At the heart of your B2B SaaS company is a constant stream of customers who buy your products and services. That’s what you’d like for your company, anyway.
However, things on the ground are different.
You may not have enough time to actively find leads because you’re spending most of it creating exceptional services.
Or, if you find a few minutes to spare, you get overwhelmed trying to respond to all the questions you’re receiving.
Or you may be on the other end of the spectrum where you have a fantastic product but have no idea where to find businesses that will love it as much as you do.
So, how do you get this constant flow of leads you’re thinking about for your B2B SaaS business?
Today, we’re going to look at some of the most effective ways to acquire new leads in your SaaS company.
Let’s get to it!
Automate your responses
Existing customers and potential customers alike require fast responses to queries they pose to the company. And as a startup, you may not have enough time for customer support because you have too much on your plate.
So when you automate most FAQs, you’re able to capture your potential customers from the get-go, and they’ll feel like you care about them.
The faster you respond to the concerns and questions your target customers pose, the more likely they are to buy from you.
It’s no secret that most of your potential customers will use reviews to determine whether or not you’re a worthy vendor to invest in. In fact, a study revealed that 92% of companies are willing to buy a product or service after reading company reviews.
It pays to have reviews on notable review sites like G2 Crowd, Capterra, Trustpilot, GetAPP and TrustRadius.
Request customers who are happy with your SaaS offering to leave a review for you on as many review sites as possible.
Ask for referrals
Referrals are effortless to convert into paying customers. Why? Because they already have favourable information about your company and trust the person referring them to you.
When providing services to a client, you may ask them to refer you to their social circle. However, make sure to only ask for one referral because if you ask for more than one, the client may just send you anyone, yet you need a company that requires your service and is willing to buy it.
Leverage case studies
Case studies can be easily overlooked as a lead generation channel. And, as such, not too many startups and SMBs leverage this potent tool.
Your audience loves to look at numbers when making a buying decision, and case studies are the ultimate way to show what your company can achieve.
Be sure to clearly show the results, especially the percentages and savings companies who have used your service before have achieved. You attract more leads because they would also want to achieve such results.
Email marketing is a great way to convert your subscribers into quality leads and eventually paying customers. Ensure that you always share valuable and relevant content with your audience.
The best way to ensure you’re providing relevance is by segmenting your audience. A study shows that the best ways to segment your audience are:
- Geographic location
- Account type
- Online activity
- Company size
Engage in social selling
You can use social media to attract leads to your company.
LinkedIn is the most favoured social media channel to generate high-quality leads. With LinkedIn, you can reach out to the decision-makers of your target companies and start a conversation.
B2B customers, although companies themselves, would rather talk to a person than a faceless company. So, ensure that your profile highlights what your business can do for your audience to become an excellent conversation starter with your ideal customer.
Offer irresistible lead magnets
One of the best ways to get more leads for your B2B SaaS company is through lead magnets.
You can offer your target customers:
- Spreadsheets showing how to improve on a process that all companies use in their day-to-day operations.
- Resource lists that show the best resources and tools your customers can use to improve their business.
- Reports that show your case studies and any new developments in your area of specialization.
Over to you
Lead generation doesn’t need to be complicated. You just need to leverage everything you have at your disposal to get quality leads.
Have case studies to showcase the results your SaaS company can provide to your client’s business. Use emails to reach out to your subscribers, and be sure to send them content that is both valuable and relevant.
Make sure your customers can reach out to you anytime they need assistance by having automated responses to most FAQs.
Add one or two of these strategies to your overall marketing strategy and then add more once you see positive results.