If you’re a company that depends on inbound leads coming from your website to succeed, then it is crucial for you to know where these inbound leads are coming from. Some popular ways inbound leads make it to your inbox include:
- Finding your website via a search engine
- From advertising, trade shows and other marketing efforts
- Referral from social media posts
- Referral from other websites that think your product or information is valuable and shared it with their visitors
- Referral from press releases and other news
In Part One of this post, I’ll share how to set up the foundation to trace where each lead is inquiring from. When I say trace, I mean how I find out where the lead is coming from (including IP address, Country, City). Having this information is the first step in knowing more about your visitor and gauging which parts of your marketing efforts are paying off.
The Tools You’ll Need To Trace Where Sales Leads Are Coming From
To begin, my method assumes your website is built using WordPress. Next, you’ll need to install the following three plugins (they’re all available free on WordPress.org):
- Contact Form 7 (a plugin that allows you to create robust contact forms on your website that sends visitor inquiries direct to your inbox)
- Contact Form 7 Lead info with country (works with Contact Form 7 to provide tracking information)
- GeoIP Detection works with both Contact Form 7 and Contact Form 7 Lead info with country to display the actual country origin of the inquiry)
Make sure you install these plugins and setup one contact form on your website using Contact Form 7. Then proceed to the next section.
Setting Up Tracking Info In Your Contact Form 7 Mail Tab
Once you’ve setup a contact form using Contact Form 7, you have the opportunity to customize how you want the inquiry information to appear in your inbox. Usually, information such as email, subject, product, and message are what you would include. In addition to this, you need to add the shortcode [tracking-info] into the Message Body section. I like to put it at the end of the message so that it is easy to see.
That’s it. Now, any lead you receive that was submitted using this form on your website should have tracking information attached to it. Here’s the message from a test inquiry I sent:
As you can see, under the Tracking Info section, I’m provided with a wealth of information regarding the sender. I’ve circled what’s most important to me: the IP address. I’ll show you why the IP address is the most important piece of data for tracing where your leads are coming from in Part Two of this blog post.
Note that there is a lot of other important information here, such as the country, state/province, postal code prefix, and even the city. As a bonus, you also see how the user came to your website and what page they first landed on. Finally: you have a little extra 411 on your potential customer before responding to her!
So if you’re using WordPress for your website then there’s really no reason for you to not use Contact Form 7 and the tracking plugins I’ve recommended. Start tracking today, and I’ll show you how to make meaning from the information you receive to boost your leads and accelerate your sales funnel in my next post.