How consumers buy services and products nowadays has drastically changed over the years. Today’s customers aren’t easily swayed by flashy advertisements. Rather, they spend the majority of their time doing online research before they’ll even consider contacting you. This means that you need to direct a lot of focus on developing a strong lead generation strategy that will give them what they want so that you will be their first choice when they start considering who to purchase from.
In this article, I’m going to give you different lead generation strategies for SaaS startups that will help you bring in new leads to your website and convert them into customers.
So let’s jump right into it!
Clear Buyer Persona
Your software startup buyer persona is an integral part of your lead generation strategy in order to successfully reel in leads. By having a buyer persona, it gives you a better insight into your customer’s pain points, interests, aspirations, and most importantly, buying behaviors. In turn, these will allow you to reach out to your clients and pique their interest enough that they’re willing to give you their contact information to find out what you have to offer.
Something to keep in mind is that you don’t have to limit yourself to just one buyer persona. In fact, it’s actually common for SaaS startups and other businesses to have multiple buyer personas, depending on the product or service that they offer as long as you make sure that they’re related to each other in a way that they share at least one trait in order to ensure that they all fit your brand.
Quality Blog Posts
Having a blog on your website is another powerful way to generate leads for your software startup. Having a blog gives you a platform to establish your business as an authority in your niche by sharing your expertise as well as providing your customers with solutions to their most pressing problems.
The key here lies in being consistent in order to make your blog an effective lead generation tool. When you’re using blog posts to generate leads, make sure that you strategically incorporate call-to-action links within your content.
Staying on the topic of content, another great way to generate leads is by creating gated content for your premium content offers.
Basically, what gated content is, it’s any premium content on your blog or website that your visitors can only access by providing their contact information such as:
- White paper
- Video tutorials
- In-depth articles
In order for this strategy to become successful, it’s important that your visitors know what it is that they’ll be getting.
Offer Free Trials
By offering your customers complete access to your product for a limited time in exchange for their contact information is another powerful lead generation strategy for software startups. When you offer free trials, it gives your visitors the opportunity to test the full potential of your services themselves which will help them make their purchase decision.
Webinars have been revolutionizing the world of marketing. Marketers are now using webinars as part of their inbound marketing campaigns.
The reason for webinars soaring in popularity is because they’re able to gain access to a tutorial, workshop, or course that will give them actionable insights on how to solve a problem without having to pay for it. Many marketers find it effective since one webinar can quickly convert almost half of their attendees into qualified leads for their product or service because it gives them the chance to both demonstrate how their product/service works in real-life scenarios, but also the opportunity to dispel any objections and questions that your viewers may have.
The biggest challenge when it comes to hosting webinars is the attendance rate and keeping your attendees’ attention until the end of the webinar. So in order to increase the effectiveness of your webinar, be sure to practice the following:
- Inform them of a Q&A segment at the end of the webinar. It makes them stick around throughout the webinar because they know that their questions will be answered by the end of it.
- Reserve your offers for the end of the webinar. Most of the time, if you give away your offer in the very beginning, some attendees tend to leave right after. So, it’s best to reserve it for the end. Besides, your attendees came to learn something first and foremost, not to be sold something to.
- Use scarcity. Let your attendees know that there are only limited slots available that will increase the chances of showing up and staying until the end of the webinar.
Equally as important as generating leads is actually nurturing them by building relationships with your leads in every stage of both the buyer’s journey and sales funnel through constant communication using content that’s relevant.
This is a powerful lead generation strategy as it gives you the opportunity to build trust and credibility with them by showing that you’re an expert in your niche by keeping in constant communication with them.
There you go! These are our personal best strategies to boost your lead generation for your software startup business. Of course, these strategies are great to deliver results all on their own, but it’s always great if you can modify and personalize to fit your brand and company specifically. So, don’t hesitate to combine some of these strategies with your own, doing some testing and trial rounds until you come up with a strategy that works perfectly for your business.