Inbound Marketing HubSpot

The ultimate cheat sheet on HubSpot Lead Sources

By Lawrence Penfold

Screen Shot 2018-07-13 at 16.58.49

In marketing, context is everything. Before you engage with your leads - no matter where they are in the sales funnel - you should always know how they first found your website as this will help to inform your lead nurture strategy and your discussions with them.

This first point of contact is referred to as a lead source. 

What’s a lead source?

Well, a lead source – also known as “Original Source” in HubSpot – is, in the simplest of terms, the first channel through which a lead visited your website. Essentially: how they first found you.

This could be through a Google search, it could be by them clicking a link to your website on another website, or it could be as simple as them clicking a link in a tweet that takes them to your website. All of these examples are potential lead sources but there are many more.

A couple of examples: 

  1. If I visit a website via a Google search and later convert via a form on that website – becoming a lead in the process – my lead source would be “organic search” as it’s how I first found that website. 
  1. If I click on a paid advertisement on a search engines results page, land on the website, and later convert via a form on that website, again becoming a lead in the process, my lead source would be “paid search”.


Why is a lead’s source important?

As mentioned previously, context is everything. If you know how leads first arrive on your website you can tailor your marketing and sales efforts accordingly. 

For instance, let’s say you provide a CRM solution called “Super CRM” and you want to generate more bottom-of-the-funnel (BOFU) leads via your pricing page. With this in mind, you set up a pay-per-click (PPC) advertisement targeting a specific search term – “Super CRM pricing”.

As your PPC advertisement targets a specific search term and is tied to a bottom-of-the-funnel content offer, you know that anyone searching for “Super CRM pricing” and converting on the pricing page is interested in what you have to sell – and therefore further through the buyer’s journey.

So if a lead’s original source is “paid search”, we know that they are considering the options available to them, or potentially ready to make a purchase, towards the bottom of the funnel, and further through the buyer’s journey. We can then use this information to inform our lead nurture strategy and personalise engagement.

Conversely, leads with a lead source of “social media” will most likely be at an earlier stage in the buyer’s journey and perhaps conducting research to learn more about your business and the services it provides. Most of these leads will need to be comprehensively nurtured until they are ready to engage with your sales team.


How can lead sources help you manage your marketing efforts?

Lead sources and reporting go hand-in-hand – with lead sources you can see which channels drive the most conversions on your website, and  which of those conversions actually turn into customers.   

For example, if you generate 70% of your customers via organic search – wouldn’t it be best to further invest in organic search, rather than try to obtain more customers via channels that do not convert anywhere near as well.

Lead sources enable you to be more pragmatic about your marketing activity – instead of investing in channels that do not generate leads or customers for your business, you focus on those that do, saving money and maximising your return on investment (ROI). You can also build workflows around them to focus on specific leads.


How do lead sources work in HubSpot?

Now that you know what lead sources are, how do they work in HubSpot?

A lead source is a contact property in HubSpot that cannot be edited – and is called “Original Source”. The original source value is automatically set when a website visitor first arrives on your website, so if a website visitor first arrives on your website via organic search, regardless of how they then convert on your website – be it through email, paid search etc – their original source will be organic search.

You can use original sources in HubSpot to create lists and segment your contacts according to how they found your website, providing an excellent way for you to quickly see what your most effective marketing channels are.


Where can you find a contact’s original source?

To find a contact’s original source, simply go to your HubSpot dashboard, click Contacts in the top right, then Contacts from the drop-down menu. You should see a list of all your contacts. Navigate through and find the contact you are looking for, click on them and then you should see their profile with their original source value defined on the left.

These are the original source values recorded in HubSpot by default: 

  • Social media

    Twitter, Facebook, LinkedIn – all of these social media channels can be used by interested parties to help find your business online. Leads generated via social media will typically be at earlier stages in the buyer’s journey and conducting research to find out more about your business and what it does.
  • Email marketing

    Tracking links are automatically added to the emails you send from within HubSpot. Any first-time visitor who arrived on your website via clicking a link in one of your emails will be assigned the original source of “email marketing”.
  • Organic search

    Search engines like Google and Bing, for example, are another way for interested parties to find your business online. Leads generated via organic search are most definitely interested in what your business does, but will typically be at earlier stages in the buyer’s journey.
  • Paid social

    Leads generated via paid social – advertisements on social media platforms like Facebook, LinkedIn and Twitter – are further into the buyer’s journey and most likely considering their options or ready to make a purchase.
  • Paid search

    Like paid social, leads generated via paid search are further into the buyer’s journey and are considering their options or ready to make a purchase. Most of us don’t click on paid advertisements unless we are considering or about to make a purchase.

  • Referrals

    Referrals are clicks from links on other websites to your website.

  • Direct traffic

    Leads generated via direct traffic have either first visited your website by typing its URL in, or first accessed it via a channel or source that cannot be tracked by HubSpot. For example, website visitors who first visit your website via a link shared over WhatsApp cannot be tracked and are instead considered “direct traffic” when they convert.

  • Offline sources

    Offline sources refer to contacts and customers who originated outside of your website, such as those who have been imported in. Offline sources are hidden by default in HubSpot.

  • Other campaigns

  • If you have any campaigns that are being monitored with specific tracking URLs, leads generated via these campaigns will be assigned the “other campaigns” original source value.
    You can, of course, set up custom tracking so you can use sources outside of the above selection. If you want to find out more, why not check out this blog?

Knowing just how your leads first found your website will help you to improve your engagement and develop nurturing strategies for leads at every stage of the sales funnel. If you want to find out more about lead/original sources and reporting to refine your activities and generate ROI, download our free eBook: “A Marketing Manager’s Guide to Marketing ROI with HubSpot Analytics”.



by Lawrence Penfold

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