Are you sending your leads on Close CRM, but have no idea where they are coming from?
This simple method will help you monitor the source of your leads in Close CRM.
This way, you can focus your marketing efforts on the sources that bring in the most leads, sales, and revenue.
Let’s dive into it.
How to track the source of leads in Close CRM
1. How does Leadsources track 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.
Leadsources tracks visitor information using cookies and UTM parameters whenever someone visits your site, capturing details such as channel, source, campaign, term, content, and the landing page through which they arrived.
Once the form is submitted, the lead’s contact information (such as email, name, etc.) is transmitted to Close CRM, alongside the source data captured by Leadsources (channel, source, etc.).
2. How to track the source of your leads in Close CRM?
Start with these three simple steps today (it’s completely free):
- Sign up for Leadsources.io
- Add the Leadsources tracking code to your website—check this article for detailed instructions.
- Include hidden fields in your form to capture lead source data. Leadsources works with all form builders. Refer to this article for specific instructions.
…and you’re all set to track your lead sources 🎉
When a form is submitted on your website, Leadsources fills the hidden fields with the following lead source details:
- Channel
- Source
- Campaign
- Term
- Content
- Landing page
- Landing page subfolder
After form submission, lead source data from the hidden fields is sent to Close CRM and is available on your leads dashboard.
This gives you powerful insights into where each lead comes from!
Performance reports: Lead, sales, and revenue by source
What data is tracked in Close CRM?
Leadsources populates your form with up to 7 different data points:
- 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, 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 example, 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. Examples: domain.com/services/corporate-lawyer-miami.
- Landing Page Subfolder: This isolates the subfolder of the landing page. Example: a visitor lands on the page domain.com/services/corporate-lawyer-miami. The subfolder tracked is “services.”
How to create performance reports?
1. Leads source reports
Gain deeper insights into your lead sources through detailed lead reports.
Start by segmenting your leads by channel to identify which ones generated the most leads.
Focus on a specific channel, like Search Paid (Google Ads), and group your Google Ads leads by campaign to identify the top-performing campaign.
To dive deeper into a campaign’s performance, segment leads further with the “Volume of Leads by Keyword” and “Volume of Leads by Ad” reports.
2. Sales and revenue source reports
While we know which sources are generating the most leads, the question remains: are these leads converting into sales and revenue?
Using a CRM like Close CRM to manage your leads lets you evaluate sales performance based on channel, source, landing page, and more.
This allows you to refine your marketing strategy by focusing on the channels that generate the highest revenue.
To demonstrate this, let’s look at the following 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.