What Is Lead Generation Software?

Growing and keeping your business is always the challenge of being the prime choice in an ocean of options. Lead generation can be your way of keeping up with the challenge. It is the marketing process of drawing, nurturing, and converting strangers and prospects to be your customers. You can use lead generation software, a platform that automatically collects names and contact information. Leads generated are routed to your sales and marketing people for a call, an email, or other means of communication to convert them to sales.


Why Do You Need Lead Generation Software?

Scaling your business requires you to reach out to more leads. You might be considering whether or not a software solution is what you need. To help you decide, here are some reasons why you need lead generation software.

 

Gives You Quality Leads

Not all leads are qualified leads. You don’t want to waste your resources and time contacting just anybody and just end up rejected. Using lead generation software enables you to get quality leads that convert to sales.

 

Saves Time

Finding leads is time-consuming. It requires a lot of research and most likely doesn’t result in buying. Lead generation software frees up your substantial time while retaining the same income opportunities. 

 

Makes Your Sales Cycle Shorter 

Because the sales team is alerted to new leads in real time, reps and managers can contact leads promptly and with the right information to close sales more quickly.

 

Gives You More Accurate Data

There is less room for data entry errors because lead data collected from online forms automatically syncs with a CRM system, rather than being collected from various mediums and manually entered by an employee.

 

Improves Efficiency

The core benefit of automation is to reduce or eliminate manual tasks, thus saving employees many hours evaluating leads and performing data entry.

 

Increases Your Sales and Revenues

When you invest in lead generation software, it can give you a fantastic return on investment. The leads generated from the software are more likely to be converted to sales. Aside from the leads, the software can help you understand your market, spot opportunities, and get valuable insights to improve your business.


Core Features of Lead Generation Software

Lead generation software helps you to identify your prospective customers. But what should you check to get the best lead generation software for you? Whether you are from real estate business, insurance, multi-level marketing (MLM), sales, or other industries, here are the core features to look into when getting a lead generation software: 

Contact Database

You can have a single database for viewing and managing your interactions with your contacts. It saves you time and energy from opening and managing one database to another.

Web Form Creation and Landing Pages

What makes a top lead generation software? Its web forms are embedded on landing pages to capture leads. With this feature, you can create custom forms and landing pages. Also, you can integrate existing forms to deploy on websites to collect leads. Some systems also support the creation of promotions, such as surveys and contests, as an additional method for generating leads.

Customer Relationship Management (CRM) integration 

When you have CRM software, the lead data is automatically recorded and stored in the CRM database. You can use these leads to a variety of marketing campaigns based on leads’ interests and behavior. It helps you to keep a smooth operation.

Social Media Integration 

We know that social media is a huge data source to generate leads. Instead of doing a separate lead generation on these platforms, automated lead generation software can integrate social media and collect from LinkedIn, Facebook, Twitter, and other social media. The software can deliver greater insights and increase the number and quality of opportunities for your sales team.

Lead Segmentation 

You can categorize your leads by their demographics (e.g., job title and company size), referral source (e.g., organic search and paid advertising), and behavior (e.g., type of content downloaded and website path). By this, leads can be assigned to the appropriate sales team member for evaluation and lead scoring.

Lead Assignment 

As you filter the leads, the lead assignment feature routes lead to the right salesperson, and it alerts the sales team on every lead capture.

Lead Nurturing

It gathers data to identify new prospective leads and helps you how to nurture them early. The software quickly identifies which marketing strategies are most effectively responded to by individual leads, so these leads receive a customized experience. This saves time for your team, which allows them to focus on the fully developed leads and other aspects of your marketing plans.

Lead Scoring

Lead scoring is your way to qualify potential clients quantitatively. By using this, you set criteria, and leads are assigned a numerical value (or score) to determine where they fall on the scale from “interested” to “ready for a sale”.

Lead Verification/Validation

Quality leads are essential to you. To avoid bad leads, having this feature helps you verify the leads generated and give you the valid ones to be handled by your sales team.

