For inside sales teams, SaaS lead generation is an important part of converting prospects into leads. But what exactly is SaaS? And what is lead generation? SaaS (Software as a Service) allows customers to access applications via the internet without having to install software. Lead generation is a way for companies and businesses to convert prospects into leads by sparking interest in a product or service which will ultimately drive B2B and B2C sales. It is important to note that 57%-74% of the buyer’s journey is conducted online. But how can you utilize SaaS lead generation to your advantage in the most profitable way?  


There are a number of SaaS lead generation tips that are helpful in order to generate ROI (Return on Investment) through inbound marketing, but here are 5 that will best help you to achieve your sales targets!


1. Discover leads on social media platforms

It is estimated that 82% of prospects are active on social media. Finding leads is clearly very important when it comes to social selling and digital selling for inside sales teams. Social media combined with lead generation software or lead generation tools, is a more efficient and convenient way to discover and connect with these leads. Here at Connectors Marketplace, we provide a lead generation web application that assists you in gathering prospects’ data and provides you with their email, contact number, and social media profiles. It does this through the evaluation of the bio keywords you input in order to trace prospects in a particular location. Once you find prospects on social media, you should then connect with them via their social media profiles. Interact with these prospects as much as possible and let them know what you can offer them. When promoting your product or service, make sure it is all about the potential customer and how you can make their lives easier by choosing your service over another!


2. Maintain your online presence

Not only should you be connecting with prospects and leads’ social media profiles, but you should also look after your own profile in order to grow your following. What makes a successful social media account? Frequent and interesting posts, interaction with followers, and authentic branding! You should also have a relevant profile name and a short, yet informative bio. Respond to your followers’ comments and queries promptly. Follow relevant accounts in order to encourage more people to follow yours. The more active you are online the more attention your social media profile(s) will receive! Consequently, your online presence will generate more and more leads because they are dedicated to following you and promoting your content. Don’t restrict your posts to general tweets about what you sell, encourage your followers to interact with you. For example, you could ask them questions in the form of Twitter polls. Just by offering them a chance to participate in a poll or questionnaire, you are creating a gateway for them to become a customer!


3. Promote your content online

There are many promotion campaigns you can sign up and pay for on various social media platforms, including Twitter, Facebook, and LinkedIn. Advertising is very beneficial, especially online. It will be worth the money in the long run as your posts are guaranteed to receive more interactions and impressions! Advertise on various social media platforms, focusing on the visual aspects of what you are promoting. Posts that include images receive 94% more page visits than posts without them. Why are social media platforms such as Instagram and Snapchat so popular? Because they are entirely based on images! By promoting your content in this way you are likely to receive more hits which will ultimately drive sales. Make sure what you’re posting is on brand so that overtime your social media followers will recognize your posts and advertisements as unique to you and what you are selling. Posting at the right times is also advantageous. This means you should promote your content when most people are online so more people will see your post. For example, on Twitter the best times to tweet are between 12-4pm (Monday-Friday) and 5pm (Wednesday).


4. Provide a blog on your website

By having a blog on your company’s website, you can incentivize prospects to buy your product or service by giving them access to what you are writing. In this way, you are giving potential customers a free service by providing them with blog posts and articles. This, in turn, will make them more likely to want to invest in your product. As your blog would be housed on the website it would generate a certain amount of traffic. The more people looking at your website the better! You should also make use of SEO (Search Engine Optimization) and keywords in each of your blog posts in order to ensure your posts are appearing in potential customers’ search engines. Having a content writer will also help as someone with experience in writing will likely produce the most grammatically accurate posts.


5. Nurture your leads

Once your prospects have been converted into leads, it is important that you nurture your newfound relationships with them. Continue to respond to their comments on social media and provide them with offers that would entice them to remain loyal customers. For example, you could ask your followers to share a promoted post on their social media profiles to their own followers and in return they would be entered into some form of give-away where they can win certain prizes. In this way, you are giving your customers an incentive to promote your product or service! That is just one example of how you can build and nurture the relationships you make with leads. As long as you regularly reassure your existing customers in some way that they made the right decision investing in you and your product, they will be content!


Anna Ní Chiaruáin

Posted by Anna Ni Chiaruain


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