Category Archives: SaaS lead generation

Email marketing is arguably the best tool for attracting and retaining leads. Currently, there are about 4 billion email users, so your customers can definitely be found there. Plus, 79% of marketers name email marketing among their top 3 most effective marketing strategies. 

With an effective email lead generation strategy, you can target your desired potential customers. It also helps in nurturing your audience and building trust, growing brand awareness, and converting prospects into paying customers. Ultimately, you get to generate more leads, thus more sales. 

So, how can you generate leads using email marketing? Keep reading to find out!

Email Marketing Techniques for Lead Generation

1. Analyze the status of your email list

Are you looking to increase your email lists? Below are some of the most popular methods:

• Promote your content and use social media for engagement.
• Incorporate web forms into your emails.
• Make use of email finder tools.
• Offer trial signups.
• Provide a newsletter subscription option.

Once you’ve done this, monitor your email performance. It is important to note that the people who responded to your CTA are your potential paying clients. Therefore, you should use email marketing to manage your email list to meet your sales-oriented objectives. All the information gained from email lead generation is essential for marketers and salespeople.

2. Create a direct and brief email

Having the right message in your email will improve the effectiveness of your lead generation efforts. Aim to reflect the objectives of the campaign in the message.

The most important thing when curating an email for lead generation is to focus on the audience rather than the product.

From the point of view of a customer, an ideal email should benefit your audience, either by increasing knowledge, proposing solutions, or adding value to the prospect’s life.

When creating an email to generate leads, these are the points you should consider:

Subject line

The subject line is the most important component to email lead generation, since it is the initial point of contact. It should be clever, enticing, and convincing enough to draw in the audience.

Research has shown that by personalizing messages, open rates can be boosted by a remarkable 26%. Creatively tailor your subject line by using catchy phrases that create feelings of urgency and fear of missing out such as Hurry! Sale closes in a few!

The introduction

You can captivate the attention of your audience in your introduction by bringing up any of their personal or professional successes (if applicable). To draw attention, consider incorporating a specific detail from their interests or goals in the opening line.

If you can’t locate anything, you can begin with saluting them by their name, e.g., Hi Sam! 

Body of the email

Once your customer is enticed by the introductory message, it’s time to make a strong case with the body of the message. If you desire to draw in your audience through your email, then compose a persuasive body. 

Here are a few pointers to keep in mind:

• Keep your message clear and brief.
• Use a plain but attractive layout.
• Incorporate whitespaces.

Avoid long and wordy emails, as they wear out the reader and may cause them to lose interest

The CTA

The goal of any email marketing strategy should be to get the reader to complete the required call to action so that the sales funnel can be advanced.

By utilizing the hints below, you can easily make an eye-catching and influential CTA:

• Encourage your readers to take action: ‘Start your 15-day Free trial’.
• Create a sense of FOMO for promptness: ‘Just one left’ or ‘Don’t miss out.’
• Make sure it’s comprehensible: Even a 5-year-old can understand it.
• Keep it concise: No more than 6 words and have a button. 

Take time and craft your email CTA copy carefully, as it can help you with reaching your goal in the lead generation process.

Signature

The ending of the email matters just as much as the introduction.

Composing a signature for an email lead generation effort must include the following elements:

• A representation of you (e.g., name and photo)
• Your job title
• Identity of your employer
• Official contact info
• Web address

3. Identify email lead generation software and tools

A good and efficient email marketing tool is essential for lead generation. You should get a tool that provides strong capabilities and is within your budget. The ideal email lead generation tool should possess the following key characteristics:

• Usage: Marketers and salespeople can use it with ease.
• Integration with existing tools: To maximize lead generation to increase sales.
• Data analysis: For analyzing data to enhance customer engagement and brand recognition.
• Scalability: The software should be able to keep up with your growth.

Strategies to Increase Sales via Email Lead Generation in 2023

Creating high-quality leads involves using specific tactics in an email marketing plan.

1. Personalize the customer experience

Identify who your target audience is, compile relevant data and personalize the experience to enable it to be more attractive. Information about clients such as their name, hobbies, past interactions with your brand, age range, what they enjoy about your business, buying habits, etc., can be utilized to personalize emails.

These benefits are:

• Improved customer experiences
• Increased conversion rates
• Enhanced customer loyalty 

To increase engagement, you can consider sending out offers and messages on birthdays and holidays. This makes your customers feel special and like they’re not just a number. 

2. Invest in crafting compelling emails

To achieve successful email lead generation, copywriting must be excellent and the layout should be well-structured. The copy should be easy to comprehend and direct.

An effective email:

• Utilizes templates that are not flashy and allow highlighting.
• Keeps a plain font for an easy reading experience.
• Highlights the essential information.
• Includes a clearly visible call-to-action text presented in a button form working on all digital devices.

3. Consider the time to send out emails

It is critical to ensure the right timing when launching a lead-generating campaign, as this varies according to the audience and niche in question. Figuring out the likes and dislikes, behaviors, and tendencies of customers can assist in determining the optimal time to execute your email campaigns. A great email marketing software can help you collect and analyze data about your customers so as to know the best time to send emails. 

