The inbound marketing strategy is a great way to grow your business in the long term. It’s not always easy to know where to start, especially if you’re in an industry that isn’t as common as inbound marketing for SaaS.
Inbound marketing for SaaS is a powerful way to attract new customers in an era of information overload. By implementing inbound marketing, you will have a better chance of getting new clients and making more money! It allows you to provide the content that your target audience wants in an engaging format so they will want to engage with your company in other ways.
With this blog post, we will go over 10 ways you can use inbound marketing for SaaS to grow your new business.
Table of Contents
Use free offers to push conversions
One of the best ways to get in front of new customers is to offer something for free. You can do this in the form of a lead magnet, which you will give them when they opt-in through your website or landing page.
The way to find out what works best for your business is by testing different offers and see how many people take action once they are on your site, then improve it accordingly in order to maximize conversions.
Here are some great examples:
- HubSpot is offering their eBook “Marketing Trends 2015” as an incentive in exchange for email addresses
- Moz giving away its DIY SEO Cheat Sheet with two different calls to action (displaying both buttons), allowing users to decide whether they wanted it now or later (the company saw 16.45% of people opting in for the downloadable version and only 0.52% to download it later)
- Moz also gave away their “Beginner’s Guide To Inbound Marketing” as a lead magnet in exchange for an email address
- Buffer offering users access to its list of 75+ social media tools in order to get more followers on Twitter
By creating different offers that you can give your customers, you will see how much they actually value what you’re giving them and then use this information when working with them in other ways (for example: if they want free updates about new blog posts, allow them). The main idea is that by giving something valuable in return for someone’s contact information or attention, not only will they be in a better position to sell them something in the future but will also have an easier time building their relationships.
2. Use the excellent top of the funnel (TOFU) content to bring new visitors in
Once inbound marketing for SaaS brings in the traffic you need, it’s time to work on converting them and turning them into customers. One of the best ways to do this is by providing top-notch content in your industry which will inform people about what they can find in your blog posts or website. This TOFU (top-of-the-funnel) content should aim at educating prospects so that when you finally start offering something in return, whether it be a trial offer or product purchase, they are more likely to trust you and buy from you quickly once these opportunities arise.
The major benefit of using TOFU products in order to generate leads is that new visitors who consume this type of content are 57% more likely to buy from you in the future.
3. Place Meaningful landing pages to gate content
By “gate,” we mean to place a landing page in front of certain types of content in order to require that people enter their contact information before gaining access. This is an excellent way for you to get leads in exchange for the valuable piece of information that they are looking for and can be used in tandem with other inbound marketing techniques.
Some effective methods include:
- Offering a webinar or recorded video as an incentive in order to drive registrations (for example, 37signals offered a free online seminar on how to start a business)
- Requiring people to fill out a form in order to download eBooks, whitepapers, etc. (HubSpot’s offer of The State of Inbound Marketing)
- Offering a free trial in order to collect contact information (as long as you have something to offer in return that is of value)
Landing pages are an essential part of inbound marketing for SaaS businesses and should be placed in strategic locations in order to get the most leads possible. By using different techniques, you can find what works best for your company and start generating more leads in the process.
4. Build educational content around their products
Another way in which inbound marketing for SaaS can help you generate leads is by adding educational content that will increase your product’s exposure in the market. Whether it be a webinar, an e-book, or even a blog post, this type of information should not only give people important insight into your business but also provide value and make them aware of what differentiates you from other companies in your industry.
This strategy works especially well when combined with other techniques, such as lead magnets (in exchange for their email address), because it will expose more prospects to the valuable information they need in order to see if you’re offering something that meets their needs.
Turn Unknown Visitors Into a lead
The best way in which inbound marketing can help you turn unknown visitors into leads is by using a lead nurturing campaign. Even if people have never visited your website before, it’s possible to follow them around the Internet and offer valuable information through emails or ads in order to make them aware of what your business offers. This not only helps new customers discover you but also increases customer lifetime value because they will be more likely to purchase from you once they do become familiar with what you’re offering.
Foster trust between your visitors and your company
In order to turn unknown visitors into customers, it’s important that they trust your company. This can be accomplished in a variety of ways, but one of the most effective ways is by providing valuable content in addition to what you’re selling. By doing this, you will not only educate people about your product but also show them that you are an authority in the industry and that their best interests are at heart.
Involve in Nontraditional Social Media
One way in which inbound marketing can go beyond the traditional social media sites is by using nontraditional ones that are specific to your industry. For example, if you’re a SaaS company then you may want to consider using services such as Quora, which is a question-and-answer site where people in all different industries can find expert advice. You could also use LinkedIn groups or Reddit to get in front of more prospects and provide them with valuable information that will help them make a decision about whether or not they should do business with you.
Nurture Campaigns
Nurturing campaigns can be an extremely effective way in which inbound marketing can help turn unknown visitors into leads. By sending relevant content to prospects at various stages of the buying process, you’re providing them with information that is both valuable and relevant to what they are interested in. This not only helps you build a relationship with potential customers but also makes it more likely that they will eventually become customers.
Publishing case studies
Another way in which inbound marketing can help turn unknown visitors into leads is by publishing case studies on your website. Case studies are a great way to show potential customers the value you’ve provided for other businesses and how you were able to help them achieve their goals. Not only will this make people more likely to do business with you, but it will also give them the confidence that you’re an authority in your industry.
Automate the Marketing Process
One of the best things about inbound marketing is that it can be automated to a certain extent. This means that you can set up systems and processes that will help you capture leads, nurture them, and convert them into customers without having to do all the work yourself. By automating as much of the process as possible, you’ll free up more time to focus on other areas of your business and increase your chances of converting more visitors into customers.
Conclusion
Inbound marketing can be a great way to help your SaaS company turn unknown visitors into leads. By using strategies such as lead nurturing and content creation, you’ll make it easier for people to become familiar with what you offer and create more opportunities for them to convert into customers in the future.
