Adding Lead Sources in HubSpot: A Step-by-Step Guide

Jason Gong
LAST UPDATED
June 24, 2024
TL;DR

Go to Settings, then Properties, and create a new lead source property.

By the way, we're Bardeen, we build a free AI Agent for doing repetitive tasks.

If you're using HubSpot, you might love Bardeen's AI for sales. It automates lead source tracking and other sales tasks, saving you time.

Tracking lead sources is essential for understanding the effectiveness of your marketing efforts and optimizing your strategies. HubSpot, a powerful CRM platform, offers robust tools for managing and analyzing lead sources. In this guide, we'll walk you through the process of adding lead sources in HubSpot, from setting up custom properties to integrating offline sources and automating tracking.

Understanding Lead Source Management in HubSpot

Lead source is the channel or method by which a lead first discovers your business. Tracking lead sources is crucial for effective customer relationship management (CRM) as it provides valuable insights into the effectiveness of your marketing efforts.

HubSpot can track various types of lead sources, including:

  • Direct traffic: Visitors who directly type your website URL into their browser or use a bookmarked link
  • Organic search: Leads who find your website through search engines like Google or Bing
  • Paid campaigns: Leads generated from pay-per-click (PPC) advertising, display ads, or sponsored content
  • Social media: Leads who discover your business through social media platforms such as Facebook, Twitter, or LinkedIn
  • Referrals: Leads who arrive at your website via links from other websites
  • Email marketing: Leads generated from your email campaigns

By understanding which lead sources are most effective in attracting qualified leads, you can optimize your marketing strategies and allocate resources accordingly. This data-driven approach helps you focus on the channels that deliver the best return on investment (ROI) for your business. Tools like Bardeen can help with lead enrichment for better targeting and personalization.

Setting Up Custom Lead Source Properties

To track lead sources in greater detail, you can create custom lead source properties in HubSpot. Here's a step-by-step guide:

  1. In your HubSpot account, navigate to Settings > Properties.
  2. Click "Create property" and select "Contact" as the object type.
  3. Enter a label for your custom lead source property, such as "Specific Lead Source."
  4. Choose the appropriate field type, such as "Dropdown select" or "Single-line text."
  5. If using a dropdown, enter the specific lead sources you want to track as options.
  6. Set any necessary field type options, such as "Show in forms."
  7. Click "Create" to save your new custom lead source property.
Click "Create property" and select "Contact" as the object type

HubSpot's property settings allow you to tailor custom fields to your specific marketing activities or campaigns. For example, if you're running a webinar, you can create a custom lead source property called "Webinar" with options for different webinar topics or dates.

By creating custom lead source properties, you can gain deeper insights into which specific marketing efforts are generating the most leads and customers. This granular data empowers you to make data-driven decisions and optimize your marketing strategies accordingly. For more tips, check out our guide on automate sales prospecting.

Save time on creating custom lead source properties by automating your workflows. Use Bardeen to automate lead management seamlessly.

Integrating Offline Lead Sources with HubSpot

Integrating offline lead sources, such as trade shows or networking events, into HubSpot is crucial for maintaining a comprehensive view of your lead generation efforts. Here are some techniques to help you effectively capture and manage offline leads:

  1. Create custom lead source properties: Set up custom properties in HubSpot to track specific offline events, such as "Trade Show Name" or "Networking Event Date." This allows you to capture granular data about your offline lead sources.
  2. Use forms or landing pages: Create dedicated forms or landing pages for each offline event, enabling you to capture lead information directly within HubSpot. Be sure to include the custom lead source properties you created.
  3. Import offline leads: If you collect lead information offline, such as through business card drops or sign-up sheets, you can import that data into HubSpot using a CSV file. When importing, map the appropriate custom lead source properties to ensure accurate tracking.
  4. Utilize the HubSpot mobile app: The HubSpot mobile app allows you to manually input lead data on-the-go, perfect for capturing leads during offline events. Simply create a new contact record and fill in the relevant information, including the custom lead source properties.

By leveraging these techniques, you can ensure that your offline lead sources are accurately represented within HubSpot, providing a complete picture of your lead generation efforts and enabling more targeted nurturing and follow-up. For additional strategies, explore building a prospect list.

