Thursday, February 26, 2009

Important Tools to Have in Lead Management

Lead management is a very important process for your business. Because of that, you need to do it right if you want to record some sort of success in your operations. What best way to do that than to have the best tools there are? Of course, you also should be able to know what tools marketers use in their lead management process.

Here are some of the most important tools that you can use for lead tracking and management:

A Database

The role of a database is central to the process of lead management. Through a database, marketers can easily store relevant information on a lead to be used later on when they take action on these prospects. In here, marketers can take out information like IP addresses, contact information, the source of the lead, and many others.

Aside from acting as a reference material for lead information, a database also has other uses. For example, the pieces of information within the database make it easy for marketers to evaluate their own performances. By simply looking at how many leads or visits come from an individual marketing campaign, marketers can check how effective that campaign has been, thus setting a benchmark for future applications. Using the database, marketers can also which advertising campaigns are lagging behind and need further improvements.

There are a lot of many other ways that a database can help in the marketing and lead management processes.

Web Analytic Tools

Without these tools, there’s no a way a marketer can find out the receptiveness of the target market to their offers and products. These tools make it possible for marketers to find out how many people have visited their websites and have become interested in the offer these websites are making. For example, they are able to track visitors’ movements within your website. If they have been able to browse through more than one page in your website, then his lead could be very interested in buying your product. Another function of the web analytic tools is to show you where these links came from and even tell you what link within that page referred them to your website. 

Without web analytic tools, there is no way your database can function. It is from these web analytic tools that marketers get the necessary information to input in a database, especially IP addresses. You could say that the database walks hand-in-hand with these tools while traveling down the lead management road.


Of course, without a website, there’s no a way a marketer is able to get his message out to the world--or to his niche market, at least. The website is where he places information about his products and where visitors see them. When designing a website, marketers should be able to add some so-called success pages in it.

One common example is the Contact Us page. This is usually viewed as a page where one can see contact information of the marketer. However, it has a very important role in lead management. Obviously, it is telling the lead how to get in touch with the marketer. In lead tracking, however, the number of leads generated through the contact page is used as a gauge in measuring the site’s performance.

Another one of the success pages is the Download Demo page. This is yet another page that can show how effective your marketing campaign is. This is simply where the lead downloads the demo version of your product, so he can test it and see if he likes it. Using your web analytic tools, you can find out how many people are interested in the product. You can check how many people have visited and clicked on the Download link in the page.

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