Knowing where your leads come from helps you invest your marketing time and money wisely.
When creating a lead, select a source: Referral, Website, Cold Call, Social Media, or Other. Be consistent with how you categorize sources so your data is meaningful.
Over time, you'll be able to see which sources generate the most leads and which sources produce the highest-value jobs. This information is invaluable for deciding where to focus your marketing efforts.
For example, if you discover that referrals have a 60% close rate while cold calls only close at 10%, you know to invest more energy in building your referral network.
Tip: Ask every new lead how they heard about you. Make it a habit from the first phone call or email. The few seconds it takes to record the source pays off in strategic insight.
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