29 SaaS Lead Generation Ideas You Can Steal Right Now

Lead generation is the lifeblood of any SaaS business. Unsurprisingly, it’s also one of the biggest challenges SaaS companies face.

There are so many marketing strategies and tools you could use. How can you know which one is the best for your SaaS lead generation efforts?

In this guide, we’re covering 29 lead generation ideas for SaaS and examples from successful SaaS companies that have implemented them.

0. Set the foundation for successful SaaS lead generation

To make the most out of all 29 SaaS lead generation tactics outlined below, here are the essentials you’ll want to have in place:

Set goals that are specific, measurable, and time-bound. For example, “Generate 150 qualified leads in February 2020.”

Define how much you’re willing to pay per lead. Keep your CPA (cost per acquisition) in mind, as well as CAC (customer acquisition cost).

Identify the KPIs you’ll use to measure success. For example, organic traffic, paid traffic, conversion rate per channel, bounce rate, etc.

Define your buyer persona. What pain points does your ideal customer experience, and you fix? Which behavioral patterns are typical for your buyer? What are their goals and motivations? How do they upskill in their career?

Drive all of your inbound marketing efforts with keyword research. Research the terms your buyer persona uses to get answers. Check out our content marketing toolkit to help you with this, including a content brief and a powerful checklist.

Ensure your website is technically sound. Get your technical SEO, page speed, mobile responsiveness, and other backend details in top shape.

Experiment before you make final decisions. When you focus on a SaaS lead generation tactic, try a few different approaches to see what works best for your industry and audience. Your audience’s behavior may change and evolve over time, so don’t forget to run tests on a recurring basis.

Track everything. Set up your analytics, Google Tag Manager, marketing automation software, CRM, and everything else to monitor results of all the strategies you implement.

1. Create content with SEO and buyer’s journey in mind

To build trust from your potential customers, you must provide value before you ask anything in return. Not just any value, but one that positions you as an expert in your field.

In other words, create educational content.

The internet is littered with everything from blog posts and videos to infographics and white papers, so make sure you’re hyper-focused on topics your audience will care about.

To create content that will generate quality SaaS leads, there are two things to keep in mind.

Focus on the SEO (search engine optimization) value of a topic

You’ll see the best return on investment if you create content that targets low competition keywords with a solid monthly search volume that your target audience is searching.

Let’s say your SaaS offers analytics and growth metrics as main features.

You want to reach people who search for answers around funding and venture capital.

If you target the term ‘venture capital,’ you’re competing with the big websites like Investopedia and Wikipedia.

A keyword report from Ahrefs says you need to build more than 100 backlinks to rank in the top 10 results.

If you target the term ‘how to raise seed funding,’ you’re answering a quite specific question and positioning yourself as an expert on it.

You also only need about 15 backlinks to rank in the top 10 results.

Keep your buyer’s journey in mind

Your potential customers will have different questions in different stages of their customer journey.

The easiest way to look at this is through the top, middle, and bottom of the funnel. Here are some examples:

• Top of the funnel: educational content that answers “why” questions, original research, inspirational content, humour, opinions
• Middle of the funnel: content that shows step-by-step, hands-on processes, tutorials, comparisons, webinars, guides, e-books
• Bottom of the funnel: content that proves your software is the best solution, CTAs, offers, proposals, free trials, samples, consultations and reviews

With content marketing, you’re creating a wide net of potential touch points with your target audience. Remember to integrate relevant, strategic call to actions that get your visitors on your email list or in a free trial.

For more guidance on content marketing for SaaS, check out our SaaS content marketing guide.

2. Create videos you can repurpose across channels

Video is one of the most powerful formats you can use to draw new audiences into your universe.

You can experiment with various video styles:

• Talking head
• Tutorial explaining a process
• Product demo
• Customer interview
• Feature walkthrough
• Q&A

You can also experiment with various video lengths and test across platforms to see what style and length combination works best.

You can host your videos on YouTube, share on LinkedIn (video is exploding there!), embed in your blog posts, shorten for Twitter, and more.

