Create a Custom Deal Property: “Source of Deal”

1. Why Create a “Source of Deal” Custom Property?

1. Track the Real Origin of Your Deals: Independent consultants often rely on relationships, referrals, or internal expansions of existing work. The web traffic approach (organic vs. paid search, etc.) can’t always capture that nuance.
2. Tailor Categories to Your Reality: The ways you land projects might be quite different from typical marketing channels. A custom property lets you define a picklist that reflects your usual project sources (e.g., “Referral,” “Staffing Firm,” “Inbound from Past Client,” etc.).
3. Better Reporting & Analysis: Later, you can filter or report on how many deals came from “Speaking” engagements vs. “Cold Outreach,” helping you see which outreach or relationship strategies pay off.

2. Example “Source of Deal” Options

While you can name them however suits your consulting approach, here’s a suggested list:

1. Current Project: The client expands your existing scope or requests additional services while you’re already engaged.
2. Inbound from Past Client: A previous client proactively contacted you about a new need.
3. Warm Outreach to Past Client: You followed up with a past client to check in, and they responded with a new opportunity.
4. Referral: A third party introduced you to the client or told the client about you.
5. Event: The deal ties to an event you organized (e.g., a workshop or small networking event).
6. Speaking: The client saw you speak at a conference, webinar, or similar forum.
7. Content: They discovered you through your podcast, newsletter, or another piece of content you produced (like a book).
8. Website: The client found you and inquired via your website or contact form, not linked to any event or relationship.
9. Cold Outreach: You reached out to them first (an entirely cold lead).
10. Staffing Firm: You discovered the project via a staffing firm or a platform. If you often work with a few specific firms, you could create separate picklist items for each.

Note: You can add or remove categories that make sense for your practice. Keep them high-level so you can do quick reporting later (e.g., how many deals came from “Referrals” vs. “Staffing Firms”).

3. Creating the Custom Property

Here’s how to set up a “Source of Deal” property in HubSpot:

1. Go to Settings
   • Click the Settings (gear icon) in the top-right of your HubSpot portal.
2. Objects → Deals
   • In the left sidebar, select Objects and then Deals.
   • Look for Properties (or sometimes just “Deals” → “Properties”).
3. Create Property
   • Click Create property.
   • Object type: select Deal.
   • Group: choose something like “Deal Information” or create a new group (e.g., “Consulting Details”).
   • Label: “Source of Deal.”
   • Field type: Dropdown select (or “Multiple checkboxes” if you want to allow more than one source).
4. Add Options
   • Enter each possible source (like “Referral,” “Speaking,” “Staffing Firm,” etc.).
   • Keep it short and descriptive.
5. Save
   • Once saved, you’ll see “Source of Deal” as a new property available on deal records.

4. Using “Detailed Source of Deal” (Optional)

If you want more specificity—like which event, who exactly referred you, or which staffing firm—consider a single-line text field, e.g.:

• Detailed Source of Deal
  • Type in the exact person’s name, the event title, or the specific platform.
  • This complements your “Source of Deal” picklist. For example, “Source of Deal = Referral,” then “Detailed Source of Deal = Referred by John Smith.”

5. Tracking Introducers or Referrers

Another approach is to associate the referrer as a contact on the deal. However, in HubSpot’s Free, Starter, or Professional, you can’t label that person as “Introducer” in the association panel. You’ll have multiple associated contacts and must remember which is the actual client vs. the referrer.

• Pros: All relevant parties (the client’s contact and the referrer) appear in the deal record’s timeline.
• Cons: No special labeling or distinction unless you note it in the deal’s notes.

Hence, many consultants prefer a short text field like “Introducer Name” or “Detailed Source of Deal” for clarity.

6. Next Steps for Analysis

Once you consistently fill out Source of Deal for each new opportunity:

• Reporting: Build a simple custom report showing deals by “Source of Deal.” Track how many you won vs. lost, total revenue per source, etc.
• Workflow Automation (Professional): Possibly set a workflow: if “Source of Deal = Staffing Firm,” assign the deal to a specific pipeline or notify your virtual assistant to handle certain tasks.