Although you run ads on LinkedIn and direct your leads to Zoho CRM, tracking the specific LinkedIn ad source for each lead remains a challenge.
After a lead becomes a paying customer, you have no way of connecting that customer to a specific LinkedIn ad.
This gap in tracking complicates managing your LinkedIn ads, leading you to spend on multiple ads at once without knowing which ones are actually driving leads and revenue.
Ideally, a straightforward tool would be able to connect each lead to the exact LinkedIn campaign group, campaign, ad, and audience that created it.
Let's dive into it!
How to capture LinkedIn ads in Zoho CRM
Step 1: Add Leadsources in the head tag of your website
Leadsources is an intuitive tool designed to track the origin of your leads. Once integrated into your website, it captures up to 7 key data points for each lead generated.
Create an account on Leadsources.io - it's free.
Insert the Leadsources tracking code into the head tag of your website by following this guide.
Step 2: Add the UTM parameters to your LinkedIn ads campaigns
Add the UTM parameters that you would like to monitor in your LinkedIn ads.
For example, you can track the campaign, ad, and audience with the following UTM parameters:
- UTM_source=linkedin
- UTM_campaign=campaign-name
- UTM_term=audience-name
- UTM_content=ad-name
Leadsources gathers all lead source information, including channel, landing page, and landing page subfolder, regardless of whether UTM parameters are utilized, to provide thorough lead source tracking for every lead.
Step 3: Add the hidden fields in your form
Incorporate hidden fields in your form, as Leadsources will utilize them to directly store lead source data for each form submission.
When a new lead submits your form, Leadsources automatically populates the hidden fields with information from the LinkedIn ads.
For comprehensive guidance on incorporating hidden fields, please refer to our guide.
Step 4: Capture the LinkedIn ads data in Zoho CRM
When users click on your ads and arrive at your site, Leadsources captures LinkedIn ads data, including campaign, audience, and ad details.
Leadsources automatically populates the hidden fields in your form with data from LinkedIn ads.
By linking your form to Zoho CRM, you can automatically send LinkedIn ads data and your leads when the form is submitted.
How does Leadsources work?
After being installed on your site, Leadsources captures LinkedIn ads information whenever a visitor arrives.
The LinkedIn ads data is stored within the hidden fields of your form, and upon submission, this information is sent to Zoho CRM along with the leads details (name, email, etc.).
Leadsources monitors the following data for every visitor:
- Channel
- Source
- Campaign
- Content
- Term
- Landing page
- Landing page subfolder
Leadsources tracks lead source data using the referrer, even in the absence of UTM parameters.
There are instances where using UTM parameters is not feasible, particularly when traffic originates from organic channels:
- Google Search
- Instagram bio link
- Social media posts
- Etc.
In such instances, many lead source tracking tools fail to identify the source of leads because they depend solely on UTM parameters for collecting lead source data. However, Leadsources is able to gather some lead source information even without UTM parameters:
- Channel
- Source
- Landing page
- Landing page subfolder
Thus, in contrast to many other tools, Leadsources provides a rigorous lead data tracking across all channels:
- Organic Search
- Paid Search
- Organic Social
- Paid Social
- Referral
- Affiliate
- Display Advertising
- Direct Traffic
Moreover, Leadsources automatically classifies your traffic by channel, resulting in a well-organized dataset.
In summary, Leadsources is an easy to use yet powerful tool that collects extensive lead source data from all channels in one central location.
Performance reports: Lead, sales, and revenue by source
By monitoring LinkedIn ads data in Zoho CRM, you can generate various performance reports, including:
- Leads, sales, and revenue by channel
- Leads, sales, and revenue by campaign
- Leads, sales, and revenue by ad
- Leads, sales, and revenue by audience
- Leads, sales, and revenue by landing page
- Leads, sales, and revenue by landing page subfolder
Consequently, you can adjust your LinkedIn budget based on the channel, campaign, ad, and audience that generate your leads, sales, and revenue.
Let’s examine the various types of reports you can create.
1. Lead source reports
These reports indicate the total number of leads generated by:
- Channel
- Campaign
- Ad
- Audience
- Landing page
- Landing page subfolder
Example #1:
Begin by determining which channel produces the majority of your leads using the “Leads by Channel” report.
Example #2:
By identifying the top-performing channel, such as LinkedIn, you can concentrate on analyzing leads from each LinkedIn campaign.
Example #3:
Once you determine the LinkedIn campaign that generates the most leads, you can explore which specific audience or ad is driving these results.
2. Sales and revenue source reports
While it's important to know which LinkedIn ads generate the most leads, we should consider whether these ads actually affect our revenue.
Integrate your leads with a CRM like Zoho CRM to filter out those that converted into paying customers, allowing you to track sales and revenue from various channels, sources, landing pages, and more.
You can subsequently adjust your marketing strategy to emphasize the channels, sources, campaigns, audiences, and ads that drive revenue.
To demonstrate this, let’s examine the following scenario:
| Channels | Search Paid | Social Paid |
| Leads | 50 | 75 |
| Sales | 5 | 6 |
| Average order value | $150 | $100 |
| Revenue | $750 | $600 |
Following the launch of ads on Google and LinkedIn, the first “Leads by Channel” report showed that Social Paid ads on LinkedIn generated more leads than Search Paid ads.
However, after exporting your sales and revenue data from your CRM, you found that the Search Paid channel generated greater revenue with fewer leads than the Social Paid channel, leading you to increase the budget for Search Paid.
Furthermore, you have the ability to create a variety of additional 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. audience)
- Sales and revenue by landing page
- Sales and revenue by landing page subfolder
