B2B SaaS series of webinars - Lead Generation

How To Create a Lead Generating Marketing Funnel

B2B SaaS series of webinars - Lead Generation

The webinar was a hit. Ryan James, the founder of Rocket SaaS talked about marketing strategies to propel B2B SaaS brand awareness and generate leads via proven marketing funnels. He shared so many valuable insights, hacks, and tips.

If you’re a founder or work in B2B SaaS sales or marketing, this webinar would really be helpful in your strategy. Ryan generously offered a gift to those who watch the webinar. The recording is available on YouTube, so go ahead and check it. 

Watch the webinar on YouTubehttps://youtu.be/kmakrJxuAkk
Abstract on TikTok
Richie AI hosts B2B SaaS webinars on monthly basis. Subscribe to learn more, we'll soon announce the next event!


How to Create a Lead-Generating Marketing Funnel

 

Understandably, generating sustainable long-term leads is a challenge. It takes time and effort to win over customers. It's especially difficult for SaaS businesses since they provide technical products that are harder to differentiate. That being said, many built excellent lead-generating marketing funnels. They’ve done that by building a long sales funnel that prioritizes raising brand awareness, capturing potential customers' interest, and nurturing leads over time.

 

Shortfalls in the Marketing of SaaS Companies

 

Most SaaS companies ignore marketing fundamentals in favor of quick results. These businesses advertise mostly by booking a demo and sale of their SaaS product to get quick sales. They ignore all other components of the sales funnel, including brand awareness, capturing interest, and lead nurturing.

 

This drive to get more customers now results in an unsustainable business model. These businesses do well in the start but quickly hit a wall later on that keeps them from progressing further. As a result, many of these companies spiral into confusion, not understanding that the problem stems from their marketing approach.

 

A Better Approach to Lead Generation of your SaaS product

The following three steps highlight how SaaS businesses can sustainability generate leads for their business in the long term.

 

Brand Awareness

 

Brand awareness measures how familiar consumers are with a brand and their products. The more people are familiar with your brand, the more they're likely to spend on you. That's because brand awareness builds trust that you'll solve their problems. So naturally, every business wants to have as much brand awareness as possible.

 

In fact, some 80% of your potential customers either don't know they have a problem you could solve or they're aware of the problem but not actively looking for a solution. You'll want to target this 80% of potential customers to build a sustainable business. These people will spend on your product, but you have to tell them how you'll help first.

 

Effectively, you'll generate demand by informing people they have a problem and providing them with a solution. This process is known as demand generation, and there are many ways to achieve it. One of the best strategies is to give 'gifts,' which in this context is free information.

 

These gifts are invaluable pieces of information distributed via blog posts, articles, videos, social media posts, and infographics. The purpose of the gifts is to highlight what problem the consumers face and how you can fix it.

 

To be effective, your gifts must have the following qualities:

 

      Your content must to targeted to your niche audience

      The content must focus on providing value rather than selling a product.

      The content should be educational and entertaining.

      You must regularly post content.

      Your content should only subtly hint at your company's products.

 

Capturing Interest

 

The next phase of the marketing funnel is capturing consumers' interest. For this phase, you'll try hooking onto the consumers whose attention you captured in the previous step. You'll achieve this by giving free mini-products to your audience. Examples include ROI calculators, webinars, e-books, and white papers.

 

The mini product must provide a quick solution to a specific problem. The idea is to treat the mini products like actual products. So you'll need an entire marketing strategy for them, too.

 

The goal of this strategy is to capture organic traffic. You'll do so by promoting your mini products through all your marketing channels with your other products. You may need a consultation with your SaaS team on how to integrate the mini product with your mainland offerings.

 

Integrating your brand awareness efforts with your mini products is an excellent strategy. For example, you could link your blog posts to promote your webinar or include video links in your e-books. The idea is to make it easier for consumers to find your mini-products while interacting with your other offerings.

 

 

Nurturing

 

The nurturing phase is about establishing a relationship with consumers. You'll use the 7-hour rule to achieve this. The 7-hour rule states that the average buyer needs to spend 7 hours with you over 11 interactions in 4 locations to feel comfortable buying from you. This means you want to interact with a consumer on as many opportunities as possible.

 

Automated sequences are the best way to go about this in today's digital era. Doing so massively boosts interaction between your brand and potential customers. For example, you could send customers an email newsletter when they sign up for your webinar. This way, you'll interact with consumers in their inbox and the webinar.

 

You can even tailor content for customer interactions by tracking metadata to create customer profiles. That way, you'll show each customer the most relevant possible ad for them.

 

Making the funnel flow

 

Use the following three tips to effectively achieve a sustainable market funnel.

 

 

Rethinking ads

 

Many SaaS companies make the common mistake of only using ads for their main products. They receive little return. The reason is that ads are best suited for making your marketing funnel flow instead of boosting sales. Few customers will buy directly after seeing an ad. Instead, use ads to increase brand awareness.

 

Effective Retargeting

Ad retargeting involves reminding customers of your products after they've visited your website. For example, a website visitor may have spent several minutes on the landing page for one of your products without purchasing. You could show them ads highlighting product features that may convince them to make the purchase.

