Need-to-Know Metrics for Lead Generation
Tracking marketing metrics for lead generation doesn’t have to be a cumbersome task you dread every single day. If you’re tracking a ton of metrics daily, you’re probably doing a lot more work than you need to.
Let us help minimize what metrics to track for lead generation to ensure you’re only tracking what is necessary to benefit your business! Below are some metrics you should be looking at for lead generation on a daily, weekly and monthly basis.
The Bare Necessities of Tracking Metrics
Not all of the metrics we are going to be discussing need to be tracked every single day. If so, it may get a bit tedious and you wouldn’t have time to accomplish any of your other daily tasks. Here are some insights into the differences between tracking metrics daily, weekly and monthly:
- Daily Metrics – Tracking daily metrics helps you to see if your current marketing tactics are working or if they could use some help. Keeping an eye on your daily metrics allows you to catch when you’re falling behind the first day it happens and see what areas immediately need your attention, so you can quickly react and get back on track. For example, if you’re down in visits and/or blog views, scheduling an extra blog article or two for that week can help increase your website traffic almost immediately.
- Weekly Metrics – Weekly metrics allow for a longer amount of time to track and oversee metrics for lead generation. These weekly metrics should be used to focus on what adjustments can be made now in order to impact next month.
- Monthly Metrics – Tracking metrics monthly allows you to see what is working best over time, not overnight. They help determine what you should be doing in the current month to impact the following month. For example, if you make changes to a landing page that isn’t performing well, you’ll have to wait a few weeks to see if those changes you made have increased conversions.
Visitors Compared to Previous Month & Goals
Tracking your visitors may seem like a no-brainer for inbound marketing, but are you comparing them to the previous month or your goals for the current month? If you’re a HubSpot user, your dashboard can show you how many visitors you have so far compared to the previous month or compared to your monthly goal. Choosing to view your dashboard compared to goals (my personal preference) shows how many visitors you need each day in order to reach your monthly goal.
The graphs displayed on your dashboard helps to visualize this number along with your progress. If you’re not a HubSpot user, you can still keep track of this information using an Excel spreadsheet.
Visitors should be tracked on a daily, weekly and monthly basis to ensure that you’re improving month over month and consistently reaching your goals.
Leads Compared to Previous Month & Goals
Both of these metrics are calculated in your HubSpot dashboard using the same concept as explained previously for visitors. This is important when focusing on lead generation. Comparing your leads to your monthly goals help you stay aware of whether you’re on the right track to meet the goals for the month.
Leads Generated Per Offer
Knowing how many leads were generated from a particular offer will help you determine how effective different types of content offers are in terms of your marketing efforts.
Not only should you be tracking the total number of leads your new offer generated, but you should also be tracking how many new leads were generated from that offer. This metric will show you how many new people you’ve attracted to your business. Paying attention to new contacts/leads is an excellent way to determine whether or not your content is helping you to attract a new audience to engage with.
Just like visitors, your leads should also be tracked on a daily, weekly and monthly basis to ensure that you’re gaining more and more leads each month and consistently reaching your monthly goal.
Blog Views & Subscribers
Are your blog views down significantly from last month? Blog articles are a great source of traffic for your website and can be an even better lead generator if you have an appropriate CTA at the bottom of each blog article. Your blog subscribers help to generate more blog views, which in turn increase website visitors.
Blog views should be tracked on a weekly basis while subscribers can be tracked more on a monthly basis.
Social Media Visits & Leads
Social media can be a great source to generate leads if it’s being utilized correctly. Some of your social posts may be doing better than others due to the content being presented, the way it’s being presented, hashtags used, whether or not an image was used, amongst other things.
Social posts that are doing better than others can be re-purposed on a daily basis across social channels to ensure you’re generating visitors and leads from all social channels.
Social media is an excellent metric to track on a daily basis so you can immediately make changes based on what’s working and what isn’t.
There You Have It
Tracking these metrics can help you make the right marketing changes for your business in order to optimize your lead generation. There are many more great metrics than what I have provided, so please share with us what your need-to-know metrics are for lead generation!