We’ve all been there – receiving a cold email or LinkedIn message from a company offering us something. In today’s digital landscape, our first instinct is that we have just gotten spam. We’re annoyed, bothered, and want basically nothing to do with whichever company has sent us this message or offer.
This scenario is representative of companies involved in modern lead generation. There are right and wrong ways to approach lead generation.
The most important thing you can do for your lead generation is using a software system that maximizes your company’s growth by capturing as many quality customers as possible.
In this comprehensive guide, we go into important details about lead generation software, particularly what it can do for you, how to select the right system, and recommend 5 lead generation tools.
What is lead generation?
Lead generation is when a company attracts consumers and attempts to convert them into a customer. It is a process of piquing consumer interest, or presenting an opportunity for consumers to learn more about products or services of a company.
Lead generation is ultimately the way in which a company goes about engaging with potential customers.
The optimal lead generation strategies push for authentic interactions between a company and its prospects. They use techniques that encompass the following traits:
With all this in mind, is there a way to bring all these effective strategies together in a single software tool? What is lead generation software truly capable of? Let’s find out.
What is lead generation software?
Lead generation software are systems that maximize the potential of a business’s lead generation strategies and capabilities. They help facilitate and nurture leads in the most seamless way possible.
Lead generation software increases the likelihood that an enterprise is able to find and connect with the right audiences at the right time. It automates a large portion of the lead generation process and personalizes communication with the audience.
Typical lead generation software systems give companies easy ways to connect with potential customers, including customizable form tools and landing page creation systems.
We know what lead generation software is, but what specifically can it do in comparison to traditional lead generation tactics?
Traditional challenges that lead generation software can solve
You may be familiar with the many ways companies went about capturing new leads, such as sending mail or cold-calling. Though there are positives to these methods as well, there are many downsides to consider.
Here’s a list of some of the traditional lead generation issues, and some reasons why lead generation software can improve upon it.
Bulk communication issues.
Bulk communicative efforts often seem impersonal (they typically are, in fact) and can give off a spammy vibe. This can tarnish a brand and image. Lead generation software creates more personalized communication.
Sending numerous letters in the mail or cold-calling numbers is a fast way to get slow results. Lead generation software fast-tracks these communications, honing in on the right leads through faster avenues.
We are not talking about gas and electrical issues here. Instead, we’re referring to the true cost of energy that traditional lead generation techniques expend, specifically within marketing teams. So many traditional strategies involve using up large amounts of energy to accomplish a few lead-gathering successes. Lead generation software cuts right through this, easing the burden on teams.
Traditional lead generation methods are inefficient, both in their success rate, but also in their cost. Implementing lead generation software might give companies a minor setback financially, but in the long term, the difference in ROI is staggering.
Missing the mark.
Even if your lead generation strategy is on-point, if you’re not using cutting edge software, the amount of leads gathered will lag behind. Finding and converting prospects is a daunting task without software that offers advanced ways to sift through important customer data that helps you truly connect with your target market.
It’s important to understand the many ways traditional lead generation methods can set your company back. It’s equally important to see the many ways in which lead generation software can give you a boost.
Biggest benefits of lead generation software
We can see firsthand ways in which lead generation software boosts our productivity, efficiency, ROI, and more. Sometimes it comes in the form of automating gruesome, outdated tasks.
Whatever the case, it’s important to have a firm grasp on the different ways these tools can help you out. Here are some of the most impactful ways these software systems benefit companies.
In a world of endless information, it’s impossible for a human to dig through all the data. And without being able to analyze important data points on a wide scale, teams are unable to personalize their strategies towards their target market.
Lead generation software utilizes the full power of machine learning and computer efficiency, offering data insights that aren’t otherwise easily obtained. The types of analytics these tools implement give magnified focus on consumer data and behavior. These findings can be leveraged by marketing teams to change the way they attract and nurture leads.