At Upraw, we’ve created a tutorial for using Google Sheets to build Single Keyword Ad Groups (SKAGs) and embedded it into our blog post:

And here’s an example of Monday.com, a project/team management SaaS, advertising on YouTube with a 55-second video:

To maximize your SaaS lead generation with video, make sure to add a relevant CTA to it, whether natively (YouTube ads, hosting on Wistia) or to your social media post if that’s where you’re sharing the video.

To help you learn more about YouTube advertising and take it from beginner to expert in no time, we created a video about 5 foolproof YouTube advertising strategies.

3. Write guest blog posts for relevant publications

Guest blogging is kind of magical—it can instantly let you reach an entirely new, already built audience.

The trick? You must be picky when it comes to the publications you guest write for.

Here are a few things to keep in mind when choosing where to guest blog:

• Make sure there’s an overlap between your target audience and the audience of the publication
• The higher the site’s domain authority, the better
• Ensure your topics and style of writing match and fit into the publication’s existing content

To generate leads with guest blogging, publishing high-quality content is essential. Don’t skimp on the depth and quality of your writing just because it’s someone else’s blog instead of yours.

Your blog post should aim for an overlap of topics that serves the publication’s audience as well as yours (you’re likely to draw some of your audience to it).

For example, here’s what Pipedrive’s content manager wrote about for Scoop.it, a content curation software—a great integration of content and sales topics:

Remember to add a call to action that’s relevant to your topic, either to the blog post itself or your author bio (make sure you’re respecting the publication’s rules around this, though!).

Researching the websites to pitch for guest posting is a demanding task, which is why we built a list of 100 SaaS websites for you. This list includes topics, domain authority, and much more. Want to save hours (or days) in your research process? Download our list here:

4. Be a guest on relevant podcasts

When you appear on a podcast, it means you get a listener’s attention for 30 or even 60 minutes. That’s priceless.

Since industry podcasts talk about narrow, specific topics, this is a perfect opportunity to get in the ear of a perfect potential lead.

To find podcasts you can appear on, head to a platform like Listen Notes and search for:

• Your main industry terms (for example: artificial intelligence, customer support, project management)
• Names of your competitors
• Names of SaaS founders in your field

Then, check if the podcasts you found are still active and search for information on their website about pitching yourself as a guest.

Here’s one thing to keep in mind.

Tim Soulo, Ahrefs’ CMO, appeared as a guest on 20 podcasts in 4 months and shared his experience.

As he said, podcasts can be a challenge for direct lead generation, mostly because people listen to them away from their keyboard (when driving, cooking, and so on).

This means they often won’t immediately respond to your call to action or a valuable tip regarding your software.

However, people will remember you, talk to their peers about the episode, and your social following will grow (Tim mentioned that particular benefit)— all of which will help with your SaaS lead generation in the long run.

If you’re interested in starting your own podcast, we recommend checking out tools like podcast.co that offer bundled services to help you conceptualize, launch, produce, host and market your podcast in no time.

5. Host free, value-packed webinars

Webinars are an excellent SaaS lead generation strategy: when done well, they are essentially a masterclass packed into an hour or less, completely for free.

They also bring benefits on two levels:

1. First, you generate leads by asking for name, company, and email address on signup.
2. Second, you generate value, depth, and trust when this person shows up and commits to learning from you.

The most important thing to keep in mind when your running webinars: don’t abuse the attention your new lead gave you.

In other words, make your webinar truly educational and rich, with actionable steps for them to take to their jobs.

To generate highly qualified leads, make sure your webinar description makes the reader think “I need to watch this!”

Here’s a great example of such description from Nextiva’s webinar. One of Nextiva’s products is a sales and service CRM, so this is a perfectly aligned topic, and they went deep in their webinar description:

Great webinars = even better leads.

6. Implement live chat on your SaaS website

If your SaaS company was an equivalent to a physical store, live chat would play the role of a store assistant.

With live chat on your website, you can make yourself available to answer questions and point your visitor to an educational resource or your product demo.

Even more importantly, you can have a real-time conversation with people most valuable to you: your potential customers.

Through these conversations, you can uncover the exact words they use to describe their pain points and understand their challenges better.

