Lead generation for SaaS companies doesn’t have to be long and complicated. In fact, we’ve shortened the process into 4 easy steps for you.
Follow our process to learn how to generate more leads for your SaaS business.
The 4-Step Guide to Lead Generation for SaaS Companies
1) Identify 2-3 of your decision-making buyer personas.
Research into these personas as much as possible. Collect as much information as you can and figure out their biggest pain points and the current initiatives they’re working on. These buyer personas should be experiencing the pain with the authority of decision making, or their team is feeling the pain and they have the ability to make decisions. For tips on mastering your buyer personas, check out this blog we wrote.
2) Identify your ideal company profile.
A few things to consider when narrowing down your ideal company profile is the size of company that would suit your products best, their revenue range, and leading and lagging indicators that may qualify them even further.
If the resources are available to you, looking at intent data is also a great way to see which companies have the intention of buying products similar to yours.
3) Utilize LinkedIn Sales Navigator as a tool for lead generation for SaaS companies.
Get started with LinkedIn Sales Navigator and find your ideal customer and company profiles on this platform. After applying the filters that narrow down your ideal customer and company profiles, build a lead list from your results.
4) Reach out to the leads on your lead list.
When reaching out to these leads, it is critical that you avoid selling to them upfront. The goal here is to generate enough interest in your product to secure a meeting with them. You can sell during the sales meeting, but never do it in your initial outreach.
Pro tip: Don’t use InMail when reaching out to leads. Connect with your leads so they can see all the content you and your company will be posting to continuously feed into their interest further. You can also try experimenting with these 3 invite messaging styles and see which ones give you the best connection rate.
When performing cold outreach, you can gain their attention by speaking about something that is directly relevant to them. This could be anything from the problems they’re currently facing, their pain points, the benefits they could achieve from your products or how you can possibly help them with a project they have. For some people, it could be as simple as just speaking about technology because it interests them.
Your first several outreach attempts may not lead to the immediate results you’re looking for, but this stunt is normal and is to be expected. When going through this phase, be sure to A/B test different messaging styles to see what works best for you.
If you want to skip the hassle altogether and outsource it to an experienced sales team that knows your industry, book a call with us. We understand learning a new skill that requires a whole team can be difficult and challenging, but this is what we do best.
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You may have heard of buyer personas or ICP’s (ideal customer profile). For a basic understanding, we wrote an article about how to create buyer personas. But do you want to know the one easy process that will help you maximize your B2B ideal customer profile for sales? Do you want to know how to take advantage of using buyer personas to help you in selling to your prospects?
Try this unbeatable four-step process that will help you maximize your B2B ideal customer profile (ICP) aiding in customer-centric selling. You’ll understand what makes buyers want to buy from you, and how to strike that soft spot. You’ll be able to start applying what you’ve learned to your outreach messages and start seeing positive results once you understand your B2B ideal customer profile.
The 4-Step Process to Maximizing Your B2B Ideal Customer Profile
1) Understand your B2B ideal customer profile.
The first step is getting to know your ideal customer profile and their biggest pain points. Use the resources available to you, such as searching up on Google or checking out this article to help you list out their biggest pain points. At this step, try to include everything that could be a challenge for them, regardless of whether or not your product can solve it for them yet.
2) Select the pain points your product can help solve.
After compiling a list of your ICP’s pain points, now go in and highlight the ones that your company can help alleviate. Out of x amount of pain points, now you have an idea of which ones your product can help solve. When you figure out the what, then you can figure out the how.
3) Benefits of relieving these pain points.
Paint a picture of how it would look like when the relevant pain points are resolved. What would this look like? Does solving the pain points ultimately save time? Or does it save effort and resources? Does it increase revenue instead?
Imagine a scenario of a domino effect where alleviating pain points results in a number of benefits and gains. What are all the positive possibilities that could happen once these pain points are relieved?
4) Understand the emotional value of the benefits gained.
Take the concept of the domino effect one step further and imagine what other positive changes could result from the benefits gained. Does saving time mean having the opportunity to work on their business and improve their product? Does your product provide this ICP with the peace of mind and relief of stress that they are covered and taken care of in a difficult area? Will your product provide them with the confidence they need to move forward with their other duties without additional headaches?