
"main": [
[
{
"node": "Rule Score",
"type": "main",
"index": 0
}
]
]
},
"Rule Score": {
"main": [
[
{
"node": "Use AI?",
"type": "main",
"index": 0
}
]
]
},
"Use AI?": {
"main": [
[
{
"node": "AI Profile",
"type": "main",
"index": 0
}
],
[
{
"node": "Combine",
"type": "main",
"index": 0
}
]
]
},
"OpenAI Chat Model": {
"ai_languageModel": [
[
{
"node": "AI Profile",
"type": "ai_languageModel",
"index": 0
}
]
]
},
"AI Profile": {
"main": [
[
{
"node": "Combine",
"type": "main",
"index": 0
}
]
]
},
"Combine": {
"main": [
[
{
"node": "Dry Run?",
"type": "main",
"index": 0
}
]
]
},
"Dry Run?": {
"main": [
[
{
"node": "Respond Enriched",
"type": "main",
"index": 0
}
],
[
{
"node": "Save to Sheet",
"type": "main",
"index": 0
}
]
]
},
"Save to Sheet": {
"main": [
[
{
"node": "Save Result",
"type": "main",
"index": 0
}
]
]
},
"Save Result": {
"main": [
[
{
"node": "Respond Saved",
"type": "main",
"index": 0
},
{
"node": "Hot Lead?",
"type": "main",
"index": 0
}
]
]
},
"Hot Lead?": {
"main": [
[
{
"node": "Alert Sales (Exercise 1)",
"type": "main",
"index": 0
}
]
]
}
},
"pinData": {},
"settings": {
"executionOrder": "v1"
}
}