Some reports have shown that live chat is a preferred method of giving contact information, higher than any other lead-generating method. On top of that, live chat has a customer satisfaction rate of 92%.

In other words, make yourself available to your website visitors so you can drive meaningful engagement. As a result, you can point them to parts of your website where they can download a resource or sign up for a trial—and become your lead.

In our experience here at Upraw after running hundreds of client campaigns, live chat has a very high conversion rate from lead to sales.

Don’t waste this opportunity—be sure you’re tracking your live chat leads in your CRM so you never forget to track, follow up, and nurture that lead.

7. Implement chatbots on your SaaS website

Live chat is great when you have enough people on your team to handle multiple visitor queries simultaneously. But what if you don’t?

That’s where chatbots come in handy.

When you add a chatbot, you can configure it to answer your most asked questions and direct your visitor to the best place on your site based on what they’re looking for.

You can take chatbots a step further and tailor them to your visitor’s behavior as they browse your site.

For example, if they’ve spent a lot of time on your pricing page, you can proactively (and automatically) reach out through chat to see if they need help.

You can take a similar approach for visitors who browse your case studies, free trial option, product demo, or FAQ pages and docs.

The chances are you’ll give them the exact answer they needed before converting to a lead.

Some chatbot tools you may want to try out are Intercom, HubSpot, and Acquire.

8. Add a call to action (CTA) to your email signatures

The average number of emails an office worker receives each day is 121.

It’s no surprise, especially in the tech world: everything moves fast and we’re connected with more people than ever before.

If you and your team are among those of us that send dozens of emails a day, make the most out of everyone’s signature.

So instead of listing all of the usual—company website, LinkedIn, Twitter, and YouTube—rework your signature in a way that clearly invites for a single action.

For example, when launching our SKAG builder, my signature can be:

Todd Chambers, Director at Upraw Media
Start building SKAGs in minutes with our free SKAG builder

Use this space in your (and your teammates’) signatures for linking to your:

• Free trial
• Latest feature release or product update
• Product demo
• Upcoming webinar
• Downloadable report

9. Send cold emails (and be smart about it)

Especially if you’re a B2B SaaS, there’s a chance you have a dream customer in mind that you haven’t yet won. You know exactly how you can serve them. Maybe you even know the names of the exact people you need to talk to for the deal to happen.

Or there’s just a small group of prospects you know you can turn into loyal customers, but you’re not on their radar yet.

This is where cold emailing comes in.

Keep in mind that cold email is usually only good when done on a small, targeted scale. This is how you can make it personalized and relevant—scaling a personal touch can rarely go well.

(And remember that Y Combinator’s Paul Graham said that founders have to do things that don’t scale in order to grow and take off.)

Here are a few tips and tools to get started with cold emailing:

1. Find the exact people you need to contact using LinkedIn Sales Navigator.
2. Use LeadIQ to research these prospects and get their up to date email address.
3. Send your emails with Mailshake.
4. Use the Charm Offensive method to craft your cold emails.

What’s that last one, you ask?

Charm Offensive is a resource for sending unorthodox B2B sales emails. It’s a way to add humor to your cold emails, and it works—we use it at Upraw!

If you’d like to see the exact email sequence we have been using to get some inspiration for your own, feel free to download our templates here!

10. Repurpose existing content to generate new leads

The least efficient thing you can do with your content is to publish it once and forget about it.

The hyper-efficient thing you can do instead? Repackage it into content you can generate leads with.

You can do this with any content that is evergreen and provides practical tips for your audience. You can repurpose your content into:

• A free email series
• A nurturing email sequence (more on that later!)
• An ebook
• A video series on a specific topic

You can make this new version of your content available upon subscribing to your email list and promote it on social media (organically or with paid ads) and with ads on Google.

It’s a double win: you’ll increase the reach of your content while also generating new leads with it.

11. Make the most of organic social media

People don’t come to social media to spend money, but to engage in interesting conversations and look for people to connect with.

To make the most out of it, build a consistent social media schedule. Don’t worry about the exact days and times you should be present—just focus on consistency instead.

