Most marketing departments consider outbound sales strategies as their bread and butter. However, in today’s SaaS lead generation market, where prospects are increasingly savvy, these strategies may no longer work as well.
Prospects are no longer willing to be barraged with one spammy message after another. Who likes spam? For this reason, SaaS lead generation must adapt to more sophisticated prospecting and engagement methods in order to be effective.
Both online and offline marketing techniques are effective ways to gain new leads and potential subscribers for B2B SaaS companies.
In this article, we’ll explore 7 different lead-generation tactics to help you gain more clients for your company. But first, let’s have a look at what lead generation in SaaS is all about.
What is the definition of lead generation in SaaS?
SaaS firms provide software that customers can access online rather than installing on their own computers, so users can access the program from anywhere and at any time.
Some SaaS business examples are Google Apps (docs), Salesforce (CRM), Dropbox (cloud storage), Slack (communication), GitHub (code hosting), and MailChimp (email marketing).
It’s wrong to say that lead generation is limited to websites since even social media platforms like Facebook and Twitter generate leads. However, the majority of leads nowadays are produced via online marketing efforts.
Picking up the right leads can be one of the most challenging parts of the sales cycle. Lead nurturing is a process of nurturing an active lead to a better stage of the sales cycle. This process includes sending emails, calls, offers, and other messages to a lead.
A lead could be someone who has started filling out a form on your website and stopped halfway through or someone who has downloaded a free trial of your software but never sent you their credit card information.
Even though money doesn’t grow on trees, customers must be directed to consider your company as a potential service provider. However, as we all understand, leads must be pursued and persuaded to convert to clients.
What makes a SaaS lead generation strategy important?
SaaS lead generation strategies utilize both organic and inorganic approaches. On one hand, organic techniques seek to get your website discovered naturally in search engines. Inorganic techniques seek to actively connect with your potential customers via social media, email marketing, paid advertising, and other digital channels.
The purpose of SaaS lead generation is to attract a qualified audience and convince them to purchase your product. Here are 7 tactics to supercharge your SaaS lead generation today.
7 Strategies to Skyrocket Lead Generation for SaaS Businesses
1. Find the platforms your customers use for lead generation.
When creating a marketing strategy for your SaaS product, you should be sure to find your target audience and make sure you stand out.
It’s not always straightforward—for instance, Instagram isn’t just for beauty consultants and clothes stores—it’s also for SaaS photo editing companies. If you know who your target customers are and what they want, you’ll be able to determine which platforms they’ll be on. All you need to do then is reach them!
2. Share not only engaging but also informative content.
Your SaaS marketing strategy must be well-informed and consistent in order to make the most of your content. Do your homework, publish frequently, and optimize!
Before you begin writing about your industry, you must research your buyer personas and see what has been said on the subject before. Get on board with new trends and new developments.
Prioritize posting on a regular schedule. Once a month is not enough; your followers must have something new to digest at least once a week (if not more frequently).
The more content you generate, the more opportunities you will have to position yourself as an expert and leader in whatever field your SaaS caters to. This shows that you understand what your target market is experiencing and you can help them.
Remember SEO. Everything from a piece of content’s length to other websites’ links to it affects its ‘Google-ability,’ so be sure to keep that in mind when creating informative material.
3. Optimize your site speed.
Speed is one of the most important ranking factors directly affecting the user experience. Therefore, it is crucial to optimize your website’s speed.
Everyone has experienced the frustration of a slow-loading website. Even a short wait can make a person want to click away.
Your website is likely to lose 40% of visitors if it takes more than three seconds to load—and those visitors aren’t the only things lost. Poor website performance can also negatively impact your search engine rankings, lead generation, and sales conversion rates, in addition to lowering your visitor retention rates.
Use online tools such as GTMetrix and Google PageSpeed Insights to monitor your website’s loading time and compare your results with those of similar websites.
4. Ensure that your site is mobile-friendly.
The ratio of mobile to desktop use is growing in the marketing sector, so it’s crucial that your website is mobile-friendly.
Buyers don’t have the time to sit down at their computers to make all their purchases these days. So having a mobile-friendly website is critical for expanding your business.
According to ThinkwithGoogle, an average site should take 15 seconds to load on mobile. If you don’t have one, you may be losing leads right when they are most likely to convert.
