Does your company sell software that runs on the cloud? That basically means that it has no physical presence. Hence, SaaS marketing hacks can be tricky, even for an expert marketer.
That’s why having a sound growth strategy is vital to lead your business towards success. Without this, you will end up spending a ton of time and money trying to figure out what works best for you as you go along. It can become an issue if you have to invest in expensive techniques just to find out what marketing strategies work for your business.
What is growth hacking?
That’s where SaaS growth hacking comes in. Growth hacking is the process of rapid experimentation across marketing channels and product developments to spot the most effective ways to grow a business. It is a platform for strategies focused solely on growth.
This concept has grown in popularity over the past few years. However, it should be noted that experimenting with verticals such as content marketing, search engine optimization (SEO), search engine marketing (SEM) or social media marketing isn’t considered growth hacking.
This is something that many SaaS marketers do not understand: digital marketing is not the same as growth hacking. With a SaaS digital marketing strategy, it is about proven methods and techniques that allow for sustainable growth for start-ups. So we’ve compiled some growth hacking techniques to help you scale up and grow your business in a sustainable way.
7 SaaS marketing hacks to scale your business
1. Integrate live chat plugin to drive leads to your website
Having a live chat on your website is possibly one of the best business growth hacks that any SaaS start-up can implement in early stages: it’s a great way to reach out to your audience. Additionally, you can also integrate it with platforms such as WordPress, Shopify, Adwords, Mailchimp and Facebook.
Not only can you locate the plugin in a convenient space on your web screen, but it is also a fantastic platform for your users to question you about your products and get quick answers.
In addition, your customer service through live chat can be more than just a “how can I help you?” message popping up. It can be a channel for you to scale your SaaS business through the application of a ‘proactive live chat’ technique. Start by testing out a variety of prompts to see what resonates best with your audience, and once you identify what works for you, you might see tangible growth in your business. Bizible, for example, shares that leads from their live chat were bringing in approximately 25% new monthly revenue.
The live chat is also a great tool to collect some quality feedback from your customers - research online for some relevant survey question examples that you can insert at the end of your chat.
2. Experiment with the Skyscraper Technique
If you are looking to create organic traffic to your website, blogging is a great way to do it. However, building that traffic takes time. So to see quicker results, you can experiment with the Skyscraper Technique, which is possibly one of the most used growth hacking ideas to build SEO today.
The ground rules to follow with this method are:
- Look for link-worthy content
- Create something better than that
- Target the right audience
The majority of the job is outsourced to an expert in this domain since there are technicalities involved. However, if done right, you will come out with content that is worth linking and sharing, creating another scalability factor for your SaaS business.
3. Explore influencer marketing
Following the implementation of the Skyscraper Technique, you need to ensure that you are reaching out to the right target audience. That can be done smartly by recruiting influencers who can help share and promote your content with their followers. Since 49% of consumers rely on influencer recommendations, it is a SaaS marketing strategy worth considering. Otherwise, you will be dependent on Google to rank your topics, which can take a long time to show any significant outcomes.
The influencer marketing domain is expected to hit USD 10 billion by 2020, and stats by Tomoson show that, on average, businesses generate USD 6.50 in revenue for every dollar that is invested in influencer marketing.
When you delve deeper into this space, make sure you partner with influencers who are in your niche and are genuinely interested in the content that you wish to promote through them. And building your relationships at this stage is crucial to scaling your SaaS business in the short term.
4. Use Q&A sites
Your SaaS product can solve problems for several people. However, the problem is that they do not know that your product exists in the first place. They may not even be aware that they have a problem that needs to be solved. However, for those who are aware, they may end up posting their queries on Q&A sites like Quora.
If you have an alert or a notification system in place for websites such as these, then you can ensure that you are the first one on the query trail to answer their questions. With strategic inputs and intelligent interventions, you have the opportunity to develop readership and, in turn, gain some valuable prospects for your SaaS product.
Always provide a link to your website so that your readers know where to find you in case they are in need of your services. This business growth hack can generate significant traffic and views for your website.
5. Create a free tool for your website
Some popular types of content that are true lead magnets include ebooks, guides and other downloadable files. The success of a lead magnet relies on the quality of information it provides and on how well the audience believes in a specific tool.
What may not always be a good bet is a lengthy product or service guide. What could work instead is empowering your customers with a custom-designed, easy-to-use and free tool that instantly gratifies their craving for information.
The goal is to offer a quick solution to a problem that they are experiencing. For example, creating a free mortgage calculator for your website can help prospective customers calculate their monthly installments for the property that they are interested in purchasing.
In exchange for contact information such as mobile number or email address, you can allow them to use these free tools on your website. Alternatively, you can also place select features of your product as a free tool that users can explore. This may also lead them to want to try the whole product, thus enhancing the scalability of your SaaS business.
6. Adopt a free trial strategy
To many businesses, offering a free trial of your service or product, or maybe providing a diluted version through a free demo, may seem risky. It is a valid concern if your prospects are getting what they want from your product without having to pay for it at all.
On the other hand, it could be argued that offering this incentive is a good method for your audience to have a feel of the product before making a purchase. While there may be occasions where your free trial users do not convert, it does not necessarily imply that the product is flawed.
In order to make this work, you may need to take another look at your free trial marketing strategy and keep collecting feedback from your leads and customers about which product features are most useful for them.
7. Keep retargeting your prospects
Among online advertising, retargeting has become notorious. A website visitor is 70% more likely to convert into a customer on a remarketing ad. While the conversion may not happen right away, it gives the prospect much-needed time to research and look for options. However, what can seal their decision is to continuously retarget the same customer with your ad, driving the message home.
Many SaaS companies get the dynamics wrong by opting to invest in low-effort retargeting campaigns. While the idea is to have some presence as opposed to none, most domain experts would advise against it. The campaign should be designed to evoke strong memories of your brand for your future customers.
With 38% of companies saying that they are running almost completely on SaaS, the future looks promising in this area, so getting your marketing strategies right from the outset is crucial.
Listening to customer feedback, coupled with top-notch customer service, is vital to keep driving overall growth. Make sure you retain your existing customer base as that is the game changer when it comes to overall business profits. Mastering these elements can certainly distinguish the best companies from satisfactory ones.