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Find out about B2B SaaS lead generation strategies that will increase your revenue.
4 min read
Sales & Marketing head at Scalestack
Software as a service is one of the booming businesses of the latest month and is estimated to be the most growing business for 2023. SaaS businesses are growing up day by day and incremented due to the pandemic situation. Therefore, it is probably wise to jump now into the SaaS business if you wish to develop new growth strategies. It is an excellent opportunity to perfect your SaaS lead generation strategy for growing your business.
Unfortunately, it is not possible to assure 100% that your sales funnel will be full until you put it into practice. What works for one SaaS company may not work for another, despite both businesses being in the same industry. Also, is not recommendable to copy the whole process of another company because clients will realize that you have the same model as someone they talked to, and that will almost guarantee not closing that deal. All in all, finding the right SaaS lead generation strategy is just as much about trial and error as knowledge and experience.
This blog will explore some of the most creative B2B strategies to generate qualified leads. Read on if you intend to improve your process and get as many leads as you wish.
It does not matter whether you are just starting with your SaaS company or if you are looking to improve your strategy, it is key to take into consideration a few things before jumping on planning the processes.
First of all, get to know your audience. Every lead generation strategy starts by recognizing which is your public. If you do not have a clear vision of it, you will not be able to drive maximum results from your strategy. To do so, figure out the next elements.
Find what your potential client may look like. How do you narrow it down? Choose a specific age, net worth, niche, gender, and other demographic data. Secondly, look for the places that those people are usually in. For example, a specific type of public will be on their Facebook pages daily. Finally, do some research and from the information that you get, define what your leads search on the websites.
In the second place, find your lead generation tools. Automation is required to implement modern B2B SaaS lead generation strategies. The selection of your lead generation tools is key. They should help you capture, sort, and manage your leads, all in a single dashboard. Remember that there are many tools proven efficient, but maybe only a few of them will end up working out for the type of strategy you have, so try them and decide which fits best for your business.
Finally, define your criteria for choosing the leads. You should set lead scoring parameters before deciding to move forward with your lead generation process. This will help you identify qualified and non-qualified leads in a faster way. Targeting qualified leads only will certainly save you time and resources.
Take into account that leads qualification criteria can be different from business to business. For instance, for SaaS businesses, the highest lead score is usually a subscription for a free trial or visits to your pricing page.
Now we can present some of the strategies that have been proven to have worked for most of the companies that have applied them. Remember that that does not mean that all of them will be profitable for your organization. If one does not show itself useful, change into another until you find the one that works best for you.
Account-based marketing is a way of targeting the clients that your SaaS offer was made for through marketing materials. This more personalized approach makes ABM campaigns quite time-intensive.
ABM is considered to be one of the least affordable strategies. It can be. It all depends on your target audience. That is the reason why ABM is probably best fitted for high-ticket sales. It also can be beneficial when you focus on a specific niche market. Those are the two most viable options to carry out an account-based marketing strategy.
2. User experience improvement
User experience is one of the main factors for any business, but especially for SaaS to generate high-quality leads. Without proper UX structure, you will not be able to capture leads online. That is why you should run something like a UX audit on your website or mobile app and ask partners for guidance so you can solve your UX problems before launching the offer.
Here are some of the most common UX issues that SaaS websites face, and that you should avoid.
Your conversion tends to drop by around 10% for every second your website takes to load. That is why it is crucial to optimize your website as much as you can.
Make sure to add proper call-to-action buttons on all of the important pages. You must have calls to action on your home page, pricing, sign-up, about us sites, etc. Otherwise, you will lose some important buyers.
You must optimize your website for mobile devices. This is done to impress users and search engines. Ensure that the website layout and content are designed for small as well as big screens. This is key because most people nowadays use their phones to search for things and purchase on the internet, so if you only have a website adaptable to computers, you will lose a lot of qualified leads, as well.
If you were having trouble getting leads beneficial for your SaaS business, this insight will probably change that for you, if you are capable to apply it well and have the patience to wait for the results. Nevertheless, remember to change the strategy or adapt it if a few months have passed and you have not improved a bit. It is all a matter of trial and error until you find the right one that helps you grow your business.