4. Use Emojis and Gifs 

Including emojis or Gifs in the body of an email can be helpful in conveying the intended context. When curating an email, pay attention to these elements.

5. Refrain from using a no-reply email address

Never use a no-reply email while conducting an email lead generation campaign. It’s a mistake that hurts your ability to create a brand, foster trust, and build connections with potential customers. Your clientele could develop the notion that you are not available to address any inquiries or grievances they might have. Furthermore, those who receive your emails may not have faith in them and may flag them as spam.

6. Grow through email automation

Email marketing automation features allow you to send a large number of emails, enabling the scaling of results. By using email lead generation software, the manual labor of having to send emails on time is eliminated as you can schedule your emails. Furthermore, personalized  automated emails can be sent via the software, which can maximize the success of the lead generation campaign.

7. Use A/B testing

Email marketing has been improved by split testing, which helps you to optimize in order to achieve better results. Through testing different subject lines and email copy, you can ascertain the emails which are most likely to generate leads, thus enhancing your chances of success.

Most email marketing software have split or A/B testing features. 

8. Encourage referral rewards

Generating leads can be accomplished efficiently when your current clients become involved with the process. Incentivizing subscribers by providing irresistible rewards for referring friends and obtaining more leads is an effective method. It is common for businesses to entice customers by offering coupons when they refer a friend. This tactic is widely employed by companies, as it can help to guarantee a higher rate of qualified leads.

9. Scale up with lead scoring

Finding the right audience and sending the right message at the right time is an uphill battle. Lead scoring is a useful tool to capture potential customers. It is designed to rank and prioritize leads so that you can focus on the most promising ones.

A lead scoring system can be used to evaluate the potential of a lead. This process of evaluation aids in recognizing potential customers who have the highest chances of converting.

When evaluating leads, there are some essential factors to consider, including:

• The source of visitors: This where the people engaging with your product/service are coming from. 
• Characteristics of leads: This includes details such as the customer’s demographics, firmographics, and psychographics, etc.
• Engagement metrics: This looks at how people are engaging with your landing pages, emails, websites, or other communicative tools.

For instance, it is likely that a potential customer will become a paying client if they have recently visited your product page. To entice them to purchase, you could provide a discount of 25% if they buy it now.

10. Create optimized landing pages and links

As a marketing professional, you should connect emails with a business landing page in order to generate leads. Businesses occasionally develop optimized landing pages in order to draw in their desired customer base, which can enhance email marketing efforts by increasing call-to-action conversions. 

11. Utilize the power of CRM

A CRM system can not only help you create your leads but also convert them. A Customer Relationship Management system can be very helpful in assisting sales teams with increasing their revenue and sales. We suggest that you utilize a CRM system to assist you in effectively overseeing, nurturing, and transforming prospects into customers. An effective CRM will help you attract potential customers and turn them into purchasers!

12. Optimizing for Mobile

Creating emails that are mobile-responsive is essential as 53% of all emails are opened on a mobile device. It is crucial to make sure that your emails are formatted properly in order to ensure they can be viewed properly on mobile.

With the right approach, your cold email marketing efforts will generate leads. Knowing your target market and the goals of your business will help you get the most out of these strategies.

A controversial question that arises in connection to cold emailing is whether it is advisable to purchase email lists.

It is ethical to abstain from purchasing an email list to use for your business. This is because these lists can increase the number of spam grievances and promote unsubscription. Therefore, acquiring an email list is not recommended.

7 Leading Email Lead GenTools for 2023

1. Salesmate

Salesmate is a top-notch CRM for lead generation. It offers businesses a range of features that can help them develop, including lead management, email automation, sequences, live chat, web forms, and chatbot options, to capture qualified leads and increase revenue and relationships.

Salesmate boasts affordability and provides a strong email marketing and automation system. Users can utilize it to send out bulk emails, establish automated campaigns, make A/B tests, and monitor email performance, such as click-through rates, open rates, and unsubscribe rates.

Features

• Send multiple emails at once
• Segment mailing lists
• Easy to use drag-and-drop email builder
• Personalized email forms
• Lead magnets and automation
• A/B testing
• Lead scoring
• Email tracking
• Connections with third-party services

2. OptinMonster

OptinMonster is a popular tool for creating opt-in forms to collect emails from website visitors. It is used by thousands of businesses and marketers to grow their contact lists and increase conversions. The platform offers a range of features and integrations that make it easy to customize opt-in forms and trigger them based on visitor behavior.

Main features

• Easy drag-and-drop campaign builder
• Campaign triggers
• Third-party integrations
• Actionable Insights 

3. ConstactContact

With its advanced capabilities, ConstantContact serves as a powerful email marketing solution for setting up email campaigns. It is a comprehensive platform for managing and executing a wide range of marketing efforts.

Key features:

• Emails marketing
• Numerous email template designs
• Real-time reporting
• Automated messages

4. Sendinblue

Sendinblue is a sophisticated and easy-to-use platform for businesses looking to expand, featuring helpful promotional tools. It boasts advanced capabilities like emailing, automation of marketing, chat, and collective inbox, allowing you to enhance your lead generation process.

