Running a small business is a whirlwind. You’re doing it all from whatever it is that your business does to customer support to marketing. It’s easy for potential customers (leads) to slip through the cracks. That’s why you need lead management tools. It allows you to keep track of everyone who has shown interest in your business so that you can build those relationships and turn them into paying customers.
In this article, we will explain what lead management software is, why it is beneficial, and introduce you to some of the best tools available.
What is Lead Management Software?
It is like an electronic filing cabinet, but smarter. It is a tool that helps you keep your potential customers (leads) in one place and organized. It helps in gathering their information (including their name, email, and what they seek), based on their activities in your firm (e.g., visiting your site or opening an email), and automates activities like sending reminder emails. Essentially, it gets rid of lead management disorder and allows you to turn them into happy customers.
Key Features of Lead Management Software
It comes loaded with features to simplify your life. Some of the most important ones are:
Lead Capture:
This is where you gather information on potential buyers. Think about online forms on your website, or even connecting the software to your social media profiles so that you automatically capture information from individuals who interact with your posts.
Lead Scoring:
Not all leads are created equal. There are some that are more likely to become a customer than others. Lead scoring helps you to prioritize. For example, someone who fills in the contact form and downloads your brochure is probably more interested than somebody who just likes your Facebook page.
Lead Allocation:
If you possess a sales team, it helps you allocate the leads automatically to the relevant person. For example, the leads from one region can be allocated to the salesperson dealing with that territory.
CRM Integration:
CRM software is the central repository for all your customer information. When you integrate your lead management tool with your CRM, you have a complete picture of each customer, from first contact to purchase history.
Reporting & Analytics:
This feature lets you see where your lead management is getting a return on investment. You can track such aspects as how many leads you are generating, how many of those are converting into customers, and which of your marketing campaigns are performing the best. It’s like getting an report card on your lead management plan.
10 Best Lead Management Software Tools for Small Businesses
1. HubSpot
- Best For: Small businesses just starting out with lead management and in search of an integrated solution
Think of HubSpot as your business’s command center for customer relationship management. It starts with an extremely generous free plan that lets you store unlimited contacts, perfect when starting out. The software is simple to use like social media – that’s how easy it is! You can track all contact with your leads, from their first visit to your site to their last purchase. What makes HubSpot special is the way it brings together email marketing, contact management, and lead tracking into a single system. And it fills in information about your leads automatically from their social media profiles, so you don’t have to spend countless hours researching.
Key Features:
- Visual dashboard for tracking leads
- Email marketing tools based on templates
- Contact and deal tracking
- Web visitor tracking
- Bare-bones free CRM
- Integration with other tools in a seamless manner
Pricing:
| Plan | Pricing |
| Marketing Hub Professional | $800/month |
| Marketing Hub Enterprise | $3,600/month |
Website:
hubspot.com
2. Pipedrive
- Best For: Sales teams that desire a visual means of monitoring deals
Pipedrive is having a GPS for your sales process – it tells you where every deal is and what to do next. The interface is like a board game, where you can drag and drop your leads through various stages of your sales process. It’s ideal for visualizers who’d rather look at their whole sales pipeline all at once. What really sets Pipedrive apart is the way that it reminds you to follow up on leads when it’s the right time to do so, as if an assistant were actually working for you. The application also provides a clear indication of which deals will most likely close, so that you can allocate your energy accordingly.
Key Features:
- Visual sales pipeline
- Email templates and tracking
- Mobile app for access on the go
- Smart contact data
- Meeting scheduler
- Customizable reports
Pricing:
| Plan | Pricing |
| Essential | $19/month |
| Advanced | $34/month |
| Professional | $64/month |
Website:
pipedrive.com
3. Zoho CRM
- Best For: Affordable businesses that need functionality-rich functionalities
Zoho CRM is the all-around lead management tools – it does a little of everything and does it exceedingly well. The greatest thing about Zoho is that it doesn’t overwhelm you with complex features right from the start. It rather lets you start with the fundamentals and incrementally use more advanced features as your business grows. The software does a great job of automating mundane tasks like sending follow-up emails or refreshing lead information. Having a personal assistant available 24/7 that makes sure no lead is left in the cracks.