The last thing you want is for a prospective customer to get irritated on your website and leave in search of a competitor that is more mobile-friendly.
Make your website mobile-friendly and optimized now!
5. Write articles for other sites.
There have been a lot of mixed thoughts on guest blogging lately. Some people think it’s dead, while others are still employing it to drive traffic to their website and generate leads for their company.
Choose a site that has readers in line with your target audience. This ensures that you will get the right traffic back to your website.
Pick a website with a high domain authority rating, since that means it’s regarded as a high-quality site by search engines. Your website will perform better in search engine results due to receiving backlinks from this site. You can use AHref and Moz to determine the domain authority of a website.
Ensure that your guest post on another site provides as much value to readers as what you provide on your own site. By pitching this way, you may be able to write another guest post for them in the future.
6. Use customer service automation tools to help with customer support.
Chatbots and live chats are excellent customer service automation tools, and they can help you grow your lead generation. Having them available 24/7 is one of their greatest advantages. Even if your company has limited working hours, this will impress your customers and demonstrate that you care about them.
You can use chatbots to automate simple tasks such as providing users with answers to frequently asked questions or instructing them on how to use the basic features of your software.
Having live support agents available who care about customer needs and are ready to answer questions will be appreciated by your customers.
7. Try out click pop-ups.
We will finish this list of effective SaaS lead generation tactics by suggesting click pop-ups.
There are many types of pop-ups, but not all of them are effective at generating leads.
Having a short signup process that asks for visitors’ email addresses and names means that visitors will not feel forced to provide their information when they encounter a click pop-up.
Platforms to Boost SaaS Lead Generation
Are you looking for a solution to help you create landing pages? GetResponse is it.
You can utilize GetResponse to generate qualified leads with ease.
With its live chat, transactional email notifications, and landing page builder, it helps you to increase your sales. Using this platform, you can convert traffic, nurture leads, score, and segment them.
With GetResponse as your all-in-one marketing platform, you can:
- Make use of the email marketing services’ email creator, autoresponders, email analytics, bulk emails, transactional emails, and list management to upgrade your campaigns.
- Build a website to advertise your own company using an AI-powered creator, predesigned templates, drag-and-drop editors, forms and popups, and domain management.
- Tags and scores can help you automate your workflow by providing automation flows, abandoned cart emails, website visitor tracking, and product recommendations.
- Use screen sharing, call-to-action buttons, on-demand webinars, whiteboards, and polls and surveys to draw in your target market.
- Set up paid ads that request social media connections, such as Facebook, Instagram, and Google—all supplied by GetResponse—that may be used to generate leads.
- Using Facebook Pixel, create signup forms, pop-ups, countdown timers, and e-commerce tools to create landing pages that generate revenue.
- By using live chat with customization tools, visitor capture forms, chat notifications, and chat analytics, you can improve user experience by staying in constant contact with your audience.
- You can keep track of the conversion rates with custom prompts, unlimited notifications, web push analytics, and automated notifications.
- Access an SMS editor, URL shortener, and SMS reports that can be used to automate the entire SMS marketing process.
Pricing starts at $15.58 per month for 1,000 contacts.
HubSpot provides a variety of tools to help salespeople generate more leads and be more successful. Sales teams can benefit from sales automation, pipeline management, meeting scheduling, tracking, goal setting, and live chat.
More sophisticated tools are available at higher tiers, such as sales forecasting, 1:1 video creation, smart send times, and predictive lead scoring. These features will allow your team to generate more leads with less effort.
Two users can be added for $45 per month.
There’s a good reason why Mailchimp is one of the most popular email marketing platforms—it can significantly help you generate leads.
Using the platform’s easy-to-use, drag-and-drop email builder, you can create stunning emails and use email automation to keep things running smoothly.
There are paid plans starting at $11/month, or you can get Hyper Plan for free.
With these 7 strategies listed above, SaaS lead generation can be a game-changer for online companies selling their products.
In addition to email marketing, you can utilize any of the strategies listed above to boost your marketing efforts and generate more leads.
All of these strategies are relatively easy and inexpensive to put into practice. Hopefully, just one of them will be sufficient to meet your objectives!
Learn More Today, Book a Call Today.