Analytics

Built-in analytics help you understand your leads from the generated information. You can make actions through the insights received and capture opportunities to create more sales and expand your market.

Lead Data Collection

This lead generation tool helps you collect data on your prospects. You can identify visitors’ details like company name, email addresses, and more.

Email Lookup and Follow-Up

It helps to automate the process of finding someone’s email address. After sending an email, follow up matters. This tool will help you to keep track of your outreach efforts.

Form & Email Collection

It collects emails on your site to build your email list, either for future drip campaigns or to simply create a more extensive list for content promotion.

Email Marketing

As a way to take it further, this tool will allow you actually to create email marketing campaigns and automated email drip campaigns. Through email marketing, you can continue to educate subscribers and eventually turn them into potential sales.

Process Automation

Process automation helps you save time by automatically completing routine actions. You can use it to directly find leads by notifying you of new postings on a specific directory, or they can simply help you save time by automating mundane tasks.

Live Chat

Live chat tools allow your team the opportunity to grab the attention of your site’s visitors using a chat bubble that is visible on any pages that you set. The tools allow potential customers to quickly get in touch and answer any questions they may have about your product.

Contests

Hosting a contest can be a great opportunity to create brand awareness and get people to sign up for your email list. From there, you can continue to market to them through email drip campaigns.

Customer Research/Survey

Survey and customer research tools can let you gain useful information on your target audience, such as what websites they visit, if they found your website useful, how much they’re willing to spend, etc. You can use the information to improve your website and sales process to serve potential customers better.

Calendar Scheduling

Calendar tools are useful in lead generation to schedule meetings without going through a lot of back and forth between prospects to find a time that works. By allowing potential prospects to schedule the time on your calendar, you can make it much easier to set up sales calls or demo requests.

Task Management

Lead generation software can help you to stick to your calendar by sending you reminders of your marketing schedule and even sending out materials on your behalf at regularly scheduled intervals.


Types of Lead Generation Software

As you explore and answer your “What is the best lead generation software?” for your business, there are several types you can choose from. The right type depends on the leads you look for and your business model.

 

Inbound Lead Generation Software

This tool helps you bring more leads to your website and other channels. It leads potential customers to find your company and turn that early awareness into brand preference, into leads and revenue. This tactic includes Content Creation, Search Engine Optimization (SEO), Website, Blogs, and Social Media.

Best for 

Businesses that provide services and prefer organic leads

Pros of Inbound Lead Generation Software

Inbound is a healthy way to generate leads. It is less intrusive, and it is affordable. You can customize your content, SEO efforts, and other initiatives backed up with the right knowledge about the company and the target audience.

Cons of Inbound Lead Generation Software

Inbound can be hard to predict because it is user-driven. The generated leads can be erroneous based on the data provided by users.

 

Outbound Lead Generation Tools

Outbound channels are used to introduce your message and content to your prospects, typically through rented attention, rather than making your content and messages available on your properties. Emails, calls, and other outbound channels help you identify leads and send messages.

Best for Real estate, insurance, and financial products

Pros of Outbound Lead Generation Tools

Rather than waiting for people to visit your store and website, outbound lead generation software helps you to be proactive and reach more people that can be your potential customer.

Cons of Outbound Lead Generation Tools

Outbound marketing is often unwelcome these days. People don’t want to be bothered by a cold call or receive an email from a total stranger. These efforts are also expensive, with less return on investment.

 

On-Page Lead Generation Software

These are the tools that you can use to generate leads from visitors who are currently on your website. They are captured-leads that you can nurture and convert them into genuine leads and sales.

Best for Online businesses with steady website traffic

Pros of On-Page Lead Generation Software

It allows you to get to know more the people who visit your website, help you target and personalize your offers, and gets all the stats you need to improve your strategies.

Cons of On-Page Lead Generation Software

These tools only cater to visitors of your website and missing out on those who do not come to check your page.