Key features:

• Email templates
• A/B testing
• Smart data analytics
• Landing pages

5. Mailchimp

Mailchimp is one of the easiest platforms for lead generation, offering features such as scheduling of campaigns, split testing, and reporting. This software makes it possible to expedite the process of marketing automation and lead generation.

Key features:

• Advanced segmentation
• A/B testing
• Time send optimization
• Email and landing page templates
• Comparison reports

6. SendX

SendX offers a straightforward email marketing platform with features for tagging, segmentation, automation, landing pages and A/B testing. It provides everything you need to build and manage your marketing efforts with ease.

Significant features:

• Email marketing
• Segmentation
• A/B testing
• Web forms connected to emails
• Automation

7. ConvertKit

ConvertKit is easy to use and comes with a wide range of features, including drag-and-drop page building, an intuitive user interface, and more. It is also highly customizable, allowing users to tailor the design of their sites to their needs.

Creators often use ConvertKit as their go-to marketing hub. Utilizing its lead generation support, businesses are able to expand. It’s become an especially popular email marketing tool due to its various features and user-friendly design.

Features:

• Emails marketing
• Emails templates
• Audience segmentation and tagging
• Monitoring stats of each email
• A/B testing

Looking for ways to increase your lead gen efforts, Get Going In Business has been helping SaaS B2B companies turbocharge their lead generation for the last decade.

Learn more, book a call with us today!

Having a reliable customer base is necessary for the success of any business. To achieve this, you have to use strategies for customer acquisition that will lead to increased sales and a larger customer base. This post will provide 10 strategies that are effective and efficient for gaining more customers.

Before we move ahead, let’s first define email lead generation and explain why it’s essential to have a plan for it.

How does email marketing contribute to lead generation?

Gaining leads can be accomplished via an email opt-in form. This process involves capturing data on potential buyers, like their name and their email address.

However, with an email lead generation strategy, it does not merely involve the collection of leads through forms. It also requires the cultivation of leads to ultimately turn them into customers.

The Significance of Creating a Lead Generation Strategy

Having a lead generation strategy is indispensable for businesses looking to attract new customers and increase their revenue. A strategy allows companies to create a process that generates leads. The goal of a lead generation strategy is to identify and target the right prospects, engage them, and eventually convert them into paying customers.

It is essential for businesses to develop an email lead generation approach in order to expand their customer base and yield more sales. If you do not have an efficient way to create a lead pipeline, your business will have difficulties increasing sales and growing. Having the proper plan to draw in leads will help you to nurture your followers and lead them to convert and become paying customers.

A study found that nearly half of all marketers see email marketing as the most successful tactic for producing leads on the internet.

Image source: Neil Patel

A successful lead generation strategy can yield incredible results for your business. It involves creating campaigns that are tailored to appeal to your target audience and drive conversions. By utilizing effective tactics and techniques, you can generate leads that will help you reach your goals.  

Additionally, you should also focus on creating content that resonates with your target audience and optimizing your campaigns for the best possible outcomes. With the right lead generation strategy in place, you can achieve amazing results for your business.

Advantages of lead generation to businesses include:

• Increases brand awareness.
• Helps you nurture your target audience.
• Helps generate more revenue.

Strategies to Amplify Lead Generation Through Email Marketing

Since you now know the significance of having a lead generation strategy for your enterprise, let’s explore the different techniques for drawing in fresh sales leads.

1. Enhance your lead gen efforts through lead scoring

Marketing requires specific targeting, and lead scoring provides a way to ensure that only the most promising prospects are acquired. In doing so, it guarantees the delivery of the correct message to the right individuals at the right time.

Lead scoring can be a useful tool to order and prioritize leads. It is a good method of making sure that you are getting leads that are more likely to be interested in your emails.

Lead scoring can be utilized in your marketing efforts through the help of automated emails.

For example, it is more probable to get a conversion from a potential consumer if they have previously seen a certain item on your website. To further motivate them, you could send an email offering them  25% off on that same product.

When someone visits the product page and is not already included on your list, you can take advantage of the situation by displaying a pop-up with an exit intent as they are departing.

2. Create neat and straightforward emails

The design of your emails is critical for lead generation. To maintain your message’s focus, ensuring the emails are succinct is key. Avoid having a lot of extra details in the design of the templates, as it can be distracting. Here are some tips for creating successful emails:

• Plain fonts: Make sure your emails are legible and not over-the-top by selecting standard fonts.
• Simple look: Choose a template that is simple, as they are easy to read, helping you draw in customers.
• Proper formatting: Utilize brief, well-formatted text and emphasize important points to make it easy for your subscribers to understand the content of your email.
• Visible CTA: Make sure that the call-to-action button is easy to spot and click on, particularly for those who are using mobile devices.

3.  Craft attention-grabbing subject lines

When crafting emails, it’s a good idea to use techniques such as bold, italic font, and emojis in order to draw the attention of the reader to the subject line, which is a critical part of the message. This can help to create a sense of curiosity or urgency.

