10x Your SaaS Leads: Automate Leads Into Sales

Buying cycles can be long, so you need to keep your SaaS at the top of your prospects’ minds. Let’s explore my favourite lead nurturing method…

How To Automate Leads Into Sales

Getting your target audience to download an eBook, attend a webinar or complete a scorecard is great… but you’ve still got a long way to go before they turn into a sale.

They need to have more touchpoints with your brand. There are many ways to do this, such as having an active LinkedIn page, retargeting ads (see last week’s blog), or a phone call, but my favourite is the email sequence.

A classic lead nurturing sequence

Here’s a sequence that we use at Rocket SaaS that gets five extra touchpoints shortly after the initial contact.

Let’s imagine you’re going on a journey with us:

1. You saw one of our ads or organic posts on social media
2. You engaged with one of our lead magnets (eBook, webinar, scorecard, strategy call etc.)
3. You read the welcome email of this series and thought, “Yup, I’m suffering from that problem. I need more SaaS inbound leads”
4. You read all 5 of my emails in the series and learnt how to go about solving the problem
5. You now (hopefully!) see me and my agency, Rocket SaaS, as trusted experts in SaaS marketing
6. You need marketing support to get more SaaS leads, so you decide to book a FREE SaaS marketing strategy call with me.

That is a classic marketing funnel journey that works brilliantly for SaaS businesses.
I love how the nurturing sequence between the initial lead and the sales call is fully automated.

What content to include in a nurturing email series

Breaking down the big problem into five DIY solution steps is my favourite type of nurturing sequence.

Another option is to outline a problem, explain the technical solution, and then share a case study of how you enabled a client to achieve this.

If your SaaS is struggling to turn free trials/demos into paying customers, then create a series of emails, each one outlining a feature and benefit of the product.

What tech should you use?

There are plenty of email automation options, such as HubSpot, MailChimp, and ZoHo. Personally, we use ActivCampaign for the superior UI and list management.