 

Focus on the founder's brand

 

One of the most effective ways to boost your marketing is to have a visible founder with a core foundation on which your brand is based. Showcasing this personal touch helps customers relate to your brand. You can do it by showing how your founder identified a potential problem and fixed it or by linking your founder's socials with the company's.

 

In conclusion, a sustainable lead-generating marketing funnel for SaaS businesses focuses on marketing fundamentals. Your business should prioritize building brand awareness and earning consumer confidence. You should capture and nurture leads with value-based marketing to build a sustainable sales funnel.

 

#b2bsaas #b2bsaassales #b2bsaasmarketing #leadgeneration

Latest Posts

Benefits for B2B SaaS
@richie | Aug 16, 2022

Benefits for B2B SaaS

Learn More How B2B SaaS Can Benefit from Richie AI's Lending Solution

Small, yet impactful: Latinx entrepreneurs
@richie | Jun 22, 2022

Small, yet impactful: Latinx entrepreneurs

Small, yet impactful: Latinx entrepreneurs

Richie AI's Solution to Grow B2B Saas Merchants
@richie | Jul 15, 2022

Richie AI's Solution to Grow B2B Saas Merchants

Embedded Lending Infrastructure for B2B SaaS platforms

Getting Started With Richie AI
@kaitlin | Sep 14, 2021

Getting Started With Richie AI

Here, we will walk you through the steps to getting started on our platform.

Types of SBA loans
@richie | Jul 21, 2022

Types of SBA loans

Types of SBA loans and qualifications

Indigenous entrepreneurs using their heritage as business principles
@richie | Jan 16, 2021

Indigenous entrepreneurs using their heritage as business principles

Indigenous entrepreneurs using their heritage as business principles

Women can change narratives - and they need money to do so
@richie | Jan 16, 2021

Women can change narratives - and they need money to do so

Women Can Change Narratives - and They Need Money To Do So

GETTING STARTED WITH RICHIE AI's REFERRAL PROGRAM
@ermek.k | Dec 23, 2021

GETTING STARTED WITH RICHIE AI's REFERRAL PROGRAM

Everything you need to know to start making money with Richie AI's Referral Program.

The community at its core: how Richie AI's head of operations found queer-friendly space within the company
@richie | Jun 22, 2022

The community at its core: how Richie AI's head of operations found queer-friendly space within the company

The community at its core: how Richie AI's head of operations found queer-friendly space within the company

How 3 Black entrepreneurs created new opportunities for their communities
@richie | Jun 20, 2022

How 3 Black entrepreneurs created new opportunities for their communities

How 3 Black entrepreneurs created new opportunities for their communities

How Can the Federal Reserve Affect Your Business?
@richie | Sep 20, 2022

How Can the Federal Reserve Affect Your Business?

How Can the Federal Reserve Affect Your Business?

NASDAQ: What is going on with the market?
@richie | Oct 12, 2022

NASDAQ: What is going on with the market?

NASDAQ: What is going on with the market?

Financial Planning
@richie | Nov 29, 2022

Financial Planning

5 Reasons to Plan Your Financial Results and How to Do It

B2B SaaS series of webinars - Merchant Marketing
@richie | Sep 1, 2022

B2B SaaS series of webinars - Merchant Marketing

Merchant Marketing: Upselling to Existing Customers for B2B SaaS

Embedded Finance
@richie | Dec 1, 2022

Embedded Finance

Three Ways Embedded Finance is Changing the Financial Services Industry

Embedded Lending: The Right Tool for Your SME to Grow
@richie | Dec 1, 2022

Embedded Lending: The Right Tool for Your SME to Grow

The Right Tool for Your SME to Grow

Embedded Lending
@richie | Nov 29, 2022

Embedded Lending

Why Could Embedded Lending Skyrocket in the Middle of a Financial Crisis?

SaaS Affiliate Marketing webinar
@richie | Oct 11, 2022

SaaS Affiliate Marketing webinar

Webinar. SaaS Affiliate Marketing: how to use it for growth

B2B SaaS series of webinars - Lead Generation
@richie | Nov 28, 2022

B2B SaaS series of webinars - Lead Generation

How To Create a Lead Generating Marketing Funnel

B2B SaaS series of webinars. Soft Skills: Storytelling for SaaS founders
@richie | Nov 3, 2022

B2B SaaS series of webinars. Soft Skills: Storytelling for SaaS founders

Webinar with Joshua Schulman

Embedded Finance as a Tool to Increase ROI
@richie | Jan 5, 2023

Embedded Finance as a Tool to Increase ROI

Embedded Finance as a Tool to Increase ROI

B2B SaaS series of webinar - Product Channel Fit
@richie | Dec 14, 2022

B2B SaaS series of webinar - Product Channel Fit

B2B SaaS: Finding Product Channel Fit

2022 © Richie AI

Help your merchants grow, grow your own platform

Complete Lending Infrastructure In One Place. Create a business lending program and offer discounted loans to your merchants.