Using this approach can produce a significant result on the effectiveness of your email campaign, as it can amplify your open rates and, in the end, your consumer conversion rates.

If you have a sports blog with a list of followers, it would be smart to concentrate on current sports stories to interact with them. Moreover, it would be beneficial to add a hint of suspense to pique the subscribers’ interest.

A prime example of a headline for a sports blog could be:

The Statement Made by Lebron James During Last Night’s Match was Astonishing

It is almost a guarantee that this will be opened due to people’s curiosity as to what was said by Lebron James. If the body of the email is enticing, viewers will be eager to read the story.

4. Incorporate a powerful call-to-action (CTA)

In order to have a successful email, it is essential to include a strong call-to-action (CTA). This CTA should be attention-grabbing and straightforward for the readers to understand and act upon. It is important to use creative language to ensure you are effectively conveying the desired message and inspiring the reader to take action.

To create CTAs that have an impact, it is important to include a feeling of urgency, excitement, or mystery. These will draw readers in and encourage them to take action, resulting in improved conversion rates.

Here are some tips to increase the effectiveness of your CTAs:

• Use active text: Urge readers to take action through phrases such as “Grab the Deal”, “Reserve Your Seat,” or “Free Trial”.
• Make it brief: As a guideline, keep your CTA text to a maximum of six words. If possible, try to stay within two to three.
• Add a sense of urgency: Utilize calls-to-action like “Shop Now!”, “Only 3 Vacancies Left,” or “Discount of 60% Valid Today Only” to create a feeling of pressure and increase click-through rates.

5. Make use of content upgrades and gated content

By utilizing your most valuable content, content upgrades and gated content can be transformed into an email collection tool to increase your marketing efforts.

Content that can only be accessed after visitors submit their contact info is known as gated content. A content upgrade is one way to employ this technique and attract readers to sign up for an email list without being overly intrusive.

After readers go through a post on your blog, you can suggest they obtain a related ebook, article, report, etc. in exchange for their email address. Not only will this aid in long-term monetary gain from blogging, it will assist you in building up an email list quickly.

The advantage of this material is that it encourages lead generation. Content upgrades are especially advantageous since they are related and appropriate. The reader’s interest is pre-defined, increasing the probability that they will convert. 

6. Utilize social media platforms

Using your social media accounts to bolster your email list can be incredibly beneficial. By adding a call-to-action to your profiles and scheduling regular posts about your free download, you can continuously generate leads without having to lift a finger.

It is important to advertise your email list on social media and your social accounts through your email list. Doing this will help to increase your social media followers as well as your email list. Utilizing Facebook and Twitter marketing tools can help you to achieve the greatest success on social media platforms.

Aside from the usual methods for increasing your email list, here are some other options for using your social media accounts to boost your subscriber count:

• Enhance blog posts with content upgrades and then promote them on Pinterest for more website visitors and subscribers. Apps like Thrive Themes can come in handy.
• Place a sign-up button and opt-in form on your Facebook page to give people more chances to join your list.
• Utilize promoted pins and Facebook ads to increase your list faster.
• Include click-to-tweets to your content upgrades so people can share your lead magnets with their circles and widen your reach.

7. Implement email automation

Using email automation software, it is possible to set up a system to dispatch bulk emails to specific contacts at predetermined intervals.

You can free up more of your time by implementing automated email marketing strategies. Furthermore, automated personalization can enhance your email campaigns.

The right emails can be sent to the right subscribers at the right time using specific triggers. For example, these triggers may be activated when customers:

• Sign up for your email list
• Purchase an item from your shop
• Join a webinar

Image Source: Neil Patel

8. Use split testing to raise open and click-through rates

It’s imperative that you deploy split testing and A/B testing on your emails if you want to optimize your content and overall approach. There is always area for improvement and by testing various versions of your emails, you can determine which ones produce the highest conversions and thus, improve your results.

When evaluating any email, first figure out which elements you need to assess. This may consist of the call-to-action, headline, body text, pictures, or the design of the email.

When you have pinpointed the components to assess initially, you can kick-start the A/B test using the internal testing tools in your email marketing platform.

9. Create valuable content

Rather than sending out emails for the sake of it, make sure that the content is meaningful and relevant to your email list subscribers to keep them interested.

The most important thing is to focus on giving your audience something of value. To do this, identify the pain points of your target audience and then develop content that is specific to those issues.

For example, if the primary issue for your readers is developing a successful online business, you can craft high-quality material that answers the question “How to build a lucrative website from the ground up” and then break it into subsections and send it out as a set of emails.

10. Offer rewards to current subscribers for referring others

Using your current customers and people who have already subscribed to your business can be an effective way of acquiring leads.

Incentivize your existing subscribers by providing attractive rewards if they refer their friends and family to your email list. This is much more straightforward than attempting to get them to send customers to buy your goods.

To maximize your conversions, it is wise to offer a reward, such as a discount on a future purchase. Make sure that what you are offering is of value, and your subscribers will be delighted to spread the word about your list to their family and friends.

