Are you unable to match your Zoho Forms leads to the precise channel that brought them?
Similarly to leads, when customers are converted, their path from a specific channel or ad remains unknown.
In the absence of reliable tracking, assessing your marketing activities becomes difficult, as you can’t determine which sources are responsible for leads, sales, and revenue. This could lead to excessive spending on unproductive channels.
Fortunately, a reliable solution exists to connect every lead and sale to its originating channel, campaign, keyword, and ad.
Let’s break it down step by step!
How to track the source of leads in Zoho Forms
Step 1: Add Leadsources in your website
Leadsources is an essential tool for identifying the source of your leads. After being set up on your website, it tracks up to 7 critical lead source metrics for each lead generated:
- Channel
- Source
- Campaign
- Term
- Content
- Landing page
- Landing page subfolder
➡️ Sign up to Leadsources.io for free
➡️ Add the Leadsources tracking code to your site
Step 2: Add the hidden fields in Zoho Forms
Hidden fields allow you to store data within the form that is not shown to the user but is still submitted when the form is sent.
Leadsources uses hidden fields to store lead source data. When the form is submitted, the fields are automatically populated with the lead source details.
Step 3: Send lead source data to your CRM (optional)
The lead source data from your form builder can sync with your CRM.
You can identify the source of your leads, sales, and revenue directly in your CRM.
This allows you to measure the impact of your marketing activities on sales performance.
How does Leadsources work?
Leadsources automatically captures the lead source data when a visitor comes to your site and fills the hidden fields in your Zoho Forms. After the form submission, the lead data, including the name and email, is sent to Zoho Forms.
For every lead, Leadsources tracks the source data, providing detailed insights:
Lead source data | Fetched automatically |
Channel | ✅ |
Source | ✅ |
Campaign | ✅ OR use UTM_campaign |
Content | UTM_content parameter is required |
Term | UTM_term parameter is required |
Landing page | ✅ |
Landing page subfolder | ✅ |
In scenarios where UTM parameters cannot be utilized—such as with organic sources like Google search or mentions of your site in external articles—Leadsources continues to capture relevant lead source data to ensure all sources are tracked:
✅Channel
✅Source
✅Campaign
✅Landing page
✅Landing page subfolder
Leadsources provides valuable insights by tracking lead sources from both paid and organic marketing channels.
Choose a channel to see the lead source information that Leadsources fills in your form.
Performance reports: Lead, sales, and revenue by source
By tracking lead source data in your CRM, you can create performance reports such as:
- Leads, sales, and revenue by channel
- Leads, sales, and revenue by source
- Leads, sales, and revenue by campaign
- Leads, sales, and revenue by term (e.g. keyword or adset)
- Leads, sales, and revenue by content (e.g. ad)
- Leads, sales, and revenue by landing page
- Leads, sales, and revenue by landing page subfolder
This allows you to reallocate your marketing budget to the channels, sources, campaigns, terms, content, etc., that are most effective at generating leads, sales, and revenue.
Let’s go over the different types of reports you can create.
1. Lead source reports
Produce performance reports that break down the leads generated by:
- Channel
- Source
- Campaign
- Term (e.g. keyword or adset)
- Content (e.g. ad)
- Landing page
- Landing page subfolder
Example #1: Leads by channel
This report shows you the channel responsible for the greatest lead generation.
Example #2: Leads by campaign
Now, you can focus on a specific lead source, like Facebook ads, and see how many leads are coming from each campaign by tracking the UTM parameter.
Example #3: Leads by keyword and ad
Once you discover the campaign generating the most leads, you can further analyze which specific keyword or ad is bringing in those leads using the term or content UTM parameters.
2. Sales source reports
Now that we’ve determined the channels, sources, campaigns, terms, and content driving leads, we need to verify whether these leads are turning into sales and revenue.
Direct your leads to your CRM. This action will allow you to track where your sales and revenue are originating, including from channels, sources, campaigns, terms, content, landing pages, and their subfolders.
This data helps you adjust your marketing strategy, putting more effort into the channels, sources, campaigns, keywords, and ads that deliver the most sales and revenue.
You can prepare a variety of sales and revenue reports, such as:
- Sales and revenue by channel
- Sales and revenue by source
- Sales and revenue by campaign
- Sales and revenue by term (e.g. Keywords)
- Sales and revenue by content (e.g. Ads)
- Sales and revenue by landing page
- Sales and revenue by landing page subfolder
Let’s examine this example:
Channels | Search Paid | Social Paid |
Leads | 50 | 75 |
Sales | 5 | 6 |
Average order value | $150 | $100 |
Revenue | $750 | $600 |
Following the launch of ads through Google Ads and Facebook Ads Manager, the “Leads by Channel” report showed that Facebook’s paid ads yielded more leads than Google’s paid search ads.
When reviewing the sales and revenue data in your CRM, you found that the Search Paid channel, although generating fewer leads, brought in more revenue than the Social Paid channel. This insight led you to revise your budget and focus more on the Search Paid channel.