Top 15 Greatest Lead generation SaaS Tips You Must Know
In order for any SaaS business to succeed, it is vital to generate leads. There are many challenges associated with SaaS companies’ business growth, and one of those challenges is generating leads. And now that most Google search engine results page is filled with lead magnets masquerading as “great” content, it is only going to get harder.
For your B2B SaaS lead generation strategy, there are so many marketing automation, marketing teams, marketing strategies, and tools to choose from. How do you choose the right one?
This post looks at some strong examples of how your brand can increase leads by using different powerful lead generation strategies. We also assess where these channels fit in the sales pipeline and marketing funnel and take a closer look at what channel is used for each lead generation campaign.
In this guide, we will discuss 15 ideas for generating leads for SaaS companies, along with examples from successful SaaS companies that have implemented those ideas.
To understand better, first, we will discuss What is SaaS Lead Generation?
B2B SaaS Lead Generation
SaaS B2B lead generation is the process of generating leads for SaaS startups. SaaS company provides software that customers can access online from anywhere and at any time. Lead generation can come from various sources such as the internet, social media, blogs, ads, conferences, and events.
However, most leads are generated through online marketing efforts, also known as lead generation strategy. A lead is a potential customer who has expressed interest in a product or service but has not yet committed to purchasing it. The goal of B2B lead generation strategies is to direct potential customers to consider choosing a company as a provider and nurture leads into customers.
B2b lead generation requires multiple aspects, that’s what you will learn by reading ahead.
15 Top Ideas with Examples for B2B Lead Generation
1. Optimize search engine ranking from the buyer’s perspective
In order to build trust with potential customers and nurture leads for a SaaS (software as a service) business, it is important to create valuable educational content that positions the business as an expert in the field.
The idea is that by providing value to potential customers before asking for anything in return, such as a sale, the business will be more likely to gain their trust and interest.
Also, the internet is full of a wide range of content, so it is important to create content focused on topics the target audience cares about.
Additionally, it is important to optimize the content for search engine results pages rankings by targeting low-competition keywords with a high monthly search volume than the target audience searching. This will help ensure that the content is easily discoverable by potential customers and will add just as much value to a good return on investment.
Concerning SEO-optimized content, it is very crucial to keep a buyer persona in mind before creating it. Some points that should be considered are –
- Keep the buyer’s journey in mind when creating content.
- Target different stages of the journey with different types of content.
- Top of the funnel: focus on educating and answering “why” questions.
- Middle of the funnel: provide step-by-step instructions and hands-on guidance.
- Bottom of the funnel: showcase the benefits of your software and provide calls-to-action, offers, and opportunities for free trials or consultations.
The top 5 companies for search engine optimization are –
- Simple Tiger
2. Contribute to relevant publications as a guest blogger
Guest blogging is a great way to reach a new audience, but it’s important to be selective about the publications you guest write for. To make the most of guest blog posts or guest blog pitch, it’s important to keep the following points in mind:
- Make sure there’s an overlap between your target audience and the audience of the publication. This will ensure that your content marketing team is reaching the right people.
- Consider the domain authority of the site. The higher the authority, the better as it will increase the visibility and credibility of your content.
- Ensure your topics and style of writing match and fit into the publication’s existing content. This will help your content marketing to be well received by the audience.
- Publish high-quality content. Don’t skimp on the depth and quality of your writing, as this is essential to generate leads with guest blogging.
- Aim for an overlap of topics that serves the publication’s audience as well as yours. This will help you to draw some of your audience to the publication.
- Remember to add a call to action that’s relevant to your topic. This will help to convert your audience into leads.
Top 5 best websites for guest posting –
- Entrepreneur Media Inc.
3. Create videos that can be repurposed across multiple platforms
Video is an extremely effective medium for drawing in new audiences and engaging them with your brand. Here are some key points to keep in mind when creating and utilizing videos:
- Experiment with different video styles:
There are many different types of videos that you can create to appeal to your audience, such as talking head videos, tutorials, product demos, customer interviews, feature walkthroughs, and Q&A sessions.
- Test different video lengths:
Not all videos have to be the same length, and you can experiment with different video lengths to see what works best for your audience.
- Utilize different platforms:
There are various platforms where you can host and share your videos, such as YouTube, LinkedIn, and your blog, and social media platforms like Twitter.
- Optimize for search engines:
Optimize your video title, tags, and descriptions for search engines, so your video can be easily discoverable by your audience.
- Use calls-to-action:
Include calls to action in your videos, such as a link to your website or a landing page where viewers can learn more about your product or service.
- Measure the performance:
Use metrics like views, engagement, and conversion rate to measure the performance of your videos and optimize them accordingly.
- Make sure your video is of high quality:
Invest in good lighting, sound, and video quality for your video.
- Make sure your video is mobile-friendly:
With the majority of video consumption happening on mobile, ensure that your video is optimized for mobile viewing.
