How to know where your leads are coming from

It’s hard to know which channels to double down on if you don’t know where most of your leads and traffic are coming from. Without this information you won’t know what’s working and where to invest your efforts — Critical as you scale.

The Solution: Implement Source Tracking

Now, there are easy ways, and there are harder ways to do this. But there are 3 major ways to achieve source tracking — All require a CRM and a source field for each lead (single-select works best for analytics):

1. Manually (you or a VA) play detective and go through the leads, updating the source field where possible.
2. Ask the lead on your form/booking page to self-select where they found you, and have their answers auto-populate in your CRM.
3. Create duplicate web pages with separate forms. Each form automatically adds them to your CRM and pre-selects the source field.

There are pros and cons to all approaches, but the fewer duplicates of your systems that exist, the easier it will be to make changes to your flow and maintain consistency — A major downfall to the third approach.

Recently, I discovered a new way to implement source tracking without having to duplicate your forms or Calendly. It’s technical, but easy enough that anybody can do it.

In my particular case, I send traffic to a page, which sends them to a lead magnet form or a Calendly booking page. When the lead signs up (using Zapier) I automatically add them to my CRM (Airtable) and auto-populate their source. The best part is that even though they’re sent to the same form of booking page, I’m still able to automatically track the source.

Here’s how I do it without having multiple signup pages:

1. Copy and paste the URL of your signup page. Example: calendly.com/thomas-125/free-systems-call
2. Add the following to the end of the URL: “?utm_source=” Example: calendly.com/thomas-125/free-systems-call?utm_source=

4. When a lead signs up, it associates them with the source from the URL, which I can then pull into Zapier (or whichever integration tool you’re using).

I use these custom links for the call-to-actions on my social accounts, or when engaging with a prospect via email or DMs — When they’re ready to take action, I send them the custom link.

This has significantly simplified my systems, allowing me to only worry about one signup page rather than having to update multiple when changes are needed.

If you don’t yet have an integrated CRM, you can access one of my Airtable templates: Click Here

Go ahead and try it:

• Add a source field to your CRM
• Make a list of the common sources of traffic
• Create custom tracking URLs for your signup forms
• Update socials and web pages with your custom URL
• Integrate your signup page and source tracking with your CRM

See you all next Thursday 👋

PS. Whenever you're ready... Here are three ways I can help you systemize & automate operations:

1. Learn how to find, hire, and manage virtual assistants → Free Access
2. Manage projects, meetings, and resources from a single place → Learn More
3. Let me help you automate operations and exit the day-to-day grind → Work With Me

More recent posts ⤵️