Choosing the right Lead Source Category

See the list below to determine which Lead Source Category is best fit for your Opportunity.

Internet

• Use for leads generated through online sources. This is a broad category that includes Google searches, GLSA/GSA leads, PPC advertising, social media such as Facebook, Roof Ignite, and many other externally generated paid online leads. It also includes Organic leads when the customer found the company online but no more specific online source can be identified.

Referrals

• Use when a new customer was specifically referred by another person. For example, if a past customer tells someone else about the company and that person calls, select Referral and identify the past customer as the referral source. Do not use Referral when the caller themselves is a previous customer returning for additional work.Publications

Media

• Use for advertising or leads originating from publications such as newspapers or magazines. If a customer remembers seeing the company in a newspaper but cannot remember which one, this category can be used to review the currently active publication sources.

Sponsorship/Community

• Use for traditional broadcast advertising such as television or radio advertisements. Select this when the customer specifically says they saw or heard an advertisement through one of those media channels.

Company Generated Leads

• Use for leads associated with company sponsorships or community organizations/events. Examples mentioned include sponsorships through schools, churches, and the Lebanon Fair.

Direct Mail

• Use when the customer responds to a physical piece of mail from the company. Examples include postcards and other mailed marketing pieces. This is distinct from Publications, which covers advertisements placed in newspapers or magazines.

Unknown

• Use only when there was no opportunity to determine how the customer heard about the company. For example, a caller may end the conversation before staff can ask the lead-source question. If staff are able to ask and the customer simply cannot identify a specific source but appears to have found the company online, use Internet → Organic instead.

In-House Sales

• An older, currently inactive category for leads generated by an employee working internally to prospect for business. Examples included pursuing commercial leads through cold calls or mailed postcards. The company does not currently have a dedicated in-house sales role; salespeople who generate their own leads are instead treated as self-generated leads.

Field Marketer

• An older/inactive category intended for leads generated through in-person field marketing. The example given was door knocking or distributing door hangers.

Email

• Use for leads generated through an email marketing campaign. The company had recently started an email campaign at the time of the interview, so customers responding to those emails would be categorized here.

Text/SMS

• Use for leads originating from a text-message marketing campaign. The company has run text campaigns previously, although the speaker was unsure whether any SMS lead sources were currently active.

Columbus Ohio

• A legacy category associated with a former company location in Columbus, Ohio.