Successful small business owners understand they must adapt to a changing marketplace and set themselves apart from the competition. Big business has been reaping the rewards of innovative lead management for years.
Lead management software takes the extra work off of a sales rep by simplifying routine daily tasks. Software that creates new opportunities, tracks the progress of those opportunities, and provides reminders of the next best steps is a game-changer for a small business.
The sole purpose of lead management software is to make the sales process easier and more efficient. Are you ready to discover the rewards?
Here are 14 reasons to invest in lead management software.
1. Better Qualified Leads
You must continue to bring in high-quality leads to keep a small business thriving, hitting goals, and moving forward. The ability to determine which leads are promising and worth following up with and which are not is critical for a successful sales process.
Lead management software simplifies this process. It allows you to measure a lead’s level of interest based on their interaction and engagement with a brand both online and offline.
2. Efficient Sales Activity
Keeping track of new leads can be overwhelming. Knowing whom to follow up with and whom to knock off the list can be a daunting task.
Wouldn’t it be great to have this information readily available whenever you need it? Lead management is more than lead generation.
It can help you be more efficient by setting regular reminders and push notifications when it’s time to follow up or meet with a current or potential customer.
3. Marketing ROI
Understanding your audience is key to making a sale. Lead management allows advanced understanding of an engaged audience.
This makes the sales process less stressful and more efficient. It allows you to narrow the focus of your marketing efforts and attract more conversion opportunities.
Software that offers URL tracking and data analysis allows small businesses to make data-driven decisions regarding marketing. These insights give marketers a clear understanding of which efforts are working and which deliver the most ROI.
4. Maximize the Work Day
Efficiency and productivity are essentials of any successful small business. Small business owners wear many hats. Too often they must focus their attention on one area while neglecting another.
Cutting down on some of these tasks can help small business owners maximize their time. Sales lead management software can help you manage your time and focus your attention where it needs it most.
The right software will improve workflow and assist you in maximizing your workday and managing your inbound business.
5. Sales Pipeline Tracking
With the best lead management software, tracking leads is intuitive and offers a visual of any ongoing deals. This benefits sales teams by allowing them to work more efficiently to win deals and track conversion rates within the sales pipeline.
6. Nurture Potential Customers
All leads are not created equally. Every potential customer is an individual, and a one-size-fits-all approach does not work. Lead management helps you decipher new leads to determine which are valid, which are not, and which are extremely valuable.
Lead management software scores new leads and allows you to create processes to treat leads differently. For example, some leads might benefit from further education such as a webinar, while others may be ready for purchase and warrant a sales call.
7. Customer Support
Good customer service never goes out of style. Going the extra mile for your customers and providing the best possible customer service is a winning strategy for any small business.
Lead generation software can help you make your customers a top priority. Customer data is collected and analyzed. This can help you better understand and support your customers.
Insights into your customers’ lives help you direct your products and marketing efforts to fit their needs. Knowing their online habits, past interactions, location, and other demographics is a valuable tool for better interaction, communication, and customer support.
8. Personalized Outreach
Today’s customers expect excellent customer service. They respond to personal messaging and expect a certain level of attention.
The right software can help you understand your audience and open up the lines of communication between you and your target customers. Understanding your audience and personalizing your approach offers more opportunities for targeted content.
Knowing your customers’ likes, dislikes, and needs allows you to refine your content to reach them. Customer demographics, past interactions, search habits, and more allow you to better meet the needs of your customers and turn meaningful interactions into conversions.
9. A Proactive Approach
From traditional marketing efforts to email to social media, lead generation never stops. If you’re trying to do this on your own, it’s overwhelming, to say the least.
Lead generation software helps your small business take a proactive approach to marketing. Predictive analytics along with customer insights are game-changers in the marketing world.
Automated data collection and streamlined lead funnels allow for more efficient and productive marketing. The ability to integrate lead processes makes your life easier and your marking efforts more proactive.
10. Potential for Forgotten Leads
Unfortunately, leads don’t always turn into a sale. But in some cases, it just takes time for some leads to pan out.
This can be hard to accept as a business owner, especially if you’ve put a lot of time and effort into leading them to convert. It’s tempting to put those leads behind you and concentrate your efforts on new ones.
Lead management software can help you find value in old leads. You’ll have access to an external marketplace, allowing you to re-approach or distribute these leads to third-party buyers.
11. Time Saver
Lead management software helps businesses save time by decreasing the time spent on converting leads. It can help speed up the buying process as well.
This is possible because historical data allows you to prioritize your leads for conversion. The software is easy to use, and this information is readily available.
The best lead management software can alert you to “lead freshness.” You can stay on top of leads as they qualify as hot, warm, or cold with numbers changing and updating in real time.
Knowing which leads to tackle first is a time saver and the quickest route to conversion.
12. Automated Responses
Customers expect a quick response. If you don’t give them one, they’ll be off to your competitors in a flash.
A key benefit of lead management software is automated response capability. Without an automated system in place, response times can be delayed, especially during busy times or holidays.
Keep your leads happy and make sure they get a speedy response. If you do this, you’re much more likely to see them stick around and choose you over the competition.
Your business is unique. Customization features that may work for the business next door may not work for you.
With some lead management programs, you can customize various applications to make them work better for your particular business needs. You can change formats, move columns, or remove information from a particular page.
You may have viewing options or be able to select the number of items to view on specific pages. Customization is about finding what works best and simplifying the process of turning leads into loyal customers.
14. Turning Campaigns On and Off
Deleting a campaign from the platform isn’t always the best idea. What isn’t working today may be promising down the line. With management software, you can turn a campaign on or off with a click.
It’s surprisingly simple. When you turn a campaign off, it will no longer be visible on the dashboard or updated with fresh lead information. But it will remain accessible to you.
Turning a campaign off or back on will allow integrations and updates to continue as they normally would.
Invest in Lead Management Software
Large corporations are already reaping the many benefits of lead management software. Small business owners are recognizing its value more as well.
Failing to pursue leads and track conversion data can cause you to miss potential sales and affect your bottom line. Choosing to invest in lead management software is an investment in the future of your business.
Sales Flow is a future-thinking sales engagement platform with over five years in the lead management industry. We help users scale and develop revenue by providing an affordable and effective way to generate leads.
We’d love to help you experience success in your industry and keep moving your business forward. Contact us today to learn more.