Are you sending your leads on Zoho CRM, but have no idea where they are coming from?
The method below shows how to track the lead source in Zoho CRM (Organic Search, Social Paid, Email Marketing, Referral, etc.), for each lead you generate.
You can then optimize your marketing strategy based on the sources that perform best and generate performance reports such as leads (or sales) by channel, source, campaign, and more.
Let’s dive into it.
How to track the source of leads in Zoho CRM
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 captures up to 7 lead source data for each lead you generate.
When visitors enter your website, their browser stores information about them in a cookie: which site they came from, on which landing page they landed, which keyword they clicked, etc.
Leadsources collects this data, organizes it, and passes it into your form as hidden fields.
When your visitors fill out your form, they enter data in the visible fields of the form (name, email, etc.). Meanwhile, Leadsources inserts the lead source data it tracked (channel, source, etc.) into the form, as hidden fields.
When a visitor submits the form, the lead source data is sent along with their answers in Zoho CRM. You can find the lead source along with the lead name, email, etc. on the same Zoho CRM entry.
How does Leadsources send lead source data into Zoho CRM?
Start by signing up for a free trial on Leadsources.io. Grab the tracking code provided and add it to your website - follow this detailed guide.
Finally, add hidden fields to your form (to store the lead source data in your form). Leadsources is compatible with any form builder - Check out this tutorial.
When a visitor fills out and submits a form on your website, Leadsources inserts up to 7 lead source data in your form:
- Channel
- Source
- Campaign
- Term
- Content
- Landing page
- Landing page subfolder
After submitting the form, the lead source details are sent to Zoho CRM. You’ll now find this information within your leads dashboard on Zoho CRM.
This gives you powerful insights into where each lead comes from!
How to analyze the lead source data
What data is tracked in Zoho CRM?
As we saw briefly, you can track not only the source of your lead but also various lead source details.
Leadsources can track up to 7 lead source details for each lead:
- 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 is 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
Understand better where your leads are coming from with the leads reports.
First, segment your leads by Channel to visualize which channels generated the most leads.
Second, pick 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 dive 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.
Sales source reports
You have identified the ads and keywords that yield the most leads, but are they adding to your revenue as well?
Sending your leads to Zoho CRM allows you to create the same sales reports.
Imagine 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 “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 increasing the Search Paid budget will increase your marketing performance.
