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 B2B SaaS Lead Generation
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 B2B SaaS lead generation.
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.