At Rocket SaaS, we’re known for delivering successful marketing campaigns to SaaS clients. But today, we’re pulling back the curtain on one of our own marketing strategies for a change!
Using a simple yet powerful marketing funnel technique, our team recently brought in an impressive £450,000. And the best part? The whole process consisted of 95% marketing and just 5% sales.
Having our founder Ryan already given an insight into the technique over on LinkedIn, we’re here to expand a little more on how exactly we’re turning prospects into high-value SasS customers.
Here are 10 steps your SaaS business can take to move forward.
A marketing funnel essentially describes your customer’s journey with you. Not to be confused with a sales funnel, which mainly focuses on closing deals and generating revenue, a marketing funnel covers a wider range of activities.
These activities leverage marketing techniques to:
But, how exactly do you build an effective marketing funnel?
Whether you opt for traditional marketing methods or a more innovative approach, understanding your prospect’s issues is still the foundation of most successful marketing strategies. But, while many marketers like to jump straight into solving these problems based on loose research or relationships with existing customers, at Rocket Saas, we’re taking a fresh approach.
Digging a little deeper than the average SaaS marketing agency, our marketing team wants to make sure that the resources we’re investing align with each of our audience segments.
Here’s how we do it:
Once you have a clear understanding of your prospect’s pain points, it’s essential to develop content that illustrates how your SaaS product or service can meet those needs.
At Rocket SaaS, we know that many of our prospects enjoy video content due to its ‘short but impactful’ nature. But we also recognise that various content formats cater to a wider array of customers.
Whether it’s short-form insights or comprehensive educational content, it’s important to tailor your content to suit your potential customers.
In addition to video, we recommend exploring:
Tip: Don’t forget to use Search Engine Optimisation (SEO) as part of your content marketing strategy.
Creating outstanding content is just the beginning. To ensure your prospects see your content and engage with it, you’ll need a solid promotion strategy.
In our case, spending around £200 on LinkedIn Ads can enable us to reach 25,000 people with a single video. For us, it’s a matter of knowing that our content is quality, and that it’s being targeted at the right people.
So, before you even consider paying to promote your content, we recommend that you:
To keep prospects engaged and moving through your marketing funnel, it’s key to keep up your momentum.
For instance, if the initial content you’ve released proves successful, seize the opportunity to follow up with content that includes a persuasive ‘book a strategy call’ or other relevant call-to-action (CTA).
The goal is not only to capture their attention, but also to nurture their interest and encourage them to take the next steps. Remember, a well-timed follow-up can make all the difference in keeping the customer journey moving forward.
Here are some additional ways to sustain momentum:
Understanding your prospect’s behaviour and interests is a powerful tool for further investments. It also helps ensure that your customer acquisition cost doesn’t go to waste.
In our case, if we know that 25,000 people have viewed an initial marketing video, we know it’s a good idea to invest an additional £300 on retargeting our next piece of content to this segment.
This is why as part of any marketing strategy, it’s important to consistently:
In a well-executed marketing funnel, acting fast has always been vital for success.
For example, after our team receives an inquiry, we need to be ready to jump into action as quickly as possible!
To do this, we’ll do a little bit of research into the prospect, assign the most suitable member of staff to engage with them, and schedule a strategy call at their earliest convenience.
The aim of this strategy call is to present our value proposition for that prospect’s exact needs and reiterate everything our marketing content up to this point has promised.
Here are some tips for running a successful strategy call:
To further reinforce your value proposition, especially when you’re the owner or founder of a SaaS company, we always recommend adding the prospect on LinkedIn.
This step allows prospects to see how engaged and active you are in their industry, and also serves as verification of your professional status and credentials.
To ensure your prospects get the best first impression:
Once prospects are engaged, it’s crucial that they have all the information they need to reach out and convert.
At Rocket SaaS, after connecting with a prospect on LinkedIn, we want to provide the most streamlined customer experience possible to prospects ready to take the next steps.
We do this by:
Even when prospects are eager to convert, at Rocket SaaS, we still like to present a proposal as a courtesy. At this point, the deal is virtually sealed, but it’s an opportunity to reaffirm our commitment and understanding of a prospective client’s brand.
Our advice is to:
Our £450k funnel is a testament to the power of a well-planned marketing strategy. This highly efficient approach can work wonders for SaaS companies and more general brands looking to stabilise or scale their monthly recurring revenue.
But, not all SaaS businesses have the time to put into SaaS marketing strategies at this level. If this sounds like you, don’t hesitate to get in touch with Rocket SaaS to book a FREE strategy call.
Whether you’re a SaaS startup or an established brand, there’s always room for growth, and a finely-tuned marketing funnel can be the key to your success!
Sep 20, 2023