Looking for ways to increase your lead gen efforts? Get Going In Business has been helping SaaS B2B companies turbocharge their lead generation for the last decade.

Learn more, book a call with us today!

In a different world, the mere desire for business growth could be enough to make it a reality; however, in this world, you will need a marketing strategy and a sales outreach email.

And not just any kind of email.

The open rate of a cold email is usually estimated to be 1%.  However, if the message is targeted, data from sources such as ConstantContact and MailChimp demonstrate the open rate to be between 14% and 23%.

In this article, we will take a comprehensive look into prospecting emails–what they are, why they’re a must-have, and how to craft them to generate new business.

Uncertain of which steps to take? The following strategies and methods can ensure an improved response rate to your sales outreach email campaigns.

What Is a Prospecting Email?

A prospecting email, more commonly known as a cold email, is the initial action you take when forming a new business partnership. Every relationship commences with some form of communication, either verbal or non-verbal.

Generating leads can come in the form of cold emails. It’s a situation in which you are reaching out to an unfamiliar person, not sure how they will respond. It’s almost like walking up to a random person on the street and offering your hand to shake, with the possibility they will not acknowledge you in any way.

Statistics from Oberlo demonstrate that email marketing is an effective technique that all companies should be utilizing. This is in comparison to the other channels that are used to bring in new contacts.

You may already be using popular approaches for salespeople such as attending trade shows, conferences, or related gatherings to scout out potential prospects. Rather than searching for opportunities to talk to and become acquainted with strangers, you can use a more intelligent strategy when it comes to email prospecting. 

Now that we understand what a prospecting email is, why is it so important?

What Is the Value of Prospecting Emails?

As a sales professional, you are aware that prospecting is the first step in the sales cycle. Sending out a prospecting email is a guaranteed effective strategy for building your leads.

A cold email provides a range of benefits when done in the right way including a better-targeted list of contacts, a higher return on investment, and the opportunity to form deeper connections through personalized emails.

Improved Targeting Capabilities

A prospecting email is a superior alternative to commonly used methods of customer engagement. The advantages of aiming your emails to specific target audiences become crystal clear when the target groups are properly specified. 

The specifications may include:

• Number of employees
• Physical address
• Customer needs and wants
• Problems faced

Greater Return on Investment

The advantage of doing business in the digital age is the rise in opportunities to form connections. Think about how many people you could come across if you were attending a conference, then compare that to how many people you could reach with an email in a single hour, including the time to write the message.

Think about the amount of money that will have to be allocated for the different methods of prospecting that you will use.

• Taking trips to go to trade shows and/or conferences.
• Paid advertising, such as through search engines, social media, TV spots, billboards, and so forth.

With email marketing, you have the ability to generate double the return on investment compared to the other methods.

Hiqh-Quality Leads 

An effective prospecting email can result in leads that are better suited for closing sales, increasing your chances of making a profit. At this stage of the sales process, it is highly effective that you assess prospective customers. Trying to form relationships with an unqualified lead is a complete waste of time.

Best Practices for Crafting Sales Prospecting Emails

We have covered the “dos and don’ts” of a successful prospecting email, now let us see the best practices that will enable you to achieve great results.

Ensure Your Subject Line Is Captivating

As a general rule, you should capture the attention of the user within the first three seconds. The subject line is used for this purpose. Therefore, the words in the subject line are the most crucial in your entire email, since they determine if someone reads the email or not.

What to consider when writing your subject line:

• Use current affairs, geography, specific contexts or pain points.
• Use questions that increase engagement or pique your audience’s interest.
• Highlight similar interests that build connections.
• Create urgency in your message or FOMO.
• Show them how they benefit.

Design an Effective Message Body

Your prospecting email should not imply what they can do for you but rather what you can do for them. It is even better if you show them how you can help them solve their pain points. Make sure they realize the advantage you or your goods/services can give them.

At this stage, personalize the content and ensure it considers the distinct needs, desires, and challenges of the target group. 

Incorporate a Call to Action

Once you have curated an email that emphasizes the advantages you have presented to the recipient, remember to compose a clear CTA that requests something from them.

The following are recommended for creating an effective CTA.

• Inquire if you can share with them a valuable product you have.
• Request if they can verify a subscription or product.
• Propose a suitable time to engage with them whether through a phone call or other appropriate ways.

Now let us look at the process to do this.

Qualify and Investigate Your Prospects

You are unlikely to contact random strangers on the street expecting to turn them into warm leads. Similarly, sending out cold emails to random addresses will certainly yield unsatisfying results.

Utilizing social media sites, corporate websites, and blogs can be an effective way to locate quality prospects. Nevertheless, it is necessary to stay up to date with the anti-spam regulations of your country as a precaution.

Use Lead Scoring for Ranking Leads

Individuals to possess distinct qualities, and this is also true of your prospects. Use lead scoring to change a lead into a paying client. This is done by utilizing a points system to grade your prospects depending on the probability of them making a purchase. The higher the score, the more attention and priority they should receive.