Overall lead generation efficiency
Lead generation is a process. It is not specific to one task alone, but a wide range of tasks that require effort, time and resources. There are so many different tasks that a software can tackle, and this automation turns the entire lead generation process and strategy on its head, giving teams new ways to use their time and resources.
The implementation of a lead generation software has a two-pronged effect when it comes to increasing ROI. Firstly, it upends the need for costly tasks, and reduces the amount of time teams have to spend to accomplish specific tasks.
Secondly, it boosts ROI drastically by increasing the volume and quality of leads. This of course makes it more likely the lead will convert.
Heightened brand image
There are many ways to build and maintain a brand image, and one of them is through better customer experiences. Lead generation tools give companies a way to craft communications and content to better connect with their target market. This can create a sense of belonging and bond between business and customer.
With all of these benefits of lead generation software, it’s important to implement the right one for you. So what types of things should you be looking for when finding a software system?
Things to look for when searching for a lead generation software
Once you’ve taken the plunge into the world of lead generation tools, there should be certain things you require of a system. Things like email sequencing, lead management, and lead scoring are common inclusions in these programs. What other types of things should you want included in your software? Here are some other important features.
This allows you to craft strategies according to how different leads are filtered into appropriate sections.
Most lead generation systems have baseline customizable form options for a website. The best ones offer no-code, multi-step form creation tools.
One of the most effective ways to bring in new leads is to create landing pages that are easy to navigate. Comprehensive lead gen software should offer landing page templates or builders.
The process of sending bulk emails is time-consuming if not for email marketing tools. Utilize these tools to bump up your lead-gathering efforts.
Top 5 best lead generation tools
There are plenty of lead generation software systems available, and many different types, but which one is right for your specific needs? We’ve compiled a list of five that we feel give the best chance for success.
Heyflow has mastered the art of the interactive flow, changing the way potential leads navigate a company website.
Heyflow sets itself apart from a templated form builder with a no-code solution to creating interactive forms that convert leads better than traditional landing pages and forms. It even has an integrated A/B testing feature so you can find the best performing flow or landing page and boost your conversion rates. Apart from the builder, Heyflow also includes a built-in CRM that lets you conveniently manage your leads, or your customer’s leads, all in the same place.
Apollo.io is a comprehensive Lead Gen solution and popular among Sales teams, helping them in prospecting, lead prioritization, engagement, and deal closure. With its vast B2B database, analytics and automation, it simplifies the sales process. Users can easily access company employee details and extract emails for seamless CRM integration. It also offers built-in outreach tools, like cold calling and email sending, so that all activities can be covered within one convenient platform.
Mailchimp is the perfect solution for all things email lead generation and nurturing. It allows you to send beautiful, personalized emails to leads quickly and easily. The email editor is quite straightforward and easy to get the hang of. Moreover, the emails you can create with Mailchimp are much likelier to land with your target audience, as the tool has a segmentation feature that puts your messages in front of the right people. Apart from email marketing, you can even use Mailchimp for building landing pages, creating social media posts, automating marketing flows and more.
OptinMonster is one of the most helpful lead generation tools around, offering a unique way for modern marketers to increase quality leads. It allows you to engage website visitors through pop-ups, welcome gates, and more, offering content and attractive offerings. It also includes analytics tools, form templates, and seamless integration with major email marketing platforms for lead capture and transfer.
Sometimes we just need to get a little creative in our search for new leads. Leadquizzes takes the cake when it comes to the creative angle, allowing teams to put out fun quizzes that make it likely a user would become a lead after answering all the questions. Once the user has completed your quiz, they need to share their email address to receive the results, so you can grow your email list while at the same time sharing an offer with your potential customers. The builder is quite intuitive and includes various templates so you don’t have to start from scratch.
Lead generation is like a plant that needs daily watering, sunlight, and care. So many of the processes involving getting new quality leads can be maximized by implementing a simple software tool, but too many companies are still without.
If you’re looking to spark real company growth, find a lead generation software system that fits your company needs and start playing around with it.