Empower Your Business with SaaS Lead Nurturing for Quality Assurance

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leads that turn into pipeline. It is the one thing every SaaS Founder wants more of. More engaged leads means you get more market awareness. It means that more buyers are actually evaluating your offering as they are in their buying journey. And more leads means more revenues. Here's a big question, though How do you actually generate more leads? How do you generate more leads without burning your brand By spamming everyone? How do you generate more leads now versus waiting 12 months for SEO to kick in? In this episode, I'm going to walk you through the three principles that you absolutely need to know on how to scale. We generate more leads now turns into pipeline that then turns into revenue, and when you implement these three principles, you will be able to accelerate your path to that next stage of growth for your SaaS business. Intro Let's everybody. Welcome to Unstoppable. I'm TK, and on this channel I help SaaS founders like you grow your sized businesses faster with an unstoppable strategy. Now, if you're new to this channel, welcome. I drop an episode every single Sunday with actionable strategies and tactics from the trenches on how to grow your SaaS business faster. So be sure to hit that subscribe button and that bell icon that will get notified every single time I drop in episode with the TK Energy. Now, if you already part of this channel, if you're part of this community, you're part of my SaaS, go to market coaching program, my people. Welcome back. It's really awesome to see you over here. I remember at one point I was talking to my VP of Sales and she came to me and we were having a really strong year, but she came to me and said, Hey, listen, we need more leads, we need more pipeline now this is baby TK just starting to learn about being a founder, being a CEO and just about go to market and baby. TK His logic kicked in and said, Look, your win rate is about 20%. We don't need more leads. You just need to improve your win rate. What BTK didn't know at the time, which I learned the hard way, is the 8020 rule just applies to sales. 20% of the opportunities that you pursue, you're going to win the rest. You're just not going to win right away. There's a big reason for that. Sometimes it's the sales process and there are sales teams that get 30, 40% conversion rates depending on how hot the leads are. But at the end of the day, the reality is most people that are becoming leads aren't ready to buy right now. They might buy three months from now, six months from now, even a year from now. They may be early in their buying journey because of this, when you want to actually hit your target revenue number, the more leads, the better. The more leads, the better, the more at bats your team is going to get and the more advertise team gets, the more likely they are to hit your revenue goal. in this episode, I'm going to walk you through the three principles that are working today actually generate more leads your SaaS business, for your sales team or your product life experience. So we started digging into principle number one, going and smash up like button for the YouTube algorithm let's dig right into it. So set the stage, just like I do with most of these videos, here's the context. If you want to understand this, is this actually you place your SaaS brand and over here are your future customers. Now, everything we do in go to market is essentially trying to figure out ways where you can take you and your SaaS brand and get to your future customers and get them to know about you, to like you, to trust you and then ultimately buy from you versus the competition. If you don't have any competition, that means your competition is an Excel spreadsheet. So really your competition is for them to actually take action versus saying, Hey, this is great, but we are not really ready to make a decision right now. So this is the context. Now in order to get you and your size brand to actually get to your future customers, there's three key ways you can actually generate leads. first way this is principle number one, and this is how most founders start out, is your existing network and your existing customers. So this is how most companies get their start. You know, a certain number of people that mimic your future customers, you have a certain network, you have existing customers, and you're essentially going to them and saying, Hey, can you introduce us and refer us to our future customers? It would just mean the world to us. And a lot of times this can get companies very far. I've seen companies get to a million RR just from their existing network because their founders happened to have a very deep network for the Target customers they were going after. I seen other companies really struggle with this because they are solving in a space they have a target customer that they don't know a lot of people in, and so they can't get those introductions and they don't have the initial customers to get the critical mass going. But nevertheless, this is a great way to generate leads. You actually go to your network and you go to your existing customers and say, Hey, you know us, you like us, you trust us, please introduce us to more people that would use our product. And that's one of the best ways to generate leads, warm leads that are more likely to buy from you. Now, once you've done that, the second way that comes to go, this is principle number two is you start to do what we call sales development. And sales development is essentially outbound. And what you're doing is you kind of know who your future customers are. So you maybe generate an email list or you start to get their phone numbers, you get on Zoom info and you kind of pull together a database or you buy it from the back truck, some some data provider, and you essentially say, Cool, I'm going to go after these people and engage with them and get them to book a meeting with us or start a trial. So they find out about us, they know us, they like us, they trust us, and then they buy from us. This used to work where you could send out a thousand emails and they would actually convert. But as I has taken over, as so much spam has hit the space as there's so many email automation tools, buyers, your future customers have become numb to it. So while