Customer lead management is an essential process for businesses, whether they are small or large. To ease this process, businesses can rely on software-based tools designed to help track, manage, and nurture potential customers. These tools can collect data right from the moment the customers demonstrate an interest in the products or services of a given business to the time of purchase. That said, it is important for businesses to choose the right software.
1. Determine needs and goals
Figuring out the business needs and overall objectives is a key initial step when choosing customer lead management software. Here, businesses can begin by reviewing the existing lead management process. During the review, areas that need improvement should be identified. Customer lead management tools can be utilized for the entire customer journey, from marketing to sales. That said, a thorough assessment of the existing processes will make it easier to define the specific desired outcomes of using a lead management software system. For instance, common goals can be enhancing lead generation, improving lead nurturing, and securing increasing transactions. Once such goals are clearly defined, a business can look for a tool to meet these needs.
2. Set a reasonable budget
When choosing customer lead management tools, businesses must account for the upfront cost of the software as well as other expenses associated with using the tool. For instance, tool maintenance can be a significant portion of the overall costs of using a software-based tool. When setting a budget for the upfront cost, one must remember a tool with a variety of features can be more expensive than a basic software system. So, businesses on a tight budget can consider a free customer lead management software system. That said, such tools can be limited, providing non-paying users with stripped-down versions as well as restricted features and access.
On the other hand, a paid tool usually comes with monthly fees that can range from a few dollars to a couple of hundred dollars for additional and advanced features. However, based on the tool, the payment processes can vary. For example, cloud lead management software has monthly or annual subscription costs, whereas on-premise software typically has a one-time payment system. Another consideration while setting a budget is the setup and operational costs. For instance, a business may have to make additional investments for the installation as well as for user support, timely updates, and training involved in using the software.
3. Assess user-friendliness and customization options
A customer lead management tool that offers some level of customization can be essential for businesses that need to tweak the user interface and tasks according to certain specific business needs. That said, it is important that the customization process is not overly complicated, which would make the software difficult to use. So, the tool one is choosing should strike the right balance between ease of use and customization options. If one is looking for extensive customization options, they can look for an external tech consultant who can help the business make the most of the lead management tool.
4. Assess industry compatibility
Most customer lead management tools are designed to be compatible with the processes of various industries. That said, certain software-based systems are designed for specific types of business. For instance, a customer lead management system could be developed to cater to business-to-business operations or business-to-consumer processes. Besides, certain industries require lead management tools to comply with strict protocols. Considering these factors, it is better to choose tools designed to serve specific industries, whether it is real estate, agriculture, or technology.
5. Look for ease of integration
For smooth lead management, the given tool must be capable of integrating with pre-existing marketing and sales tools. This would help the business ensure all its tools work in harmony with the lead manager software. Such integrated lead management can help streamline the workflow, boost productivity, and ensure more customers end up purchasing something from the business. Seamless integrations also help to automate tasks, score deeper insights on the leads, and drive more conversions. Businesses can check if the platform has a few key features to assess its integration capabilities.
- Email marketing platforms
- Social media integration
- Appointment scheduling apps
- CRM systems
- Proposal software
- Marketing automation tools
- Contract management tools
6. Consider software scalability
Customer lead management software can be designed for businesses of different sizes. So, specific tools are made for small- to medium-sized businesses. While choosing a tool designed for a specific business size might seem like a safe choice, one might have to switch to a new platform if the given business expands in the future. Here, it is important to choose a tool that can grow with the business, regardless of the initial size. So, even if a business starts small and experiences massive growth in the future, scalable lead management software can meet growing needs. However, if the business intends to stay small and hyperlocal, it can avoid splurging on a scalable software system. So, a business must determine how much it is projected to grow within a specific time and then choose a suitable tool.