Key Features:
- AI-powered sales assistant
- Social media lead tracking
- Email marketing
- Custom workflow automation
- Advanced analytics
- Mobile app
Pricing:
| Plan | Pricing |
| Standard | $29/month |
| Premium | $69/month |
| Enterprise | Custom Pricing |
Website:
zoho.com/crm
4. Salesforce
- Best For: Expanding businesses that need scalable solutions
Salesforce is one of the best lead management software- robust, secure, and capable of handling just about anything you throw at it. It can be overwhelming to start with, but the Essentials edition is designed for small businesses to get up and running fast. Think of having an army of full-time virtual assistants at your beck and call to monitor and nurture your leads. The software is particularly good at showing you data about your leads, showing you patterns and trends you might otherwise miss. It can even predict which leads have the highest chance of becoming a customer, so you can focus your efforts where they will be most effective.
Key Features:
- Einstein AI predictions
- Customizable dashboards
- Lead scoring
- Mobile functionality
- Integration capabilities
- Advanced reporting
Pricing:
| Plan | Pricing |
| Enterprise | $165/user/month |
| Unlimited | $330/user/month |
| Einstein 1 Sales | $500/user/month |
Website:
salesforce.com
5. Keap
- Best For: Service-based businesses and solo professionals
Keap (previously Infusionsoft) is having a marketing mastermind and personal assistant all in one. It’s built with small businesses specifically in mind, with an eye toward making advanced marketing activities easy and automated. The software does a great job of crafting personalized experiences for your leads, sending them the proper messages at the proper time depending on what they’re doing. What sets Keap apart is how it integrates lead management with marketing automation and e-commerce features. You can automate entire marketing campaigns that run in the background, nurturing leads as you attend to other parts of your business.
Key Features:
- Marketing automation
- E-commerce features
- Appointment booking
- Invoicing and payment processing
- Campaign builder
- Client management
Pricing:
| Plan | Pricing |
| Starting at | $299/month |
Website:
keap.com
6. Freshsales
- Best For: Businesses looking for an easy-to-use, AI-powered solution
Freshsales is like having a smart buddy that helps you manage your customer relationships. The app is amazing because it has a phone and email feature built into it, so you can call leads directly without having to switch between apps. What is really great about it is its AI assistant, Freddy, which can predict which leads will turn into customers and informs you on the best time to call them. The interface is very clean and minimalist, so you can quickly find what you need without feeling swamped. If you’re tired of juggling multiple tools, you’ll love how Freshsales puts everything into one place.
Key Features:
- In-built phone and email
- AI-based lead scoring
- Visual sales pipeline
- Tracking website visitors
- Mobile app
- Custom reports and dashboards
Pricing:
| Plan | Pricing |
| Growth | ₹899 |
| Pro | ₹3889 |
| Enterprise | ₹5879 |
Website:
freshsales.io
7. Zendesk
- Best For: Customer service-oriented companies
Consider Zendesk as your customer service command center that also manages leads with ease. What sets it apart is the way it brings together sales and support functionality so you can manage potential and current customers in one environment. The system is especially good at making it simple for you to follow along on multiple paths – if a customer comes to you via your email, social media, or your website, they’re all in one repository.
Zendesk is like having the world’s most super-efficient, super-devoted personal assistant who never fails to recall any interaction between you and a customer. It is smart enough to automatically route the leads to the right team member, and there is a total history of every interaction, so you are always aware of everything that’s happening with every lead.
