How do I track which ads or posts generated each lead?
If you’re spending money on ads or putting real effort into social media, you want to know exactly which campaigns, posts, or channels are bringing in leads. Tracking which ad or post generated a specific lead isn’t just a marketing “nice-to-have”—it’s the foundation for making smart decisions and getting better results from every dollar or hour you invest. So how do you set this up without getting lost in spreadsheets or technical headaches?
Why is lead source tracking so important?
When you know exactly where your leads come from, you stop guessing and start growing. Lead source tracking lets you:
- Double down on what’s working—no more wasted ad spend.
- Identify your top-performing content, channels, and ads.
- Prove ROI to your team, boss, or clients.
- Refine your budget and creative efforts with confidence.
Without this insight, you risk making decisions based on “gut feel” instead of real data, which can mean missing easy wins or repeating mistakes that cost you customers and cash.
What are the main ways to track lead sources?
Tracking lead sources isn’t one-size-fits-all, but here are the most effective ways small businesses do it today:
1. UTM Parameters (The Secret Weapon for Digital Campaigns)
UTM parameters are little tags you add to your URLs in ads, emails, and social posts. When someone clicks your link, these tags tell your analytics tools exactly where they came from.
For example, this link:https://surgebythrive.com/contact-us/?utm_source=facebook&utm_medium=ad&utm_campaign=summer-sale
This setup tracks that the lead clicked from a Facebook ad for your summer sale. Google Analytics and most CRM systems—including Surge by Thrive’s lead capture tools—can automatically read these tags and assign the lead source.
Learn more about UTM parameters here:
Google’s Campaign URL Builder
HubSpot: What are UTM Codes?
2. Custom Forms with Hidden Fields
Many custom forms let you capture hidden fields like the referring URL or the UTM parameters mentioned above. When someone submits a form, these details are saved along with their contact info. With Surge by Thrive’s Custom Forms, you can collect this data automatically and push it into your CRM.
This is especially handy for tracking leads from paid ads, social posts, or guest blogs. You’ll know not just who filled out your form, but exactly where they came from.
3. Tracking Phone Calls and Offline Leads
For leads who call after seeing a post or ad, tools like call tracking numbers come to the rescue. By using a unique phone number on each ad or campaign, you can tie every call back to its source. Many CRM and marketing automation systems, including Surge, offer call tracking and attribution tools that log every lead’s journey from click (or call) to conversion.
Read more:
CallRail: What is Call Tracking?
4. CRM and Marketing Automation Tools
The best way to manage all this information is to bring it together in one place. Surge by Thrive’s CRM and Lead Capture tools let you see every lead’s source at a glance. With seamless integration, every UTM code, phone call, and form submission is tracked automatically, and you can even trigger different follow-up workflows based on the source.
Can I track leads from social media posts or influencer campaigns?
Absolutely. The trick is to use unique URLs for each post or influencer. If you post the same offer on Instagram, Facebook, and LinkedIn, use a different UTM-tagged link for each. This way, when someone signs up, you’ll know if it was that Wednesday morning Instagram Story or the Monday night Facebook post that did the trick.
Pro tip: Use Surge by Thrive’s workflow automations to tag and sort these leads as soon as they arrive, so your follow-up is always on point.
How do I actually set this up in Surge by Thrive?
- Create your UTM links using the Google Campaign URL Builder.
- Set up your Custom Forms to capture UTM parameters and referrer information. Learn more about Surge’s Custom Forms here.
- Use unique numbers for call tracking if you take phone leads.
- Connect your forms and calls to the Surge CRM so every new lead is tagged with its source.
- Automate follow-ups with Surge workflow automations, so leads from ads, posts, or emails get a tailored experience.
If you get stuck, the Surge by Thrive team is here to help.
FAQs about Lead Source Tracking
Do I need a developer to set this up?
Not at all. Most modern CRM and form tools—including Surge—make it easy to capture and tag lead sources with no coding required.
What if someone clears their cookies or uses private browsing?
No tracking method is 100% perfect, but by using multiple methods (UTMs, hidden fields, call tracking), you’ll capture the majority of your leads with accurate source info.
Can I see which Google ad, keyword, or Facebook post created a lead?
Yes. UTM tags can get as specific as you want—down to the exact ad or keyword. With Surge, you can view detailed reports by source, campaign, or even specific post.
Is this just for digital campaigns?
While online tracking is easiest, phone call tracking and manual tagging make it possible to track offline sources too—like radio, flyers, or event QR codes.
Take Control: Start Tracking Your Leads Today
If you want to get serious about your marketing, it’s time to stop guessing and start tracking. Surge by Thrive makes it simple to know exactly which ads, emails, or social posts are driving your leads—so you can invest smarter and grow faster.
Want to see how easy it is? Request a demo now or contact our team and we’ll help you get set up!