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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
Marketing Manager

Published: 03/07/2018
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 then 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 can 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 helps your sales team understand where each lead is up to in your sales process. This might mean that they have access to a list of all the emails, calls and marketing materials a lead has received. Or it might be that the next steps for that lead are clearly highlighted.

The key here is that this allows for fluid communication that doesn’t repeat itself. 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.

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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:

 

Written by Lauren Shaw, Marketing Manager at FLG

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