 

Email Lead Generation Software 

Email remains to be one of the most effective marketing channels. It has the right intimacy and helps you nurture leads along the customer journey. Email Lead Generation Software, free or not, enables you to collect more emails and send automated messages to your leads that will help them in the buying process.

Best for E-commerce business with an email marketing strategy

Pros of Email Lead Generation Software

Email is a preferred channel of business communication. They are less intrusive and offer impact and success. This software helps you to grow your email list and send targeted messages to grow your business.

Cons of Email Lead Generation Software

Receiver can tag you as a promotion which sets you aside as non-priority mail

 

Search Marketing Tools

You can take advantage of organic and paid search, which are the two most important channels in terms of bringing new visitors to your website. You can choose these tools to give you the edge you need, especially if you want local lead generation software. 

Best for Small business

Pros of Search Marketing Tools

You can use the available free and open-source lead generation software, so you don’t need to break the bank to maximize your search presence.

Cons of Search Marketing Tools

You need to compete with keywords for your business to be found. The results of your effort are slow, and they are not guaranteed.

 

Marketing Management Tools

These tools bring all of your channels together and unify your marketing strategies. It gives you one platform to generate and manage your leads. It integrates your CRM to optimize and measure the results of your digital marketing efforts.

Best for 

Established businesses with a bigger budget for lead generation

Pros of Marketing Management Tools

Integration helps you bridge the gap between your ads and sales funnels. You can focus on managing one platform to generate leads and manage your marketing.

Cons of Marketing Management Tools

To maximize the platform, it comes with a high price.

 

Complete Marketing Automation

If you want hassle-free software, these tools are for you. They integrate multiple platforms, such as your email marketing provider, landing page builder, popup builder, and be surprised with more. This type of software usually includes lead management and scoring features.

Best for 

Marketers who prefer the convenience

Pros of Complete Marketing Automation

This can make managing leads easier. They are user-friendly, customizable, and producers of positive results.

Cons of Complete Marketing Automation

With all these tools in one platform, they typically come at a higher price.

 

B2B Lead Generation Software

If you are looking for sales, lead generation software because generating leads is a challenge for you and your team, B2B lead generation software can be your solution. They have a ready list of leads that you can take advantage of. You can tailor the leads based on your target market.

Best for Sellers and marketers of B2B business models

Pros of B2B Lead Generation Software

It saves you time to generate leads on your effort—no need to hire an in-house person to do the task and save you overhead costs.

Cons of B2B Lead Generation Software

The agency knows little about your business and might provide leads that are not of quality. The risk that your prospects may sooner or later be used for other projects.


Who Needs Lead Generation Software?

Agencies

Lead generation becomes a business to some. They specialize in getting names and contact information and sell them to companies who need them.

 

Businesses

Lead generation has become popular with businesses. Those who use lead generation services benefit from it because it enables a business to determine pricing on a per-lead basis. It also allows them to choose the product or service they wish to offer and select the geographic area in which the business is interested. Lead generation makes them engage in targeted demographics.

 

Marketers

Being in charge of growing audience and sales, marketers use lead generation to boost the bottom line and achieve their goals.

 

Real Estate

Selling a property is a challenge. Best real estate lead generation software can make this challenge easier to get the leads needed. It also matches the search of a potential real estate investor for lead generation. 

 

Organizations

Lead generation helps organizations to increase the reach and support of the greater community. NGOs, for example, use lead generation to widen networks, build partnerships, and increase numbers of donors. 


Frequently Asked Questions

A lead is any person or organization who expresses interest in a company's product or service. Leads are potential customers who give their contact information and allow salespeople to send them emails, newsletters, and other marketing initiatives. 

 

Types of Leads

 

1. Marketing Qualified Lead (MQL)

Marketing qualified leads are contacts who have been deemed more likely to become a customer. They have engaged with your marketing team's efforts but are not yet ready to buy. A contact who fills out a landing page form for an offer is an example of MQL.