Prior to establishing your scoring process, you must do some groundwork. 

The following are some things you should take into account:

• What qualities do your top-tier leads typically have?
• Assess if your sales prospects come from specific geographical contexts.
• Don’t forget the fundamentals, such as industry, role, organization size, and any problems they are facing.

Constructing a scoring system for leads can be challenging, yet it is a worthwhile investment.

Send Timely Emails

In 2019, an extensive survey by GetResponse revealed 4 billion emails were sent in a period of five months. These emails were sent by a variety of people and businesses, such as online marketers, entrepreneurs, big companies, and small businesses.

The following are some of the findings:

• Saturdays and Sundays had 18% of all email campaigns sent out.
• Tuesdays followed close behind with 17%.
• While Mondays and Tuesdays had higher open and click rates, the highest click-to-open ratio was seen on the weekend.

In 2019, a comprehensive study by CampaignMonitor uncovered the results of 30 billion emails sent. This research was in agreement with GetResponse’s findings that emails sent on Tuesdays had the highest open rate for emails. 

However, Tuesdays also had the highest amount of unsubscribes.

Does the time of day make a difference?

It is confirmed by numerous studies, one of which is conducted by Sendinblue that 10 am and 3 pm to 4 pm are the best times to send emails, as this is when most people check their inboxes. Nevertheless, they have detected that the highest click-through rates are during the evening, up to 6 pm or sometimes 7 pm.

Create Follow-Up Emails

It is important to continue to pursue any chances that you may have missed. Do not just send one prospecting email and then move on. To get a better response, it is beneficial to use an email sequence in order to nurture your leads.

Did you know that only 48% of sales professionals take the time to follow up at all? That’s in contrast to the 60% of customers who refuse to buy a product or service until they have heard about the brand in four occasions.

Tips and Tricks for Successful Prospecting Emails

• Articulate the value you offer clearly. What can you provide them that would be of benefit?
• Provide them with a recommendation that will personalize the experience for them.
• Communicate with recent testimonials.

Writing prospecting emails is actually not that difficult!

We’ve gone over quite a bit of material, right? Writing the ideal prospecting email could be the simplest part.

Considering the fact that time is money, when aiming to expand your outreach, you should try and make the process simpler. But don’t think that means taking shortcuts: attempting to cut corners will lead to a financial loss, not a gain, so don’t even think about it.

Are you ready to expand your venture with the ideal prospecting message? I believe you are!

GetGoinginBusiness is here to serve all your lead generating needs. Contact us Today!

Predictability is key to achieving real SaaS business growth. Predicting your revenue accurately allows you to make better decisions regarding expenditures, new hires, and product development. It’s critical to know whether you’re on track to hit your revenue goals and whether you’ll have enough cash on-hand to pay your bills at the end of the month. 

You can forecast your revenue if you know how many new leads your business receives each month and how many of those leads convert into paying customers. You’ll inevitably grow your revenue if you can improve and increase your lead generation.

Unfortunately, generating leads for SaaS can be one of the biggest challenges a business can face. In this post, I’ll share 11 ways to improve your SaaS lead generation and generate real results.

Have a Defined Goal

How do you define a ‘lead’?

Is the lead someone who might purchase? Is it someone who signed up for your email list or liked or shared one of your LinkedIn posts? You must define what makes a lead and what does not, since SaaS marketers work with a variety of leads. You may even be targeting a variety of leads in different campaigns, so you will require a system that can automate lead qualification. It can be extremely powerful and simple to automate.

It’s especially crucial in SaaS marketing for startups to get this right, or else you risk causing a lot of confusion and making inaccurate growth projections. There are three types of SaaS leads:

• Information Qualified Leads (IQL)
• Marketing Qualified Leads (MQL)
• Sales Qualified Leads (SQL)

These three categories represent three different levels of customer intent. Let’s have a look at each of them. 

Information Qualified Leads (IQL)

Cold leads, also known as IQLs, are prospect leads at the beginning of the buyer journey, aka the awareness stage. They are typically people who have encountered your top-of-funnel content (blogs, e-books) and have given up an email address in exchange for more valuable information (such as signing up for your blog or reading an e-book).

Marketing Qualified Leads (MQL)

MQLs are in the consideration phase of the customer journey, and are referred to as “warm leads.” They are closer to purchasing than IQLs, but not as hot as SQLs. Prospects have continued to express interest in your product, have probably watched a few webinars, downloaded some whitepapers, and view your company as an option for solving the problems they are facing.

Sales Qualified Leads (SQL)

Most of us want the SQL kind of leads but, unfortunately, we have to start with IQLs and nurture the leads until they become SQLs or “hot leads.” A SQL is in the decision phase of the buying cycle and is ready to make a decision. Salespeople typically get involved here, offering a bottom-of-the-funnel type offer (such as a free demo or trial) and striving to close the deal. 

Content Creation for Lead Generation

Creating content is a great way to generate leads. Today, content marketing is the future of marketing. With a plethora of content tactics at their disposal, SaaS marketers are well on their way to victory if they start with just these three: blogging, gated content, and webinars.

