Are you sending your leads to Keap but have no clue where they are from? Is it Facebook, Google, etc.?
Here’s a method to help you track the lead source in Keap (like organic search, social paid, email marketing, referral, etc.) along with your lead details.
You can then fine-tune your marketing strategies based on the best-performing lead sources and create performance reports such as leads (and sales) by channel, source, campaign, and more.
Let’s get into it.
How to track the source of leads in Keap
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 land on your website, their browser saves information in a cookie:
- the site they came from
- the landing page they accessed
- the keyword they clicked, and so on.
Leadsources collects this information and populates it into your form as hidden fields.
When visitors fill out your form, they input data in the visible fields (name, email, etc.). Simultaneously, leadsources.io automatically adds the lead source data to the form as hidden fields (channel, source, etc.).
Once the form is submitted, the lead source data is sent, along with their responses, to Keap. You can view the lead source, together with the lead name, email, and other details in the same Keap entry.
How does Leadsources passe lead source data into Keap?
Begin by creating a free account on leadsources.io. Copy the tracking code provided and paste it into the head tag of your website – use this guide.
Next, add hidden fields to your form by following this guide.
You are ready to track!
When a visitor submits the form on your website, Leadsources will populate the following lead source data into your form (using the hidden fields):
- Channel
- Source
- Campaign
- Term
- Content
- Landing Page
- Landing Page Subfolder
Upon the submission of the form, the lead source details from the hidden fields are sent to Keap. You’ll find this information within your leads dashboard on Keap.
This provides you with valuable insights into where each lead originates!
How to analyze the lead source data
What data is tracked in Keap?
As mentioned earlier, not only you can track the source of your lead, but also several other lead source details.
Leadsources tracks up to 7 different data points for each lead:
- Channel: The type of traffic. LeadSources classifies your leads into 10 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, for “organic social,” the source could be Facebook, Instagram, etc.
- Campaign: The name of the particular marketing campaign. For instance, when running multiple campaigns on Google Ads, you can track which specific 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 targeted keyword: “corporate lawyer in new york,” “corporate lawyer in miami,” etc.
- Content: The exact part of your ad that was clicked.
- Landing Page: The URL of the landing page where the lead arrived. Examples: domain.com/services/corporate-lawyer-miami.
- Landing Page Subfolder: This specifies 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?
Leads source reports
Gain better insights into where your leads are coming from with the leads reports.
First, segment your leads by channel to see which channels generated the most leads.
Next, focus on a specific channel, for instance, search paid (e.g., Google Ads), and segment your Google Ads leads into campaigns to understand which campaign is generating most of your leads.
Then, to go deeper into a specific campaign’s performance, you can further segment the leads using the “volume of leads by keyword” and the “volume of leads by ad” reports.
Sales source reports
Knowing which channel drives most of your leads is great. But are these leads contributing to your bottom line?
By sending your leads to Keap, you can know which channel, source, campaign, etc. generate your sales and revenue.
Consider 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 the initial “leads by channel” report showed that social paid ads generated more leads than search paid ads.
After a few weeks, you analyze on Keap which leads converted into paying customers and find 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.
