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How SaaS Companies Can Develop an Effective Lead Generation Strategy

Zack Hanebrink
Zack Hanebrink 13 October 2020

The SaaS industry is expected to be valued at around 150 billion in 2020, showing how valuable SaaS is becoming.

If you have a SaaS company, you need to know how to stay on top of the competition. You need to know how to develop an effective lead generation strategy that can help you convert the most leads. 

If you want your SaaS business to be successful, you need a marketing strategy to help you bring in quality leads. You need a funnel that warms up leads and turns them into a paying customer. 

Here's a guide on how to create an effective lead generation strategy that will help your business build stronger customer relationships and profit more. 

Provide Value to Your Leads

One of the best ways to generate high-quality leads is to ensure you are giving them value. You want to make sure you give them something that helps them solve a problem. 

For example, you can be creating guides and e-books that help solve a problem for your ideal customers. You can create these guides and put them on your website as a way to attract an audience and get them to download it in exchange for their email address. 

You should also be creating blog content that provides value to your leads. You can create blog content on topics revolving around the problems of your target market. When you create content that appeals to your target market, they are more likely to visit your website, read your content, and become a lead because you provide them value. 

Create a Funnel

A funnel is something that takes your leads from awareness of your business to action, which is the buying stage. You need a funnel that effectively works and helps make a lead a paying customer. 

You can follow the rubric AIDA - Attention; Interest; Desire; Action. 

Attention is something that grabs ahold of your ideal customer, something that appeals to them and helps them solve a problem. You can give your customers white books, guides, and e-books that hook them to your business. 

Next, you can continue to nurture your consumers with interest. You can keep them sending them information that guides and shows them the value of your business. The goal is to keep warming them up, so they are closer to buying. 

Desire is the stage before the consumer makes a purchase. Consumers are realizing how good a fit the product is for them and are nearing the buying stage. 

Finally, there's action, which is when the consumer takes action. They are realizing that your SaaS product can help them in business when it comes to communication or something else. They see the value of your product and decide to make a purchase. 

A funnel is a critical part of generating leads. If you don't have something that entices someone to take action, it could result in fewer leads. 

Give a Free Trial 

Giving your target market a free trial of your product can help build trust and show people what you can offer them before they buy something from you. 

You can offer a 30-day free trial that shows people everything about your product and why it's worth purchasing. You can also choose to automatically bill someone after you've created a trial, which can lead to more purchases. 

Similar to a free trial, you can also choose to do a subscription service. This allows you to keep people as customers without having to worry about if they will come back. It offers a recurring payment method.  

Nurture With Email Campaigns

Email campaigns are one of the best ways to warm up your leads and convert them into paying customers. 

For example, if someone becomes a lead after downloading one of your guides, they can be put on an email welcome sequence. This sequence can include information about your business and how you can help them. 

After sending a welcome sequence, you can send promotional emails that get people to buy your product. You can send drip campaigns that talk about a promotion event coming up that entices people to buy. 

But more importantly, you want to show people how your product can help them. Your emails can include testimonials, reviews, product descriptions, and stories about how you came about creating a product to help your customers. 

Be on Social Media

Finally, a lead generation strategy should include being on social media. You want to show people that you have an online presence besides having a website. 

You can be on Facebook, LinkedIn, Instagram, Twitter, and other forms of social media. The more platforms you are on, the more you can connect to your target market and spread brand awareness. 

An example of brand awareness on social media is posting about your business products and what you are doing to help people. You can provide insight into your product, introduce your team, and give shoutouts to customers. 

The more active you are on social media, the more you'll attract a following.

Now You Know the Best Lead Generation Strategies for a SaaS Company

Creating a lead generation system for a SaaS company requires understanding the leads you are trying to get. You have to know who you can help the most. From there, it's about creating an effective funnel that provides quality information to your target market and makes them a lead. 

When you do create an effective lead generation system, you need to ensure that you have quality content and value so it's more helpful and enticing to your target market.

If you want help with your lead generation system, you can contact us here