SaaS Blogging

In the 90s, blogs were all the rage, and soon after they became “uncool” very quickly. They have now come full circle. There are over 70 million blog posts published every month on WordPress websites alone.

Creating mediocre SaaS blog posts and publishing them on a semi-regular basis isn’t enough to achieve real success. You must ensure that your blog aligns with your SaaS marketing objectives. If your objective is to generate leads, you must be dedicated to doing so. Remember, consistency is critical. You will not turn a reader into an opportunity unless you provide such remarkable value that they are desperate for more.

Keep these questions in mind when creating blog content:

• Is my post directed to my specific target audience? Does it provide a solution to them?
• Is the search volume of my keywords good enough to justify why I’m writing this topic?
• Are there clear and actionable insights in my post?
• Is the post impressive enough for me to give my email address after reading it? 

No matter how great your post idea is, if it doesn’t answer at least one of the above questions, your blog isn’t ready to publish (or your topic idea doesn’t need to be written). Always include a clear customer persona and give the reader real, actionable value.

Gated Content

It’s all about give and take. You’re doing trade with your audience. A good example is giving away a valuable e-book in exchange for a prospect’s information (typically an email address).

How can you expect prospective customers to give up their email address when there are so many valuable in-depth blog posts and videos available for free online? The key is providing value that no other company can offer. You will have a better chance of winning if you have already shown your exceptional proficiency, which is why you will often find this approach employed on SaaS blog pages.

Here is an example of how it can be done from Shopify:

Shopify places gated content above the fold on their blog page, as shown here. They offer you content that you’d normally pay to get. It’s impossible to turn down an offer like that. Free business lessons?

You can very easily build a large email list of leads by offering exceptional value in exchange for just an email address.

Webinars

Hosting a webinar is the best way to show your expertise and authority on a subject.

Choose a subject you or your company is an expert in, then decide on the format. Here are a few choices to consider:

• One speaker—pre-prepped content that can be presented with or without a live speaker. 
• Two speakers—an interview scenario that can be live or pre-recorded.Get industry experts and authority figures for these interviews. 
• Multi-speaker—this involves one main host and guests in a panel. This format is quite popular in the SaaS niche as it helps drive conversations around specific topics. 

Once you’ve decided what the webinar is going to cover and how it will run, it’s time to get some sign-ups! Targeted social media ads are one of the best ways to accomplish this. You should create a dedicated landing page and add CTAs to relevant pages on your website.

There are many webinar platforms for SaaS applications. Some of the most popular include WebinarJam, Demio, Zoom,  LiveStorm, EverWebinar, ZohoMeeting, WebinarNinja and GoToWebinar. You must secure a platform to host the webinar, as well as handle sign-ups and SMS or email reminders.

Recorded webinars can be a tremendous asset for content marketing after the event is over. You can utilize old live webinars as on-demand webinars, video guides, or even have them transcribed into e-books or blog posts. 

The Best Lead Generator Is Your Website

Whether you’re focusing on organic traffic through content marketing, paid social media campaigns, or extensive email marketing programs, you’re probably directing prospective clients to your website. As a result, you must ensure that your website is optimized to increase your conversion rates if that is the case. 

There is an entire field dedicated to conversion optimization, but here are some pointers from experts that will get you started.

Have an Exit Intent Popup

Have you ever been browsing a website and noticed that as you moved your cursor towards the top of the screen a little popup box appeared? The box is referred to as an exit intent popup. 

When a prospect clicks on the exit button, the popup is activated. It’s the holy grail of website lead gen as it acts like a last ditch effort to get your audience to give you what you’re asking. The contents of the box are entirely up to you, but it’s usually a good idea to give away something of incredible value for free (such as a free email course).

You should consider establishing different exit intent popup windows for different web pages. The customer may be interested in a different offer if they are exiting a blog page (e.g. subscribe to our blog) than if they are exiting a product page (e.g. how about a free trial?).

Get a ChatBot

Your chatbot should function as your store’s virtual assistant to get your customers talking. A chatbot can play the same role as a physical store employee, by helping customers find their way around or offering service. Even if they are just looking, an employee is always present to help them.

You can set up a chatbot to answer a number of common questions, or to direct the prospect to their area of need. If the chatbot is unable to answer a particular question, don’t shy away from saying “give us your email, we’ll get back to you.” Cha-ching!

Here is an example from RingCentral:

RingCentral’s chatbot eliminates barriers and makes it simple and instant to start a conversation with a salesperson.

Offer a Free Trial

A free trial is the best way to snag hot leads at the bottom of the funnel. Having a prospect go deep into your product during a trial is not only a great way to capture some prospect information, but it also gives them an opportunity to determine if it works for them. If the trial lasts long enough, they will begin integrating it into their company processes, which ensures a yes every time.

In addition, it provides your salespeople with a good reason to connect with customers. Would you like a free demo, Mr. Customer? Here’s what we have to offer…

Rather than having prospective customers only clicking “free trial” buttons, helping them use and understand your software will increase the conversion rates. It’s one thing to click a “try it free” button, but it’s another to actually spend some time diving deep.

