A Quora member asked, what are some of the best practices in SaaS lead generation? In this article, I will discuss the 5 best practices for SaaS lead generation that, based on our experience, can increase leads and generate higher ROI.
First, let’s try and understand what SaaS application and why some say it can increase ROI.
SaaS application, web-based software, cloud computing solution, on-demand software or hosted software, wikipedia defined it as a software licensing and delivery model in which software is licensed on a subscription basis and is centrally hosted.
Many companies such as Microsoft, Salesforce, Oracle, etc provide this type of solution.
Advantages of moving to SaaS application:
- Backup and storage
- Disaster recovery
- Easy to manage
Here are the 5 Best Practices for SaaS Lead Generation
#1. Marketing automation and Multi-channel marketing
With multi-channel marketing, you are present wherever your prospects are. Be it on email, social media, voice, web, mobile and chat, it is important to reach your prospects wherever they are to increase user engagement.
Automating every channel allows you to know the problem, which marketing strategy has better results and which one isn’t working well by analyzing their stats. Read more Australian Prospects Preferred mode of Communicating By Statistics
Because of this, you will be able to provide a solution. Same goes with webmechanix. With multi-channel marketing and marketing automation, they managed to identify the problem and provide a solution. As a result, they managed to have:
- A 77% decrease in cost-per-lead (from $130 to just $30)
- A 35%+ conversion rate increase in live chat engagement
#2. Lead nurturing
With lead nurturing, you are building a relationship with your prospects walking them through every step of their buying journey until they’re ready to purchase and do business with you. Lead nurturing, although considered a long-term strategy but provides better result because the relationship built is based on trust.
#3. Referral program
As a consumer, we all tend to consider a recommendation especially if it came from a family member, a friend or a colleague. How to have an effective referral program?
Provide better customer service. A good service doesn’t end when a prospect purchased the product. Especially for a software company, where you’ll encounter problems and issues every now and then.
- Ask for testimonials and publish it on your website and through social media.
- Ask your customers to refer you to their family, friends, and colleagues. You can create an incentive program for this one. Whether you give money, discount or freebies.
#4. Inbound and content marketing
For a software company, it’s not just about creating high-quality contents and publishing them online. In order for your audience to be interested, you need to create contents with purpose and publish it at the right channel for the right prospect at the right time.
Write a personalized content focusing on the possible problems your prospect might encounter so they can relate to it. What else? Provide solutions on how to overcome these problems.
#5. Cold calling and appointment setting
Whether you decide to develop your own team or outsource a B2B lead generation company to handle your appointment setting campaign for you, this is one way to generate leads for your business and increase your ROI.
Higher ROI is what every business is looking for. However, marketing SaaS is different. Understanding your product and how can your prospect benefit from it is more important than anything. So use these proven best practices for your SaaS lead generation campaign and see an increase in your leads and ROI.