Are you sending your leads through HubSpot CRM but unsure of their origins?
This guide explains how to track the lead source in HubSpot CRM (Organic Search, Social Paid, Email Marketing, Referral, etc.) along with your lead details.
In that way, you can refine your marketing strategy based on the best-performing sources and generate reports on performance metrics such as leads by channel, source, campaign, and more.
Let’s explore it.
How to Track the Source of Leads in HubSpot CRM
How Leadsources Collects Lead Source Data
When visitors come to your website, their browsers store information in cookies: which site they came from, which landing page they visited, which keyword they clicked, and more.
Leadsources gathers this data, organizes it, and inserts it into your form as hidden fields.
As visitors fill out your form (name, email, etc.), Leadsources automatically includes lead source data in hidden fields (channel, source, etc.).
When a visitor submits the form, the lead source data, along with their responses, is sent to HubSpot CRM. You can view the lead source alongside their name, email, and other details in the HubSpot CRM entry.
How Leadsources passes Lead Source Data into HubSpot CRM
Start by signing up for a LeadSources.io account. You’ll receive a small code snippet to add to your website. Detailed installation instructions are available in our guide.
Next, add hidden fields to your form using any form builder. Leadsources is compatible with all major builders, and we provide tutorials for incorporating these fields.
When a visitor completes and submits a form on your site, Leadsources fills these hidden fields with lead source information:
- Channel
- Source
- Campaign
- Term
- Content
- Landing Page
- Landing Page Subfolder
Upon successful form submission, the lead source details from these hidden fields are transferred to HubSpot CRM. You can now find this information in your leads dashboard.
This gives you valuable insights into the origin of each lead!
How to Analyze Lead Source Data
What data is tracked in HubSpot CRM?
Leadsources tracks 7 different data points for each lead:
- Channel: Type of traffic, categorized into 10 channels including Paid Search, Organic Search, Email Marketing, and more.
- Source: Specific platform or source that sends visitors, like Facebook or Instagram for “Organic Social.”
- Campaign: Name of the specific marketing campaign, helpful for tracking performance across multiple campaigns.
- Term: Targeted keyword for campaigns, such as “Corporate lawyer in New York.”
- Content: Specific ad element clicked by the visitor.
- Landing Page: URL of the landing page where the lead landed.
- Landing Page Subfolder: Subfolder of the landing page URL. In this example, “/products/” is the subfolder of the landing page URL “https://www.example.com/products/“.
How to Create Performance Reports
Leads Source Reports
In order to better understand the origins of your leads with these reports see below:
Begin by segmenting leads by Channel to identify top-performing traffic sources.
- Focus on specific channels, e.g., Search Paid (Google Ads), to analyze campaign performance within each channel.
Go deeper into campaign performance by examining leads generated by specific keywords and ads.
Sales Source Reports
After identifying which ads and keywords generate leads, evaluate their impact on revenue, see example below:
| Channels | Search Paid | Social Paid |
|---|---|---|
| Leads | 50 | 75 |
| Sales | 5 | 6 |
| Avg. Order Value | $150 | $100 |
| Revenue | $750 | $600 |
For instance, initial reports may show Social Paid ads generating more leads than Search Paid. However, further analysis reveals that Search Paid leads convert into higher revenue despite fewer leads. This insight prompts adjustments to your advertising budget.
By leveraging HubSpot CRM to analyze lead sources, you align marketing with revenue goals effectively.