You can build up your presence by:

• Posting about your content and relevant content from other creators
• Asking questions and opinions on relevant topics (this works particularly well on LinkedIn as their algorithm rewards engagement probability)
• Participating in Twitter chats
• Sending connection invites with personalized messages on LinkedIn
• Responding to other people’s posts and questions

Repurposing your existing content can also be highly effective for social media. For our ultimate guide to SaaS content marketing, we were able to easily repurpose some of the information into short and fun carousels for both Instagram and LinkedIn with a minimal amount of effort.

Over time, you’ll get your audience used to quality social media posts. And thanks to many social media features, like links in profile descriptions and call to actions in posts, you can drive this audience to take action and turn them into your lead.

12. Get powerful reviews and testimonials from customers

In a world with thousands of options for any problem you can think of, online reviews are priceless.

They can help answer questions that your potential lead is having and instill trust in your brand and your solution.

In fact, customer reviews are so powerful that 72% of customers won’t take action until they read reviews, 15% of users don’t trust businesses without reviews, and a single review can lift the conversion rate by 10%.

Best customer reviews are those that showcase not only the name and the face of the reviewer (which makes them easy to resonate with), but also the true sentiment of what a product did for the customer.

That’s exactly what one of our client reviews for Upraw does.

Make sure to add a prominent CTA close to your customer reviews to make it easy for your visitor to become a lead!

13. Add relevant website popups

Website popups are a powerful lead-generating tool.

The best, most efficient popups are those that are triggered by specific behavior. So instead of throwing them at all your website visitors, you can get specific and target the most relevant ones.

Some of the behaviors you can use to trigger popups are:

• Time spent on your website
• Time spent on a specific page
• X number of opens of a specific page
• Exit intent
• Clicking a designated link or button

Another element of high-performing popups is the relevance of what they’re offering.

While you could definitely ask for a simple signup to your email list (if someone visited your website multiple times, they’re likely interested in what you have to say!), an even better step is to offer something of high perceived value in exchange for an email address.

This is exactly what we did with our Single Keyword Ad Group toolkit. We briefly described it and added a visual indicator of what it looks like.

Is there something you can offer for free that your potential leads wouldn’t want to miss? Promote it with a website popup.

14. Use gated content: tools, ebooks, white papers, and masterclasses

The previous SaaS lead generation idea perfectly leads into this one: create and promote resources that are so good you could charge money for them.

Instead you don’t—instead, you get ‘paid’ with an email address.

This type of content is often referred to as lead magnet or content upgrade (when building up on another, freely accessible piece of content, like a blog post).

You can offer gated content in many formats, such as:

• White papers
• Series of video tutorials
• Microtools (like our SKAG toolkit we mentioned earlier)
• Templates (like spreadsheets or processes)
• Original research
• Ebooks

Make your gated content immediately actionable for your new lead. This way, they can experience a win using it and thus trust your expertise.

Intercom does this with books. They don’t even call them ebooks; as they said in one of their conference talks, they’re too good to be called ebooks. They carry the value of a full-blown book you buy in a bookstore (they even give out physical copies of said books at events.

Think about it: what can you create that can impact your new lead’s life and work that will show them you’re worth their time and attention? That’s your way to generating high-quality leads.

15. Nurture your leads with drip email marketing campaigns

The easiest mistake you can make with your new SaaS leads is to immediately try to sell to them. (And if they don’t buy, forget about them… Or try to sell some more).

The way to avoid it is to look at a new lead as a start of a new relationship you can build.

Especially in SaaS, where every month or year your customer can choose to leave you and go to your competitor, the depth of such a relationship is essential for a healthy growth and low customer churn.

An email drip campaign is a sequence of emails you send after someone has signed up for your gated content, a free trial, or another resource you offered. They’re written and scheduled ahead of time.

The schedule can be something like: day 1, 3, 7, 14, 21 (this is just an example—you can test and adjust based on your lead’s unique needs).

Even better: you can tailor your campaigns based on your lead’s entry point— you can have a different sequence for those that signed up for a webinar compared to those who downloaded a template.

Drip email campaigns keep you top of mind for your new lead, keep bringing them education and practical tips, and show them what you value as a company.

