Selling in the market of B2B SaaS is no easy feat. Improve your SaaS sales funnel metrics with the right set of tools, processes, and analytical...
You're getting some traffic to your site. Your emails are getting opened. Now you have to make sure you convert people when they land on your site.
Most marketing teams fail to do the relatively easy work of creating a simple offer (aka lead magnet) early for each of the three phases of the buyer's journey. Here are some simple ideas to get started:
1. Top-of-Funnel (Awareness)
Create a simple assessment for your audience to determine if they need your help. You can come up with some basic questions that allow your visitors to "rate" themselves and see if they are forgetting something they should be doing, or that helps them think about the quality of their current solution.
An example would be a survey that reads "10 questions to see how your customer loyalty program stacks up." The 10 questions could simply generate a score, and potentially a follow-up offer to discuss the results in a free consultation.
2. Middle-of-Funnel (conversion)
Offer a real objective comparison between you and your top competitors in your category. Provide an honest comparison. Invest time to investigate the competition and share insights that your prospects cannot find on other sponsored websites. You are, after all, an expert in this category.
Provide good content that helps people make an educated decision. Creating this content also allows you to see how you stack up and how you can improve your value proposition and positioning if you don't show up well.
After you establish credibility by providing this type of content you can offer a free consultation (aka a value-added sales call) to help your prospect understand their needs.
3. Bottom-of-Funnel (Sales)
Here you have to offer something of substantial value. This should be worth doing since these prospects have made it deep into your funnel. Ideas:
- Free pilot
- Custom-built demo
- Free consult with a real deliverable
The key is to provide something of value that can stand on its own, without requiring customers to also take the next step and buy your product.
7 questions to improve your lead magnet quality
Here are a few basic questions to ask as a litmus test to see if your lead generation content stands a chance to actually become a real magnet:
- Is the content truly helpful?
Find at least 5 people who will confirm the content is useful and they will share it with someone else. Ask your sales team if they would point prospects to this piece of content to help them make a decision.
- Is your title worthy of being on a magazine cover? Will people click-on it?
- What are the benefits for the reader?
- Do you have a 3rd party (ideally a quote) confirming the benefit you're claiming?
- What do you want your audience to do next?
- How will taking that step help them?
- What's your offer to have the reader take the next step?
Don't settle for a contact form as a "call-to-action." Provide something meaningful.
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After 15 years of experience in the Software Marketing Industry, Stijn adopted the SaaS model to launch Kalungi, a marketing agency that specializes in assisting B2B SaaS companies.