Top 7 B2B Lead Generation Strategies For SaaS Businesses
Tired of the same old B2B SaaS lead creation strategies?
Do you want advice, tricks, and plans that really work?
So you’re at the right place, then.
Lead generation in the B2B SaaS industry is crucial to sustaining cutting-edge competition.
Looking at the data on the current state of the lead generation process, we see that 53% of marketers mentioned that half of their budget is allocated to the lead generation process. 68% of B2B companies agreed to leverage landing pages with a strategy for lead generation.
But even though lead generation is an integral part of a SaaS company’s marketing effort, the B2B crowd is finding it increasingly difficult. 63% of marketers identified generating leads and traffic as their biggest challenge. And digging deeper into the stats shows that 80% of marketers have bought into lead generation efforts being only slightly or somewhat practical.
Identify your best-fit leads.
But by adapting to the changing B2B landscape and adhering to industry strategies, marketers remain hopeful.
The key to producing quality SaaS leads is to prioritize them over quantity. More crucial than the number of leads you produce is the generation and nurturing of best-fit leads.
In fact, before they even get in touch with you, your top prospects are already conducting extensive internet research into SaaS solutions. You are more likely to remain at the top of their list if you concentrate on these best-fit leads, provide them with the information they’re looking for, customize your marketing, match their demands, and earn their confidence.
But which leads fit you the best? Before beginning any marketing initiatives, you must respond to this question in order to tailor your plans to their requirements. Knowing which prospects are the ideal fits for your marketing tactics will enable you to develop campaigns that inevitably result in a successful sale.
Set S.M.A.R.T. objectives
Any SaaS lead generating plan should start with a purpose in mind. Wait, it should be a S.M.A.R.T. goal, not just any goal.
The letters S.M.A.R.T. stand for specific, measurable, agreed-upon, realistic, and time-bound objectives. Your goals will be clear and attainable if they meet these criteria.
Clear goals are essential since they will direct your marketing team as a whole. With S.M.A.R.T. goals, they will understand what your business is attempting to accomplish and come up with strategies for doing so.
Content! It is true that content is not just a component of your inbound strategy but also has a significant impact on your outward marketing efforts. But keep in mind that you don’t have much time left. Start concentrating on information that lies somewhere between awareness, contemplation, and intent or decision. Videos, case studies, white papers, and more, for instance.
Case studies were the most effective engagement strategy for TOFU to produce qualified leads, per a report in 2019.
“A strong Demand Generation strategy builds brand awareness and authority and produces thoughtful, engaging content that drives interest and cultivates leads.” – Gartner.
What happens when you reach the Bottom of the Funnel or M.O.F.U.?
Case studies and white papers take centre stage. A case study demonstrates how well your SaaS service has performed in generating measurable benefits for the client. It provides evidence that persuades the person to become a lead. Taking this potential customer to the free demo or trial of the solution is the next stage in the process.
This makes sense from a whitepaper perspective as well. A whitepaper highlights your business’s expertise in the field and its capacity to address a specific difficulty or group of challenges.
Never undervalue email marketing.
Without a doubt, there are several customized SaaS lead generating tactics without the need for content and SEO. The following are some more tactics SaaS marketers employ for lead generation and lead nurturing, along with a couple of our own suggestions. They range from targeted email marketing to optimizing your free trials.
If the emails you send are tailored, email marketing can be a useful strategy for generating leads. Your email is more likely to be opened and read if it is more specifically targeted.
Collaborate with SaaS Affiliate Marketers
Publishers like bloggers or YouTubers who use SaaS as their platform are affiliate marketers. They will recommend suitable products to their audience in exchange for a commission.
In and of itself, affiliate marketing is a vast industry. In fact, according to a statistic, Amazon’s affiliate marketers account for more than 10% of all of its sales! Some of the most well-known businesses in the world rely on affiliate marketing for leads and consumers.
You can quickly produce a large number of leads with the aid of affiliate marketers. Plus, there is nothing to lose. Only if you make sales will you be required to pay.
Put lead nurturing into action.
Lead nurturing is developing relationships with potential customers. You must continually interact with them at every level of their purchasing process. And you may achieve that by offering pertinent and worthwhile information.
This is one of the most effective SaaS lead generating techniques since it enables you to establish credibility and trust with potential customers by demonstrating to them your level of industry knowledge.
An effective lead nurturing strategy might persuade customers to choose you as their provider of choice.
Provide Free Trials
The ever-popular free trial comes last on our list of timeless tactics you may employ to expand your SaaS business. Allowing potential customers to try your product or service before they decide to buy it is the best approach to win them over. A practical technique to qualify your lead is through free trials. It is one thing to talk about challenges and solutions with potential clients. It’s quite another to let them see for themselves how your solution can address their difficulties.
Depending on the kind of free trial you give, conversion rates can range from 5% to 25% or more.
Every SaaS company needs to generate leads. Finding what works best for your company and putting a strategy into action to assist you in reaching your objectives are the keys to success.
Utilizing these 7 tactics can help you expand your business and draw in more leads. These marketing strategies might help you in your endeavours and have produced outstanding outcomes for thousands of SaaS businesses.