One way to accomplish this is by pairing up a sales representative with a free demo. This will also open an avenue for you to know how serious they are about using your solution. You can also assist prospects by creating quality content to guide them through using your product. 

Videos are excellent content for this, as they help show your prospects the features of your software. Prospects can follow along and experiment with your video in real time, and that’s what makes it so effective here.

Social Media as a B2B SaaS Lead Generation Solution

Choosing your SaaS marketing channels wisely is critical to success. Recall that you are marketing to business decision-makers, so you will likely not reach your target audience on platforms such as Snapchat and TikTok.

Despite that, you shouldn’t write off social media entirely. Far from it.

Many social media platforms still function well for SaaS lead generation, particularly LinkedIn, which is fairly business-oriented. You should also consider using Twitter and, especially if your customer personas are the right demographic, Facebook.

Run Targeted Ads (In-Stream Ads)

When users are scrolling through Facebook or LinkedIn, they’ll most likely see a display ad. SaaS businesses typically use them as a type of native advertising based on their customer personas. This strategy pushes ads to users that match the criteria you’ve set such as interests, occupation, and location.

Have you ever wondered why sometimes after you’ve searched for something online, you start getting ads on that particular thing on your social media pages? Well, LinkedIn and Facebook have pixels that help businesses track the traffic that comes to their website. These pixels are also used to remarket content to those prospective customers on social media. 

Pixels allow you to construct what is known as a lookalike audience. In other words, you can request Facebook to locate similar individuals (in terms of demographics and interests, for example) to those who have been to your website and show them an ad. An ad being shown to highly relevant people is more likely if they share several aspects with prospects who have already shown an interest in your company.

Your ad must direct viewers to take a specific action when using social media for lead generation. The best approach to accomplish this is to encourage viewers to click through to a particular landing page in an effort to convert prospective customers into leads on your website.

LinkedIn InMail

InMail on LinkedIn operates a bit differently than in-stream advertisements. It’s similar to sending an advertisement directly to someone’s inbox, rather than displaying it in their social feed. Yes, it is a more assertive approach, but it gets stuff done. InMail on LinkedIn has a 300% higher reply rate than emails using identical content.

Email Marketing

Everyone is attempting to improve email at the moment. Slack is calling themselves the “alternative to email.”  Some businesses are returning to physical mailings in response to InMail killing email. But to be fair, these guys drinking craft beer and listening to their favorite indie bands on vinyl are probably still twirling their mustaches, you get the point.

Despite this, the fact remains that email marketing is still a very lucrative field with an insane return on investment. You can get some pretty sweet open rates if your headlines are strong.

Here is how to achieve this:

• Include a CTA button in your email signature.

Companies send hundreds, if not thousands of emails on a daily basis. If you send tens of emails daily, imagine the number of emails sent by different businesses in a day. Unless you have a strong call to action in your email signatures, you are missing out on a chance. Yes, it is important not to overstuff your signature. You have undoubtedly already included your social media links as well as your contact information. The trick is to keep it simple but also include a link to sign up for a free trial or subscribe to your blog.

• Request for email sign-ups EVERYWHERE.

Avoiding going overboard as no one wishes to wade through endless popups to reach a website. You can, however, include several CTAs in your marketing content without being excessively pushy. You can have about four CTAs on a page, with all of them requiring an email address. Be subtle and smart about it and you’ll accomplish this without intrusive popup ads.

• Create an email series campaign.

At some point or another, some of your prospects will fall out of the pipeline. Whether they decided against making a purchase or preferred a competitor, you will inevitably have a percentage of leads that do not convert into a “yes,” and  others may never give you a sound “no.”

All is not lost. Even if a competitor wins the account, there’s still a chance that those prospects will become paying customers in the future, so don’t write them off just yet. Instead of hoping for luck, establish an email drip campaign in which you slowly and steadily demonstrate that you are the solution they require. At some point, their existing solution will not be adequate, and you’ll be there waiting for the jackpot.

Rather than creating lots of conversion-focused campaigns, these drip campaigns should be less frequent and less intense. A single email every month should suffice, and it should focus on providing as much value as possible rather than simply sending emails for the sake of it. For instance, you can invite them to your future webinar, offer them an e-book, etc. 

Wrapping Up!

It is crucial to employ a multi-channel approach when generating leads for SaaS. Putting all your eggs in one basket and expecting them all to hatch is improbable. You must experiment, find out what works best for your business, test, fine-tune, and try again.

Here is a list of the significant SaaS business growth lead generation techniques:

Content Marketing	Website	Social Media	Email Marketing
Blog	Exit Intent Popups	In-Stream Ads	Add CTAs to email signatures
Gated Content	Chatbot	LinkedIn InMail	Maximize email signups
Webinars	Free Trials	Boosted Posts	Drip Campaigns

Sure, there are many other tactics you can employ, but these have been tried and tested to result in SaaS triumphs.

Do you want to learn more on SaaS lead generation?

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