Key Features:
- Multi-channel communication
- Auto-routed leads
- Customer history tracking
- Team collaboration
- Customized workflows
- Advanced reporting
Pricing:
| Plan | Pricing |
| Suite Team | $55 |
| Suite Growth | $89 |
| Suite Professional | $115 |
Website:
zendesk.com
8. ActiveCampaign
- Best For: Businesses that deal with email marketing and automation
ActiveCampaign is like having a marketing genius on your payroll at all times. It’s fantastic at designing personalized experiences for your leads with email marketing and automation. The software is a wizard at determining how your leads act and altering your marketing campaign automatically based on what they do. Imagine having a system that can read the minds of your leads and provide them with what they need, when they need it. What is so wonderful about it is the manner in which it can build intricate automation chains that can be easily customized for each lead.
Key Features:
- Advanced email automation
- Behavior tracking
- Split testing features
- SMS marketing
- Site messaging
- Predictive analysis
Pricing:
| Plan | Pricing |
| Enterprise | $145/month |
| Pro | $79/month |
| Plus | $49/month |
Website:
activecampaign.com
9. LeadSquared
- Best For: High-growth sales teams that require systematic processes
LeadSquared is similar to having a stern but effective sales coach who tells everyone to follow the best practices. What makes it unique is the way it controls your sales process such that no lead falls through the cracks and each follow-up is at the right time. The tool is very effective at handling large volumes of leads without any loss of quality. It automatically routes leads to the right sales representatives depending on rules you set, e.g., territory or experience. The mobile app is robust enough to keep your salespeople productive when away from the office.
Key Features:
- Lead capture forms
- Territory management
- Mobile CRM
- Automated sales processes
- Task management
- Performance metrics
Pricing:
| Plan | Pricing |
| Sales Pro | ₹2500/user/month |
| Sales Super | ₹5000/user/month |
Website:
leadsquared.com
10. Apptivo
- Best For: Affordable companies that require malleable features
Apptivo is undergoing a malleable business set of tools that evolves as you grow. What sets it apart is the way it integrates lead management with other business features such as project management and billing, for a very reasonable price. The app is highly flexible in the sense that you can switch features on or off as you see fit, so you’re not burdened with underused tools.
It’s especially great at cleaning up small teams into efficient forms without costing an arm and a leg. Its interface is not always the most glamorous, but it does the job well enough.
Key Features:
- Editable workflows
- Project management feature
- Email marketing
- Mobile connectivity
- Capacity for integration
- Reasonable pricing
Pricing:
| Plan | Pricing |
| Lite | $20/month |
| Premium | $30/month |
| Ultimate | $50/month |
Website:
apptivo.com
How to Select the Best Lead Management Software
Selecting the best software can be daunting, but here is a quick guide:
- Budget: How much? There are choices for every price point, from free to enterprise solutions.
- Business Size: A small bakery may not need the same functionality as a big online store. Select software that meets your current size and can grow with you.
- Must-Have Features: Create a list of features that are critical to your business. Do you require powerful email marketing automation? Or will plain lead capture and tracking do?
- Ease of Use: The tool must be easy for you and your team to learn and work with. A complex system will only give you more headaches.
- Free Trials/Demos: Free trials or demos are available for most software. Utilize these and see what the software has to offer before you buy.
- Read Reviews: Find out what other small business operators think of various lead management tools. Look for reviews that pertain to your industry.
Conclusion
Lead management software is a small business saver. It helps you to manage your leads, build relationships, and eventually turn more prospective customers into paying ones. With patience and taking the time to think about your needs and what’s out there, you can find the perfect software to make your business succeed.
FAQs:
What is the best thing about lead management software?
It helps you increase sales by properly managing and converting leads.
Is lead management software expensive?
Depends. Some have affordable plans for small business, and a few have a free option.
Do I necessarily need a CRM?
They play nicely together. Some lead management tool can function on its own, but to have a CRM is always better.
How long does it take to get started?
It depends on the software and your business, but most are designed to be relatively quick to set up.
