The 8 Best Software (SaaS) Lead Generation Tactics To Generate Consistent Streams of Leads
Technology advances at an unbelievable pace and things that were once cutting edge in 2010 are now ancient history. Certain principles of communication will never go away, and human psychology hasn’t changed much over the years, but the methodology by which you reach out to potential customers and interact with existing ones is advancing rapidly.
One tool that has made great strides in recent months is software as a service, or SaaS, which is best understood as “on-demand software.” Using these tools, a company hosts programs that users can access on the cloud.
A good example of this concept in action is Dropbox, which is used like an online hard drive that allows its customers to share large files as though they were all connected to the same computer. But, of course, people have to find Dropbox in the first place before they can know how great it is!
Here are 8 techniques that you can use to bring people to your digital doorstep when you’re promoting your SaaS brand.
Positioning your brand as the expert in a space gives customers a reason to want your software. Blogs have the benefit of giving your products a voice, almost like creating a company mascot.
When consumers have a persona they can latch onto, they’re more likely to trust you. Your blogs need to:
- Be consistent
- Be timely
- Feature compelling copy
- Be targeted at the right demographic
- Contain strong keywords
- Be aligned with your overall marketing
You can also consider using videos and podcasts to generate interest, but it’s imperative to start by finding keywords to maximize your search engine optimization (SEO) efforts when you want to pull in leads.
2. Have a Strong Website
Your website needs to be easy to navigate, clear, and aesthetically pleasing. No dancing dinosaur gifs from a 90s Geocities site!
Beyond this, you need:
- Lead Capture Forms: Make ‘em simple, asking for only the most essential information
- Chatbots: They should sound like real humans
- Exit Intent: Exit popups shouldn’t be annoying, but enticing
- Excellent SEO: Get your site to the top of search engine results
We’ve mentioned SEO a couple of times so far. That’s because it’s essential.
3. Get on Software Platforms
While we’re on the topic of drilling SEO into your mind, people might Google topics like, “best building maintenance software.” The results will include software discovery platforms like GetApp or Capterra, where your software should appear. Yes, your software will need to be concerned with SEO within these platforms! You can do that by:
- Appearing in multiple categories
- Encouraging positive reviews
- Having finished products (nothing in beta)
- Adding badges to your website to show your rating
A lead gen digital agency can get you squared away with the best techniques to maximize your visibility.
You need to be reaching out to potential customers. Know your demographics, know your target audience, and know your current customer base. Reach out through:
- Social media
- Phone calls
The effectiveness of each method will depend on your target demographic. Younger generations often prefer contact through social media, working professionals will probably prefer email, and the 65+ crowd may be best for mail outs. The more you reach out, the more likely it will be that those leads will turn into sales.
5. Create Lead Magnets
Your website needs to be more than a repository for information! You can offer value with things like:
- Free Guides: Offer a guide in exchange for contact information
- Tools: Keep people coming back with loan calculators or product finders
- Instructional Videos: Give a face to your company
- Case Studies: Publish your research
- Consultations: Create an opportunity for you to demonstrate your expertise
The more of these magnets you create, the more people will stick around.
6. Create Brand Consistency
Your corporate colors, logo, style, and products need to all be aligned. If your company colors are blue and gold, then any app you create needs to use those colors.
Consumers form quick opinions. You have ten seconds to grab their attention. Customers need to get an immediate sense of what you do and how well you do it.
Your software and your website need to be easy to use on many different devices. Everything you release needs to be tested on:
- Mobile: Check both Android and Apple phones
- Tablets: Don’t just use mobile formatting…scale things properly
- Computers: Have a full site, as mobile formats work terribly on computers
If your dropdowns only work properly with a mouse, then mobile users will not enjoy their experience. If the site has been simplified for mobile and only has three buttons with a size 172 font, computer users will be frustrated. Plan accordingly.
Platforms like Facebook and Google let you re-target leads that have already interacted with you. The best part is, you can automate the process! Tools like ActiveCampaign or Hubspot let you tailor engagement based on specific criteria to get into the sweet spot of contact.
Get the Right Team
Hiring a lead gen digital agency can take the pressure off of you. Ready to take advantage of the latest tools and strategies to promote your SaaS brand? Insights ABM can help you to become the titan you know you can be! Contact us today!