Automating Lead Source Tracking in HubSpot

HubSpot offers several automation options to streamline the process of capturing and recording lead source data. By leveraging these tools, you can ensure that your lead source information is accurate and up-to-date without manual intervention. Here are some examples of how to automate lead source tracking in HubSpot:

  1. Workflows: Use HubSpot's workflow tool to automate sales processes and automatically assign lead sources based on specific criteria, such as the page a lead converted on or the campaign they engaged with. For example, you can create a workflow that assigns a lead source of "Paid Social" for leads that convert on a landing page associated with a specific social media campaign.
  2. Forms: When creating forms in HubSpot, you can include hidden fields that automatically populate lead source information based on the page or campaign the form is associated with. This ensures that lead source data is captured at the point of conversion without requiring the lead to manually input the information.
  3. UTM parameters: Use UTM parameters in your marketing campaigns to automatically track lead sources. When a lead clicks on a link containing UTM parameters, HubSpot will automatically populate the corresponding lead source information on the contact record.
  4. Integrations: Leverage HubSpot's integrations with third-party tools, such as Google Ads or Facebook Ads, to automatically sync campaign data and lead source information. This allows you to track the performance of your paid campaigns and attribute leads accurately.
HubSpot Forms

By implementing these automation techniques, you can streamline your lead source tracking process, reduce manual data entry, and ensure that your reporting is accurate and reliable.

Bardeen can automate lead source tracking in HubSpot efficiently. Learn more about automating your sales prospecting with our AI-powered tool.

Analyzing and Reporting on Lead Source Data

HubSpot's reporting tools provide valuable insights into the effectiveness of your lead sources, allowing you to make data-driven decisions to optimize your marketing efforts. Here's how you can analyze and report on lead source data in HubSpot:

  1. Contact Reports: Use the Contact Reports tool to analyze the performance of your lead sources in generating new contacts. You can create reports based on the "Original Source" property to see which channels are driving the most leads.
  2. Deal Reports: Leverage the Deal Reports tool to understand how your lead sources contribute to revenue generation. Create reports that show the number of deals and their value by "Original Source Type" to identify the most profitable lead sources.
  3. Custom Reports: Build custom reports in HubSpot to gain deeper insights into your lead source data. For example, you can create a report that shows the conversion rate from lead to customer by lead source, helping you identify which sources generate the highest-quality leads.
  4. Attribution Reports: Use Attribution Reports to understand the impact of your lead sources across the entire customer journey. This tool allows you to see how different lead sources contribute to a contact's engagement and ultimate conversion, providing a more comprehensive view of your marketing efforts.

When creating reports, consider the following best practices:

  • Segment your reports by lead source to identify top-performing channels and those that may require optimization.
  • Use date ranges to analyze lead source performance over time and identify trends or seasonality.
  • Compare lead source data with other metrics, such as conversion rates and customer lifetime value, to gain a holistic view of your marketing performance.

By regularly analyzing and reporting on your lead source data, you can make informed decisions to allocate your marketing budget and resources effectively, ensuring that you focus on the channels that drive the best results for your business. For more advanced insights, consider using AI in sales prospecting to automate and refine your lead generation.

Automate HubSpot Lead Management with Bardeen

While you can manually add or update a lead source in HubSpot, automating this process can significantly enhance your efficiency and ensure no lead slips through the cracks. With Bardeen's integration, you can streamline how you capture and categorize leads from various sources, especially from platforms like LinkedIn.

Explore these powerful Bardeen playbooks to automate your lead management in HubSpot:

  1. Scrape LinkedIn Lead Information and Sync to HubSpot: This playbook automates the collection of lead information from LinkedIn profiles and directly creates new leads in HubSpot. It's an invaluable tool for sales and marketing professionals looking to minimize manual data entry and enhance lead engagement strategies.
  2. Qualify Salesforce Leads Using AI and Save in HubSpot: Leverage AI to qualify leads from Salesforce and automatically save the qualified ones as contacts in HubSpot. This playbook ensures that your team focuses on high-quality leads, optimizing your sales funnel.

By automating these processes, you can ensure a more effective and streamlined lead management system. Start by downloading the Bardeen app.

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