Top 5 companies with the best videos across multiple platforms –
- Solar Winds
- Amazon Web Services
4. Participate in a variety of podcasts as a guest
Appearing on a podcast can be a valuable opportunity to acquire leads and gain their attention for a prolonged period of time. Since B2B SaaS industry podcasts often focus on specified topics, it’s a great way to provide highly informational content. Here are some tips for finding podcasts to appear on:
- Use platforms like Listen to Notes to search for industry terms, competitors, and SaaS founders in your field.
- Check if the podcasts you find are still active. You don’t want to pitch yourself to a podcast that is no longer producing new episodes.
- Look for information on the podcast’s website about how to pitch yourself as a guest. Many podcasts will have guidelines or a contact form for qualified leads.
- Make sure that your topic and the podcast’s theme match, otherwise your appearance might not be beneficial.
- Prepare your pitch well. Make sure you have a clear and compelling introduction of yourself and your topic.
- Be flexible and willing to adjust your topic if the host suggests something different, but make sure it is still aligned with your goals.
Top 5 SaaS podcast shows to appear as a guest are –
- The SaaS Podcast -by Omer Khan
- The SaaS Revolution Show -by Alex Theuma
- Build You SaaS -by Jon and Justin
- The SaaS Venture -by Aaron Weiche and Darren Shaw
- SaaS Open Mic -by ChartMogul
5. Host free webinars with high-value content
Webinars are a powerful SaaS lead generation strategy for SaaS companies. When done well, webinars provide valuable content in a condensed format, which can be a great way to attract and engage potential customers.
During the webinar, you can collect leads by asking for contact information such as name, company, and email address.
Additionally, webinars can help establish trust and credibility with attendees by providing valuable information and actionable steps.
To generate high-quality leads, it is important to create compelling webinar descriptions that make attendees want to tune in.
It’s also important to avoid any kind of abuse of the attention you get and keep your webinars truly educational and rich with actionable steps that can be applied to their jobs.
Top 5 free webinars for B2B SaaS businesses –
6. Optimize your SaaS website with live chat and chatbots
Live chat and Chatbots can play a crucial role in generating leads for SaaS product companies, similar to how a store assistant would in a physical store. Live chat and Chatbots allow you to provide immediate assistance to website visitors by answering questions and directing them to valuable resources or product demos.
Furthermore, they provide an opportunity to have real-time conversations with target customers, which can help uncover their pain points and challenges.
Research has shown that live chat is a preferred method of providing contact information and has a high customer satisfaction rate of 92%.
To make the most of live chat and chatbots, it’s essential to be available to website visitors and drive meaningful engagement. This can help guide them toward resources or sign up for trials, converting them into leads.
Top 5 SaaS companies with the best chatbot services –
7. Include a CTA (call-to-action) in your email signature
The average office worker receives 121 emails per day, which is not surprising given the fast-paced nature of the tech industry and the increased connectivity of people.
Companies and teams should take advantage of email signatures to make the most of this situation. Instead of including the typical links to a company website, LinkedIn, Twitter, and YouTube, the signature should be reworked to clearly invite recipients to take a specific action.
This could be signing up for a webinar, downloading an eBook, or requesting a demo. By clearly directing recipients to take a specific action, companies can increase the chances of turning email recipients into leads.
Top 5 SaaS companies offering the best email signatures services –
- CodeTwo Email Signatures for Office 365
8. Email cold prospects
Cold emailing is an effective part of SaaS best lead generation strategies to reach out to ideal customers or a small group of prospects who have the potential to become loyal customers. Converting an ideal customer to a loyal one is the most crucial outcome. By identifying these specific individuals, companies can make emails more personalized and relevant.
However, it is important to keep in mind that cold emailing is usually the most effective email marketing when done on a small, targeted scale.
Here are a few tips and tools to get started with cold emailing:
- Use LinkedIn Sales Navigator to find the exact people you need to contact.
- Use LeadIQ to research these prospects and get their up-to-date email address.
- Send your emails with Mailshake.
- Use the Charm Offensive method to craft your cold emails.
It’s also worth mentioning that cold emailing can be a tricky practice, with a high potential of being considered spam, it’s essential to have a clear plan and strategy in place, and make sure you abide by the laws and regulations regarding email marketing.
Top 5 SaaS lead generation strategies software that can help in cold email marketing-
9. Create new leads by repurposing existing content
Repurposing content is a highly efficient way to generate leads. By taking existing content that is evergreen and provides practical tips for your audience and repackaging it into different formats, you can reach new audiences and provide additional value.
This can be done with any type of content that is still relevant and informative. Some examples of repurposed content include:
- A free email series
- A nurturing email sequence
- An ebook
- A video series on a specific topic
This repurposed content can then be used as a lead scoring magnet, by making it available for download or subscription in exchange for contact information such as name, company, and email address.
Promoting the repurposed content on social media and with Google ads can also increase its reach and generate new leads. This approach not only helps to increase the reach of your content but also provides an opportunity to generate new leads while providing value to the audience.
10. Make social media generate organic traffic
Social media platforms are not primarily used for making purchases, but for engaging in conversations and connecting with others. To make the most out of social media for lead generation strategy, it’s important to have a consistent presence on the platforms.