If you make your emails easy to reply to (i.e. you send them from a real email address, not a no-reply one), you can open a two-way conversation that lets you get to know your potential customers’ pain points and questions.

As a result, you become the trusted, go-to resource on your topic of expertise for your new leads, potentially making them a devoted customer down the line.

16. Partner up with other companies (co-marketing)

We talked about guest blogging and guest podcasting earlier because it can give you the benefit of an already-built audience.

Co-marketing campaigns have a similar benefit. The difference? It makes you and the company you partnered with equally invested.

How does co-marketing work?

It involves partnering with a company that serves an audience similar to yours, but doesn’t compete with you.

For example, if you’re a SaaS for time tracking, you wouldn’t partner with another SaaS for time tracking. However, you may partner with a company that offers productivity training for corporate teams.

In other words, your ideal co-marketing partner is the one that offers a product or a service complementary to yours.

Once you identify such company, you can:

• Create original research reports
• Run joint webinars (Nextiva’s earlier mentioned webinar is a great example of that)
• Record and publish joint video series
• Run a Twitter chat together
• Feature each other in a number of lead nurturing emails

A great example of a co-marketing partnership comes from Buffer, a social media tool, that partnered up with Social Chain, a social media agency, to publish the State of Social 2019 report.

When you find the right company to partner with, you’ll see that the opportunities are endless.

17. Run paid ads to drive highly targeted traffic

Paid ads, or pay-per-click (PPC) advertising, can help you get extra specific in targeting your ideal audience. Search engines enable you to particularly target search intent, and social media targeting is so detailed you can target business travellers, early adopters of tech, purchasing behaviors, and more.

On top of that, you get instant access to an audience instead of waiting for organic traffic to trickle in.

A clear CTA and a matching offer once your potential lead clicks through are essential.

In our opinion, the best strategy here is to take a full-funnel approach. This means that you run different ads depending on where your client is in the funnel.

The caveat? If you’re not well-versed in specific platforms like Google Ads and Facebook Ads Manager, PPC can get really expensive really fast. PPC for SaaS is what we specialize in here at Upraw Media, so make sure to reach out if this is where you’re struggling.

18. Create hyper-relevant landing pages

If you implement just one strategy from this entire list, make it this one.

Relevant, conversion-focused landing pages can make a huge difference in your SaaS lead generation and your conversion rates.

Landing page is any page you’re using to encourage an action from a visitor. This can come from a paid ad, an organic social media post, a link you insert in a guest post, or a button in a lead nurturing email.

Landing pages are the final step in turning a casual visitor into a SaaS lead.

A great landing page:

• Is clear, relevant, and empathic
• Formatted for easy consumption
• Answers the “why” behind its offer with testimonials and social proof
• Has an easy-to-fill form and an obvious CTA

Here’s a good example from Aircall. Once you click on their Google ad for the term ‘business phone systems,’ you end up on a page that ticks all the above boxes:

Build strong landing pages into every SaaS lead generation you implement.

19. Host meetups

Meetups are a great way to get some face time with your audience and draw them into your universe, both online and off.

It’s as simple: set a date and time for people to come to your office for an informal hangout. You can keep it relatively unstructured, create a loose agenda, or even add a few talks from people in your company (keeping them strictly non-pitch talks!).

When you have a date, time, and a plan, post it on your website or use a service like Meetup.com or Eventbrite. Whichever route you take, have a way people can sign up with their email address.

This way, you can get your audience (and leads) to know your team and your company values, share your knowledge, and hang out over food and drinks.

Would you be interested in coming to an Upraw Media PPC meet up? Shoot us an email at hi@uprawmedia.com and let us know!

20. List your SaaS company on relevant directories

Directory sites are a huge lead generation opportunity for everyone from small businesses to fast-growing SaaS companies.

Why? Because websites like G2 include information such as:

• Product information
• Company videos
• In-app screenshots
• Downloadable content
• Reviews (1 to 5 stars and written) that you can filter by company size, user role, category, industry, and region
• Pricing
• Comparisons to other software
• Call to action (CTA)

Although you can’t edit or remove reviews (you can reach out to G2 if you feel a review is fake or from a biased source), you have lots of control over how your listing presents your SaaS features, pricing plans, and other details.