you can outbound into them, unless you're being super personalized with each email, they're just not going to pay attention. That generic email is just not going to convert. This tends to be more of a 1 to 1 activity, which is why it's more called sales development versus something like marketing, which is more of a one to many activity. I'm going to get to that as a third principle and how this all comes together, but this is still a great way to get the momentum going. If you know you have 500 Target customers and they perfectly maTKh your ideal customer profile, then you can craft a very personalized email to them and send it to them trying to get their attention to build that relationship and get them on a sales call or into a trial. Now, the caveat here is it used to be that you could just blast them with the same template that works less and less right now, and anyone telling you that they can make it work for you and you can send out 15,000 emails and you'll get a 2% response rate, while they may be telling the truth, the real risk of that, you're spamming your entire target customer base, which burns your brand, is also not a really good thing to do. So you want to use this strategically. And when you're doing this, you want to do it in a 1 to 1 basis so you can really engage with them and get them to turn into real prospects. now comes the third principle. But before I go into that, let me pause here for a second. One of the things you'll notice is that this is very much of a 1 to 1 activity. This is also a very much of a 1 to 1 activity. These are more sales type activities. The third one I'm going to show you is more of a one to many activity. And the reason this is an important distinction is 1 to 1 activities. Unless you hire more people to do it doesn't scale. Whereas one to many skills. And this is one of the biggest things that a lot of founders don't understand when they're building out their go to market strategy. You want as much leverage and scale in generating leads and generating attention that you can, Otherwise you really won't hit that escape velocity. This is why a lot of founders that they stuck in, they existing network or they stuck in sales activities and they can never generate enough interest in a pipeline to actually hit their revenue number. in the third principle, I'm going to show you how you can actually build a more scalable one. But if you're starting to get the power of this start, you understand okay, there's essentially 1 to 1, there's one too many. There's the outbound, there's existing network, and then there's marketing, which is what I'm going to talk about. You start to see the power in this. Can I just get a yes in the comments below and also smash up like button for the YouTube algorithm. Just loves it when you do that. And also if you're in that stage where you're building out your go to market strategy, you're looking for a more scalable go to market, try to generate more leads and more pipeline and more revenues. This is how I help inside my SaaS. Go to market coaching program. You don't have to go anywhere right now. I'll tell you more about it at the end of this episode. I'll also link to it below. Let's go to principle number three, because this is where all of this comes together. Principle number three is inbound marketing, and this is the best way to actually generate leads. Today, inbound marketing is one too many, and what you're essentially doing is you're going to places where your buyers are already hanging out. This could be social media, this could be search engines and this could be ads. And what you're essentially saying is, hey, I'm going to go to these places where the buyers are hanging out and the buyers are going to go to this place also, and they're going to see my message, they're going to see my marketing, they're going to see my differentiated approach to solving their problems. And when they see that, they are going to become leads. And here's the cool part about this, because they are coming halfway to you, they are filling out a form and becoming a lead. They're actually warmer. They're more likely to buy versus sending out an outbound email or an outbound referral where they're like, Well, I wasn't really even thinking about this, but thanks for the referral. I appreciate it. I'll let you know when time is right for me. Now, none of these are the perfect silver bullet. They're all good. You should be doing all three of these. you also want to understand what the pros and cons are for each of these. And you want to use all three of these strategically. Now, here's how all these pieces come together. The reason this is the most scalable is because you can start with social media. You can start with your own profile, you can start sharing content. you start sharing content, you can then say, Hey, grab a copy of my guide. That could be a lead magnet. We call this a manifesto. When they become lead by downloading your guide, you can then nurture them and get them into your sales process or your product life experience. This essentially accelerates the scale at which you can generate leads, the scale at which you can educate people, the scale at which you can build trust, and the scale at which you can generate revenue. So that's why marketing is so much more powerful than these one to many activities for pipeline generation. The other thing you want to keep in mind when you're thinking about inbound marketing, when you're going into social, when you're going to search, is first of all, this essentially means that they have to become leads. of the things that I see very often is founders will start posting on LinkedIn or on Twitter, but then they get a lot of likes but not leads. And one of the things you want to make sure you're doing is you're getting leads versus likes. Now, some marketers will tell you, well, it's good for the brand, but the reality is until you're a 20 million, 50 million Harry Millionaire, brand doesn't matter. There is no brand. Maybe you have a mini brand, but the brand is not important. What you want to be doing is actually generating leads. You can actually tell them your story so you can educate them and get them into the buying process. So the super important part, when you're doing inbound and you're generating these scalable way of generating leads is you're actually optimizing your content, your blogs and anything