Are you sending your leads on Insightly, but have no idea where they are coming from?
With a simple tool, you can track the source of your leads in Insightly.
This allows you to optimize your marketing strategy by focusing on the most effective sources.
Let's get started.
How to track the source of leads in Insightly
1. How does Leadsources collect the source of your leads?
Leadsources is a simple tool that tracks the source of your leads. Once added to your website, it tracks up to 7 lead source data for each lead you generate.
When visitors enter your website, their browser stores information about them in a cookie:
- The site they came from
- on which landing page they landed
- which keyword they clicked, etc.
Leadsources tracks all this data about your visitors and stores it in your form (as hidden fields).
When someone fills out your form, Leadsources inserts this lead source data into the form, as hidden fields (channel, source, etc.).
Upon the submission of the form, the lead source data is sent to Insightly. You can find the lead source alongside the lead information: name, email, etc. on the same Insightly entry.
2. How does Leadsources passes lead source data into Insightly?
Begin by creating a free account on Leadsources. Add the Leadsources tracking code to your website - see our detailed guide.
To finish, incorporate hidden fields into your form (Leadsources will populate the lead source data into the hidden fields of your form).
Leadsources is compatible with any form builder, and we have prepared a tutorial to help you include these fields within your form builder.
That's it, you are ready to track 🎉
When a visitor fills out and submits a form on your website, Leadsources populate the hidden fields with lead source information:
- Channel
- Source
- Campaign
- Term
- Content
- Landing page
- Landing page subfolder
With a successful form submission, the lead source details from the hidden fields are transferred to Insightly. You’ll now find this information within your leads dashboard on Insightly.
This gives you great insights into where each lead comes from!
How to analyze the lead source data
What data is tracked in Insightly?
Not only Leadsources tracks the source of your lead but also various other lead source data:
Channel: The type of traffic. Leadsources categorizes your leads into 10 different channels: Paid Search, Organic Search, Email Marketing, Paid Social, Organic Social, Referral, Direct Traffic, Affiliates, Display Advertising, and Other UTM-tagged campaigns.
Source: The specific source or platform that sends the visitors. For example, in the case of "Organic Social," the source could be Facebook, Instagram, etc.
Campaign: The name of the specific marketing campaign. For instance, when running several campaigns on Google Ads, you can track which exact campaign your leads came from.
Term: The keyword targeted by a specific campaign. Example: you run a Google Ads campaign called "Search campaign corporate lawyers." Leadsources categorizes your leads by keyword targeted: "Corporate lawyer in New York," "Corporate lawyer in Miami," etc.
Content: The exact element of your ad that was clicked.
Landing Page: The URL of the landing page where the lead landed. Example: domain.com/services/corporate-lawyer-miami.
Landing Page Subfolder: This focuses on the subfolder of the landing page. For example, if a visitor lands on the page domain.com/services/corporate-lawyer-miami, the tracked subfolder is "services."
How to create performance reports?
Leads source reports
Understand better where your leads are coming from with the leads reports.
Firstly, segment your leads by Channel to visualize which channels generated the most leads.
Secondly, focus on one specific channel, such as Search Paid (aka Google Ads), and segment your Google Ads leads into campaigns to gain insights into which campaign is generating the most leads.
Thirdly, when you want to plunge into the performance of one specific campaign, you can segment the leads further with the “Volume of Leads by Keyword” and the “Volume of Leads by Ad” reports.
Sales source reports
Now you know which ads and keywords are driving most of your leads. But does that mean that these ads and keywords are adding up to your revenue?
By sending your leads to a CRM like Insightly, you can track the sales (and revenue) by channel, source, campaign, term, content, landing page, and landing page subfolder.
As a result, you know exactly what channel, source, etc. generates your sales and revenue for your company, and can allocate your marketing budget accordingly. How powerful is that!
Let's illustrate this with an example:
| Channels | Search Paid | Social Paid |
|---|---|---|
| Leads | 50 | 75 |
| Sales | 5 | 6 |
| Average order value | $150 | $100 |
| Revenue | $750 | $600 |
You ran ads on Google and Facebook, and with the initial “Leads by Channel” report, you found that Social Paid ads generated more leads than Search Paid ads.
After a few weeks, you analyze which leads transformed into paying customers, and discover that the Search Paid channel generated more revenue with fewer leads than the Social Paid channel. You conclude that you should increase your Search Paid budget.
