You generate leads on Freshworks CRM, and want to know which source they are coming from?
A simple method will allow you to track the lead source in Freshworks CRM.
You are then armed to optimize your marketing campaigns based on the sources that perform best.
Let's jump in.
How to track the source of leads in Freshworks CRM
How Leadsources collects 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 someone visits your website, Leadsources collects information about them from the cookie and UTM parameters. It creates a clear picture of where this visitor comes from: which channel, source, campaign, term, content, as well as from where he entered your site: landing page and landing page subfolder.
When the form is submitted, the lead details (email, name, etc.) are sent to Freshworks CRM, alongside the lead source data captured by Leadsources (channel, source, etc.).
How to track the source of your leads in Freshworks CRM?
Step#1: Sign up to Leadsources.io for free
Step#2: Add a tracking code to your website - this article will guide you.
Step#3: Create the hidden fields in your form that will store the lead source data in your form directly. Leadsources is compatible with any form builder. Check out this article to find the instructions for your form builder.
You are ready to track 🎉
Now, when someone submits a form on your website, Leadsources populates the hidden fields with lead source information:
- Channel
- Source
- Campaign
- Term
- Content
- Landing Page
- Landing Page Subfolder
With successful form submission, the lead source details from the hidden fields are transferred to Freshworks CRM. You’ll now find this information within your leads dashboard on Freshworks CRM.
This gives you powerful insights into where each lead comes from!
Performance reports: Lead, sales, and revenue by source
What data is tracked in Freshworks CRM?
Leadsources inserts up to 7 data points in your form:
- 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."
Creating your first performance reports
1. Lead source reports
Understand better where your leads are coming from with the leads reports.
First, segment your leads by Channel to picture which channels generated the most leads.
Second, choose one specific channel, for example, Search Paid (aka Google Ads), and segment your Google Ads leads into campaigns to get insights on which campaign is driving most of your leads.
Third, when you want to go deeper 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.
2. Sales and revenue source reports
We already gained knowledge on what sources are driving most leads. But are these leads contributing to the bottom line? Meaning, are they generating sales and revenue?
By sending your leads to a CRM such as Freshworks CRM, you can measure the number of sales by channel, source, landing page, etc.
You can then optimize your marketing strategy by promoting the channels that generate the most revenue.
To illustrate the power of this data, let's consider the following example:
| Channels | Search Paid | Social Paid |
|---|---|---|
| Leads | 50 | 75 |
| Sales | 5 | 6 |
| Avg 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. As a result, you decide to boost your Search Paid budget.
And you can run many other sales and revenue reports:
- Sales and revenue by source
- Sales and revenue by campaign
- Sales and revenue by content (aka. ad)
- Sales and revenue by term (aka. keyword)
- Sales and revenue by landing page
- Sales and revenue by landing page subfolder