 

2. Sales Qualified Lead (SQL)

Sales qualified leads are contacts who've taken actions that expressly indicate their interest in becoming a paying customer. They have specific questions and are ready for a one-on-one conversation with your sales team. An example of an SQL is a contact who fills out a form to ask a question about your product or service.

 

3. Product Qualified Lead (PQL)

Product qualified leads are contacts who have experienced meaningful value using your product through a free trial and taken actions that indicate interest in becoming a paying customer. After a product trial or a free or limited version of their product with options to upgrade, your sales team comes in. An example of a PQL is a customer who uses your free version but engages or asks about features that are only available upon payment. 

 

4. Service Qualified Lead

Service qualified leads are contacts or customers who have expressed to your service team that they're interested in becoming a paying customer. An example of a service qualified lead is a customer who tells their customer service representative that they'd like to upgrade their product subscription; at this time, the customer service representative would up-level this customer to the appropriate sales team or representative.

Lead generation in digital marketing is a way of attracting potential customers through channels such as the web search, social media, emailing, and app. The digital world provides an excellent platform for lead generation because it can reach millions of users. Furthermore, the most effective lead generations in digital marketing are Email marketing, content marketing, social media marketing, landing page and website optimization, and SEO.

Yes. Many business owners seek the help of a lead generation specialist to do the work for them. Your work as a lead gen specialist is researching and qualifying leads to make sure they’re the right audience for the business. Once you master lead generation skills, you can offer your services to anyone at a cost.

The very purpose of lead generation is to gain commitment to a course of action. Lead generation is a gradual process, and sometimes you lose leads along the way, but there are systems that work. So what should be the features of your lead generation?

 

1. Make something of value to give away

This is often called a lead magnet. Something that your target audience will appreciate and be willing to trade their email address for. Most of the time, this is a free trial of a product or service. 

 

2. Hook relevant leads

You will need a source of leads to bring traffic. You could use social media, paid traffic, search engine traffic, or traffic from links posted on 3rd party websites. Each of these has its pros and cons.

 

3. Build trust

The biggest challenge in converting leads to sales is trust. Deliver value-added content to nurture trust. Send email content to your list to educate them, keep them engaged, and ultimately help them when they become your customer.

 

4. Convert Sales

When market qualified leads are ready, make a special offer. Convert these leads to sales. 

 

5. Retain your customers

Your relationship with customers does not end after the purchase. Take care of people, respond to their after-sales concerns, and retain them. You will earn a great reputation and ultimately ultra-valuable positive word of mouth advertising

Not all efforts are effective in lead generation. They are challenging especially for some industries like insurance, even though they use lead generation software. So, what should be done to increase lead generation? Here are things you can do:

 

1. Start with your home. Develop your landing page call to actions (CTA) through design, copy, and targeting best practices. Improve your landing pages by keeping things clean, simple, and compelling with your headlines, forms, and imagery.

2. Use lead magnets and design your offers by making sure there is one for each phase of the buying cycle.

3. Optimize your digital channels, such as the website and social media accounts. 

4. Post more engaging content that gives value to your audience.

5. Nurture your leads by sending them emails that are informative and spurs action. 

6. Monitor efforts and improve based on the results generated.


Step-by-Step Guide in Generating Leads

 

Step 1: Introduce your company

Lead generation starts with customers discovering your business through your marketing efforts such as advertisements, blogs, social media, and websites. You introduce your company and what you offer. 

 

 

Step 2: Connect with potential customers

Informing is where you nurture the lead. Through communications like email, you educate and build trust by consistently connecting with potential customers. You show your expertise and make them appreciate the value of your product or service. 

 

 

Step 3: Do a sampling

By providing a valuable sample, you magnetize the leads in the process. They get to experience the product/service and this elevates the relationship between you and the contact. 

 

 

Step 4: Keep a good relationship with the customers

If the nurturing is successful, the leads become customers. Their intent becomes sales. But the work continues by keeping a good relationship with the buyers to make loyal to you and be your source of other leads too.