else that you do for leads versus just likes. Okay. So now let's recap. This is you and you're trying to get to your future customers. In order to do that, there's three ways you can generate leads. The first way is to go to your existing network and your existing customers and get referrals and introductions. That's a great way to get started. The second way you can get started is you can create a list of your target customers and then you can engage them on a 1 to 1 basis in a very personalized way to actually generate pipeline. This is where they essentially express interest and they become a prospect and then they enter into your sales process, whether it's product led or sales led. Outbound generally works better when it's sales led. Otherwise, there's just too much effort for not enough for a $3 a month product on enough output. And the third way, and this is my favorite way is to actually do inbound marketing. These are more sales activities. This is more marketing activity. This is what's most scalable and this is where you're going to where your ideal customers are already hanging out. You're posting relevant content, you're sharing your manifesto, which is your guide, and you're turning them into leads. And once they become leads, you're nurturing them, you're following up with them, and you're entering into their buying process while building trust. And what this does is it allows you to actually scale your lead generation. You can start with social and then you can start paying for ads with your best content. You can start with blog posts and you can figure out what keywords work and start betting on ads. And all of those will guide people into the lead magnet, your guide your manifesto, educate them and get them to actually book a call with you. So now you know how to scalable generate leads for your SaaS business that turns into real pipeline and converts into real revenue so that you can actually grow your SaaS business. What you may not know is say, how do I actually make these pieces work? are some critical components to this. The first piece is you really want to know who you're targeting. This is what we call your ideal customer profile. The more focused you are about who your future customers are, the more effective all these activities are going to be. The second thing you'll need to know is what is my messaging? What exactly do I say to them? What's my value proposition? How do I differentiate myself from the competition? How do I actually drive urgency for them to take action now versus later? This is essentially a messaging and we call this your manifesto. And the third piece you'll need to know is T.K., what do I do every day? What are the consistent set of activities I do to generate these leads? This is what I call a Broadway show. These are the three key components that goes into building a scalable go to market strategy. You do these three things, you'll have a scalable go to market strategy. You can put it into play and you'll be able to accelerate your path to that next stage of growth. Now, if you're looking for help in doing these pieces, this is why I created my SaaS go to market coaching program. It's an incredible program where I work with you to implement everything I've taught you In this video, founders that work with me are able to revamp their go to market strategy and launch their Broadway show within the first three weeks of joining these three core components that we cover inside of the program when we work together. The first one is we flesh out your ideal customer profile. Everyone thinks they have an ideal customer profile. They know what their future customers are. But when they go work with me, we go through our 29 point analysis to really flesh it out. It's really powerful and always brings clarity and your go to market strategy. Once you have that, then the second piece comes in. This is your manifesto, your manifesto is your positioning, it's your messaging, it's how you communicate it, your value to your future customers. It's how you get them to take action right away and go with you versus your competitor. Once you have those two pieces, you essentially have you go to market strategy. Then I teach you how to run a Broadway show. Broadway show is a consistent set of sales and marketing activities that you run to bring their manifesto to your ICP on a consistent basis. So you're generating leads, converting them to pipeline and then converting them to revenue. It is an incredible program. The better the fit, the better the results. If you'd like to work together, just go to teacake intercom slash GTM Teacake intercom slash GTM. On that page you will get all the details and if it sounds like you want to work together just for the little form, we'll get on a little call. We'll make sure that you're in the right stage and I can actually help. And there were off to the races right away. It is an incredible program we've shared so many success stories of families that have gone through the program on this channel. And I'd love to work with you if you're at the stage where you're looking to scale. So you just got to take hit accounts. I should GTM Also, if you got value from this video, please smash it like button for the YouTube algorithm. Just loves it when you do that. I drop an episode like this every single Sunday with actionable strategies and tactics from the trenches on how to grow SaaS businesses faster. So be sure if you haven't already, be sure to hit that subscribe button and that bell icon. That way you'll get notified every single time I drop an episode. Also, if you have a fellow founder, if you have a co-founder or a team member, that would get value from this. If you're part of a WhatsApp group or a group of other founders, they will get value from this. Please share this video with them. We want to help as many SaaS founders as possible building credible software companies. And if you're watching this part, hopefully you got value from this video. So smash it like button for the YouTube algorithm. It just loves it when you do that and go to create ecommerce sites. GTM For all the details so we can work together. And lastly, remember, everyone needs a strategy for their life and their business. When you are with us, yours is going to be unstoppable. I'm T.K. See, in the next episode or inside the SaaS, go to market coaching program. Take care, everybody.