The best of all? You can add a call to action. It can be about a free trial if you offer it, or to request a custom quote, visit your website, or contact you.

According to an Ahrefs report, G2 sees over a million organic visits each month. Your potential customers trust relevant directories. With so many options for meaningful call to actions, it’s an opportunity you shouldn’t miss.

Alternatives to G2 you should consider are Capterra and TrustRadius.

21. Offer access to your product: free trial, freemium, demo

When your potential customer is at the bottom of the sales funnel, it means they’re seriously considering your product, but haven’t yet made the leap.

If they’re not already your lead, you have no insight into what they’ll do next, and no channel for direct communication to work on converting them to a customer.

This is where access to your product can be the right move.

You can choose one of three main ways to do this:

Free trial. You give access to all product functionalities. You can make your free trial time-bound (Gusto has a 1-month free trial) or limited based on another element (Dubsado has a free trial for up to 3 clients with access to all features).

Freemium. A twist on free trial. While free trial unlocks the entire product, freemium is usually free forever, but limits product functionalities. For some users, this may be enough to gain value from your product. But for others, an upgrade may be necessary, and since they’ve become your lead, you can drive that conversation.

Teamwork offers a limited, free forever plan for up to 5 users.

Bonus tip: We have an entire article focused on SaaS pricing. It dives deep into:

• Why you need a SaaS pricing strategy
• The anatomy of a SaaS pricing strategy
• Psychological pricing tactics
• How to build a SaaS pricing strategy that’s right for your business
• The biggest mistakes SaaS companies make with their pricing strategy

If this is an area you want to improve at and you want to choose the right pricing model for you, check out our full SaaS pricing article here.

Request a demo/quote. For SaaS products with higher price points, this is the most common route. When your potential customer requests a demo, you get a chance to tailor your product presentation to their needs. You also open a channel of communication with them, which means you can keep nurturing this lead even if they don’t become a customer right away.

This is exactly what Clearscope does with their plans.

22. Use influencer marketing

If you think influencer marketing is only appropriate for E-commerce brands and industries like fashion and fitness, this will change your mind.

And if you feel like you can only work with influencers who talk about software, this example will help!

A couple of years ago, AWeber partnered up with Amy Landino (formerly Schmittauer) on a three-part video series. Her entire channel has the tagline of “helping the people go after the life they want” and talks about productivity, speaking, social media, vlogging, and more.

This video series was about building your own platform. It includes tips like creating your motto, networking, creating content every day, and absorbing success stories.

Her tips aren’t focused on AWeber, but she mentions email marketing as a big part of how she was able to build her own platform.

She added an Audible call to action a couple of times in the video, and a written CTA with a link to a 60-day free trial to the video description (AWeber’s standard free trial is 30 days).

Think about who you can partner with to promote your SaaS product in a relevant way and generate quality leads.

23. Implement quizzes to generate engaged leads

Quizzes are fun and engaging, even when they’re created by a software company.

We all know those BuzzFeed quizzes that tell you which Harry Potter character or Wendy’s menu item you are. They feel silly but they’re incredibly popular and kind of addictive!

You can use a similar approach for SaaS lead generation. Quizzes have become quite popular for SaaS companies—here’s an example from Socialbakers:

Quizzes are great because they let people test their knowledge and even learn. You can use a tool like Interact to create a quiz and get your quiz takers to provide their email address.

Even better—you can tailor your lead nurturing sequence and any subsequent email marketing to their test results!

24. Ask for referrals from your best customers

We talked about the benefit of reviews and testimonials from happy customers.

You can take this a step further and ask for referrals from those happy customers. Of course, they don’t have to be the same people you featured a testimonial from. They just need to be customers who have experienced success thanks to your product.

You can find these customers in two main ways:

• Look at your product usage and time since becoming a customer. Customers that use your product often, use many features, reach out for suggestions, and remain loyal to you for a long time are the best candidates.
• NPS and customer satisfaction surveys. Run an NPS survey and look for promoters (people who rate you 9 or 10) or a customer satisfaction survey with a question like “How would you feel if you could no longer use [product]?” People who answer “very disappointed” are your best customers.