This can be achieved by creating and following a social media schedule. To build up your presence, you can:
- Post about your content as well as relevant content from other creators
- Ask questions and seek opinions on relevant topics, which is particularly effective on LinkedIn as their algorithm rewards engagement probability
- Participate in Twitter chats
- Send personalized connection invites on LinkedIn
- Respond to other people’s posts and questions
By consistently engaging with your audience and providing valuable content, you can establish yourself as a thought leader in your industry and attract potential customers to your business.
Additionally, you can use these platforms to connect with potential customers, learn more about their pain points and challenges and establish trust with them.
Top 5 SaaS companies that nailed social media marketing –
11. Attain powerful testimonials and reviews from existing customers
Online reviews are incredibly valuable for businesses in today’s market, where there are thousands of options for any problem. They can help to address questions and concerns that potential customers may have and instill trust in the brand and its solution.
Reviews are so powerful that a majority of customers (72%) won’t take action until they read reviews. 15% of users do not trust businesses that do not have any reviews and a single review can increase the conversion rate by 10%.
The best customer reviews are those that not only include the name and the face of the reviewer, but also the true sentiment of how the product helped the customer. These types of reviews are more relatable, and it makes it easy for potential customers to understand how the product or service can help them.
Top 5 SaaS review websites –
- G2 Crowd
- SaaS Genius
- Software Advice
12. Add pertinent pop-ups to your website
Website popups are a powerful lead-generating tool that can be used to capture the contact information of potential customers.
The key to making them effective is to trigger them based on specific behaviors of the website visitor. This allows you to target the most relevant visitors and increase the chances of them converting into leads.
Here are some behaviors that can be used to trigger popups:
- Time spent on your website
- Time spent on a specific landing page
- Number of opens of a specific page
- Website’s loading speed
- Exit intent (when a visitor is about to leave your website)
- Clicking a designated link or button
Another important aspect of high-performing pop-ups is the relevance of what they are offering. Instead of simply asking for a signup to your email list, it is better to offer something of high perceived value in exchange for an email address.
This could be a free trial, a discount, or a useful tool. By doing this, you increase the chances of visitors converting into leads.
Top 5 SaaS Pop-ups builders –
13. Make use of gated content: eBooks, whitepapers, masterclasses, and marketing tools
Creating and promoting resources that are so valuable that they could be charged for is a powerful SaaS powerful lead generation strategy for SaaS companies.
Instead of charging for these resources, offer them for free in exchange for an email address. This is known as a lead scoring magnet or content upgrade, and it is a great way to build trust with potential customers and generate leads.
Many different types of gated content can be offered, such as:
- White papers
- Series of video tutorials
- Templates (such as spreadsheets or processes)
- Original research
By making the gated content immediately actionable, it allows the new lead to experience a win and thus trust your expertise. This is a great way to generate leads and build trust with potential customers.
Top 5 SaaS that created gated content to its best –
14. Implement co-marketing: collaborate with other companies
Co-marketing campaigns are a powerful lead-generation strategy that involves partnering with a company that serves a similar audience but does not compete with your own company. This type of partnership allows both companies to be equally invested in the campaign, which can lead to more effective results.
To get started with a co-marketing campaign, the first step is to identify a company that offers a product or service that is complementary to your own.
For example, a SaaS company that provides time-tracking software may partner with a company that offers productivity training for corporate teams.
Once you have identified a partner, several types of co-marketing campaigns can be run, such as:
- Creating original research reports
- Running joint webinars
- Recording and publishing joint video series
- Running a Twitter chat together
- Featuring each other in several lead nurturing emails
Co-marketing campaigns can be a great way to generate leads and build relationships by reaching new audiences and building trust with more leads.
Top 5 SaaS co-marketing companies –
15. Provide free access to your product: freemium, free-trial, free demo, free tool
When a potential customer is at the bottom of the sales funnel, it means that they are seriously considering your product but have not yet made the purchase.
At this stage, it is crucial to have a way to convert them into a customer. One effective way to do this is by providing access to your product.
There are several ways to do this, such as:
- Free trial: This is when you give access to all product functionalities for a limited period of time. This could be a time-bound trial (such as a 1-month free trial) or limited based on another element (such as a free trial for up to 3 clients with access to all features).
- Freemium: This is a variation of the free trial where the product is free forever, but with limited functionalities. This can be a good way to allow more leads to experience the value of your product and then encourage them to upgrade to a paid version.
By providing access to your product, you can give potential customers a chance to try it out and see the value it can bring to them. This can be an effective way to convert them into paying customers.
Lead generation is an essential aspect of SaaS businesses. It is the process of identifying, attracting, and converting potential customers into marketing-qualified leads. With the right lead generation strategies, SaaS business startups can increase their chances of converting potential customers into paying customers.
As we have discussed various B2B SaaS lead generation strategies for SaaS businesses. From website popups and gated content consideration stage to co-marketing campaigns and product access, these strategies can help businesses generate leads and grow their customer base, leading to customer success.
It’s important to note that not all strategies will work for every business, so it’s important to consider which B2B SaaS lead generation strategies align with your business model, target audience, and overall marketing goals. By experimenting with different SaaS lead generation strategies, businesses can find the ones that work best for them and achieve their desired results.
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