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A steady stream of leads into a business is a good sign. It means people are engaging with your brand, have interest in your products and services and are making enquiries that could lead to you winning their business.
But if your business is dealing with a high number of leads, or even a potentially overwhelming quantity, it’s worth putting software in place to help. Lead management software can help businesses that are struggling to handle a high volume of leads, plus a number of other additional benefits.
Written by Lauren Shaw
Last updated: 11/01/2020
Organise leads properly
Lead management software allows your business to sort and organise leads based on a number of different factors. For example, if your leads are coming via an enquiry form on your website, you might have a field that requests information about budget limits or potential spend. This can help you categorise leads based on how potentially lucrative they could be for your business.
In doing this, it helps you gauge the quality of the leads you have coming into your business and also allows you to work out the priority you place on some leads over others. This can help you to organise your sales teams to be more responsive to a sudden high-value lead.
Assign leads to the right people
You may wish to sort leads into categories beyond their potential value. Prospective customers might require a particular service or have specific needs. Lead management software allows you to assign leads to dedicated members of your sales team with specialist experience and knowledge. This can help them better understand a lead’s needs and requirements and respond much more effectively, which, in turn, should help to increase the likelihood of them converting into a paying customer for your business.
Nurture and close leads effectively
Lead management software can help your sales team understand where each lead is up to in your sales process. This would give them visibility of all the emails, calls and marketing materials a lead has received. It can also clearly highlight the next steps for a particular lead based on your process.
The key here is that this allows for fluid communication with your team that isn’t repeated because they can quickly and easily pick up the conversation following the previous interaction. From a customer’s point of view, if you don’t effectively record what you’ve already said and sent, it comes across as unprofessional and automated, which can be off-putting. From a business standpoint, it means that you’re duplicating effort, which can waste time and resource which could be better spent on other leads.
From a customer’s point of view, if you don’t effectively record what you’ve already said and sent, it comes across as unprofessional and automated, which can be off-putting.
Take your lead management to the next level
An effective lead management system allows businesses to track, prioritise and manage leads much more efficiently. This helps to streamline your business processes, and also helps you provide a better overall service to your customers. This is so important in order to maintain a steady flow of new deals.
This is where lead management software can really benefit a business. A robust solution should allow you to:
- Communicate with customers effectively across multiple channels
- Integrate with other software platforms, including MailChimp and Campaign Monitor
- Use powerful workflows to automate your lead management process.
Written by Lauren Shaw, Marketing Manager at FLG