This question is what Superhuman uses in their customer satisfaction surveys to identify their best fit customers and follow up with them on specific pain points they mention in other questions of the survey.

Reach out to these customers and simply nudge them to recommend you to someone who might benefit from your product just like they did.

To track the leads you generate this way, you can provide custom URLs for these customers.

25. Connect with potential leads in social media communities

Social media groups are excellent networking opportunities because you get to interact with your potential customers in a setting where they feel open to share their challenges and ask for tips and opinions.

Facebook and LinkedIn groups are great platforms for this.

While this isn’t a place to just blatantly post your lead generating content, you can make yourself a trusted expert that listens to the ongoing questions and chimes in on discussions.

Only when a resource you’ve created truly answers a question someone asks, you should share it as part of your answer (if that’s by the group’s rules).

But even if you don’t get a chance to do that often, people will still want to learn more about you and what you do based on the valuable answers you provided—and may become your lead as a result. 

26. Research what’s working for other SaaS companies

You don’t need to reinvent the wheel. Everything we’ve covered in this guide (and more) has been done before.

Research other companies and check out the SaaS lead generation strategies they’re using. There are many ways you can do this:

• Gather a list of interesting SaaS companies from a site like G2 and analyze their online presence
• Look for interviews on SaaS lead generation (here’s an episode of The GrowthTLDR podcast you can start with)
• Look for broader interviews with SaaS founders (like Nathan Latka’s interviews)
• Reach out to SaaS marketers yourself

Of course, you don’t want to go to your competitors and ask them to reveal how they generate leads (and success). Instead, you can step outside of your vertical and ask SaaS marketers in completely different industries about what’s working for them.

SaaStock and SaaStr offer great global and local communities that could be a good place to start.

27. Build the network effect into your SaaS product

When you complete a purchase on an E-commerce site, you see a thank you page that often asks you to share your excitement on social media.

There’s a reason this is the case: you feel most inclined to do so right after you buy (and when you receive the product).

Warby Parker is just one example of a store that does this really well:

Take a page out of the E-commerce book and add the sharing option to your SaaS thank you pages.

This can be after downloading an ebook, starting a free trial, or getting a paid subscription—it’s when your leads and customers will be in their “aha” state and they’ll want to pass it on.

28. Answer questions on Quora

The best way to become a go-to resource for your industry is to answer relevant burning questions your potential customers have.

And if they ask these questions on Quora, you have a perfect platform to do so.

The caveat: you shouldn’t just go and answer one question after another with the single intention of getting people to click through to your website and become your lead.

In fact, Quora’s answer policies says that “the gist of the answer should be able to be understood without having to leave Quora to access an external website.

Answers that cannot be understood without navigating to an external site and appear to be doing so for promotional purposes may be considered spam.”They also add that “self-promotion is permitted only as part of a sincere, helpful and direct answer to the question.”

Some companies have had great results with lead generation on Quora, but then got banned off the platform.

All of this is to say that you can build a lot of credibility that you can turn into leads, but you must be cautious about it (and don’t rely on it as a main SaaS lead generation strategy).

29. Build a powerful About Us/Company page

Your About us page or a Company page may be one of the most frequently visited pages on your entire website (check your analytics!).

If it’s currently a simple overview of what your company does, but doesn’t inspire action from the visitor, you could do a lot more to fuel your SaaS lead generation efforts.

To make it a real lead generator, add a call to action that’s relevant to the overview of your company, which can lead to your products or downloadable resources.

You can make your About us page experience deeper by adding your mission, values, employees, and your company timeline to it.

Here’s an example from Teamwork:

When the new modal window pops up, you can then click through to learn about their products.

Implement this journey to the page that describes your company to spark engagement and attract new leads.

Start implementing these SaaS lead generation tactics

These 29 lead generation strategies can become a regular activity in your SaaS marketing stack. Remember to experiment and track every strategy you implement so you can either focus on it more, or move onto a better one.

From organic traffic and guest blogging to word of mouth marketing and paid media, there’s a tool and a strategy for every SaaS business out there—it’s up to you to choose a few and start!