Step #1: Install Tracking Code
**HubSpot's free marketing tools require tracking code to work properly**
The power of the free HubSpot marketing tools is that they live on your website and can help you capture new leads for your business. For that to work, you need to install the tracking code on your site.
This guide will show you how to install tracking code, or watch the video to the right.
The tracking code will enable you to create lead flows and use the collected forms feature for existing forms on your website. AND, all of these leads will be ready to go in your CRM once captured.
This tracking code is central to HubSpot and will work across all HubSpot products.
Watch How to Install Tracking Code
Key Takeaway: Install the HubSpot tracking code to enable lead flows on your website.
Step #2 Build a Lead Flow
Leverage your website traffic to capture more leads
After installing the tracking code on your website, you are now ready to build lead flows. Lead flows are pop-up forms that overlay your website that enable you to capture leads from website visitors.
Use Lead Flows to help you generate new blog subscribers and sales-ready leads or provide e-commerce offers or other content to web visitors.
Resource: How to Create a Lead Flow (Article)
Resource: Lead Flow Overview (Videos)
Watch How to Create a Lead Flow
Key Takeaway: Build targeted lead flows based on web page content and persona.
Step #3 Create Lead Views
Segment your newly captured leads
The CRM connects with your Lead Flows so that you can easily find your new leads. In HubSpot CRM, utilize the "Form Submission" contact property to filter for leads captured by a Lead Flow.
Create Custom Views for your Leads: filter for your Lead Flow under the "Form Submission" property in the contacts section of the CRM. Then, save this view so you can always find your new leads from Lead Flows.
Not sure if you've already followed up with a lead?
Last Contacted and Last Activity Date: these properties update automatically when you log an engagement or activity to a contact, which makes it easy to filter your database for customers that you haven’t followed up with in a while.
Watch How to Create Lead Views
Key Takeaway: Segment newly captured leads based on which lead flow they completed.
Step #4 Follow Up with Leads
Using the Call Queue for efficient follow up
Once you can identify your newly captured leads in the CRM, add your contacts to the call queue to efficiently reach out with targeted content.
Learn how to create a call queue for sales outreach like calling or emailing.
When your contacts are in the call queue, target your leads using HubSpot Calling and Email Templates for fast, personalized follow up.
Want HubSpot to follow up with leads who don't respond? Check out Sequences, a tool to automate follow up with your prospects and leads.
Watch How to Follow Up with Leads
Key Takeaway: Efficiently follow up with newly captured leads using the Call Queue.
