This blog is a continuation of the previous blog – 40 Growth Hacking tactics to get traffic for a B2B SAAS Website – Part 1. If practiced correctly, these 40 tactics are definitely capable of driving your online sales through your website to the next level. There are some really useful tactics shared in Part 1, make sure you read them in the previous blog before you begin this one!
Now that you may have read the previous blog, let’s continue.
21. Web / App Directories
Online SaaS/App Listings can be very helpful to drive traffic to the website, where you provide Product information, features list, multimedia and add contact information for visitors to contact you directly.
Industry Specific Journals are also important to be. There is simply no excuse for NOT being in every single directory out there.
Few important resources both Paid/Free where you can list your product/service online.
22. Offline Direct Mail
Use Offline to drive them online. Snail mail volume is stupid low right now.
Take advantage of cheap postage and a lack of noise, but be creative! Use pURLs in the copy, if possible/applicable.
Send in a DHL envelope, use FedEx if you really want to make an impression – costs a lot, though!
Intermediaries are Channels like Distributors /Trusted Advisors /VARs / SIs
Xero uses Accounting Firms to promote their product. Make your product something the Intermediary can use, too! Something that makes their life/core business easier/better/faster and they’ll push it for you.
There are people out there that already have your audience’s trust, make one sale to the Intermediary and they’ll make hundreds or thousands of sales for you!
24. Facebook Page
Don’t just have one to have one.
Use this to drive traffic to your site and get people to opt-in to your mailing list, sign-up for webinars, download reports, etc.
Use it to “engage” with people on-page, of course, but know the goal is to get them to take an off-page action and add them to your list/database/etc.
There might be people out there that could take your product into a whole new market better than you ever could, so let ’em!
I know a number of people on both sides of the white-label equation that do QUITE well.
Don’t over-think this, find someone that has the audience you want to reach and just make a deal.
Groobix teamed with IM’er for Latin American market Profitably (now ActiveCell) hired a company to find affiliates Loop11 created a program themselves and had people selling for them in other languages/markets and finding new/ creative ways to sell their product.
Let Affiliates sell your AltProd for 100% commission. Do one-off Affiliate relationships, you might not have 1000’s of affiliates, especially at first, have a couple that you trust and then scale it out.
27. Marketplaces / App Stores
These are just another Distribution / Sales Channel. From Traditional App Stores all the way to things like AppSumo
Let’s you reach audiences you might otherwise not reach If you can reach those folks on your own, it might not be worth the cut app stores take, but if you couldn’t reach them, any cut is better than 100% of NOTHING!
Many companies do quite well piggybacking off of other companies that have an established audience.
Examples: WORKetc works with Evernote & Google Apps, Freshdesk is in Google Apps Marketplace, iMeet is integrated with Evernote, FreeAgent is part of AppDirect and integrated with Basecamp, ClientSpot is a FreshBooks integration partner and Bidsketch is integrated with Highrise and Freshbooks
Many people say referrals are the backbone of their business. Few of those people actually have a system in place for getting and managing referrals.
Don’t make that mistake Leverage the audience/customer base you already have!
Viral Expansion Loop (Oddly, free products do this really well while paid products usually are bad at this)
30. Testimonials / Case Studies
Do full featured testimonials and case studies with companies known in your industry.
Get them to write a case study for you! Piggyback off their credibility.
They’ll often promote it to their audience (especially if it is done in a way that makes sense for them to do that. Oh, and it doesn’t hurt to ask them to promote it, too!
You can do PR against it, It will likely speak the language of your market so people will find it. People searching for those companies will find your site instead as well! Piggyback on their fame and reach!
31. Cold Email Outreach
Scraped/bought lists you treat as one-off emails that you use to drive traffic / opt-in.
Send people to a Wistia video w/ ?wemail or even better the ?wkey (http://files.wistia.com/tools/identitytagging/index.html) url param so you automagically have know who clicked and who didn’t without “tracking” the link and killing trust (awesome for swaps/solo ads/etc.)
You can also do this by having a script that tracks URL params, even GA can do this. AES used Hubspot and got zero leads, then they started doing CEO and are getting 150 leads/month.
32. Cold LinkedIn Outreach
LinkedIn = B2B Gold
Use the scraped/bought lists to import into LinkedIn and when they connect with you, they’ve “opted-in” and you can message them to drive traffic.
Add them in bulk (this will send everyone the “I’d like to add you..” generic message.
This can be good if you want to conceal your intentions. You may also use LinkedIn Sales Navigator to do it one at a time and send a relevant message. Use unsubscribes from your mailing list, I’ve had ~30% accept and now I haven’t lost touch, they’ll see my updates and I can reach out directly.
33. Press Releases
Gets you out there, gets your link out there, lets Google know that you’re doing something, good or bad, it works.
Do a press release for everything, even your blog posts! Make sure you include a link. Oh, but you might also get picked up by the media.
People that say press releases are dead just wish they were
34. Win Awards
Sign-up for, nominate yourself for, and otherwise try to win awards. Many cost money to “be nominated” but it gives you a “credible” reason to do a Press Release and gets your name out there (think Think Strategies’ BoSS awards) in front of the awarders(?) audience.
Some are legit competitions which you should still enter because they give you links and exposure generally, even if you don’t win!
35. Target GMail Users w/ AdWords
Use AdWords to target GMail users. If your potential customers use GMail, they likely spend a LOT of time in GMail every day. If your customers are large enterprises that use Exchange or Lotus Notes, this might be a stupid idea.
Use “thought stringing” – put yourself in the middle of their conversation, hit on Book Titles, Names & Competitors, competitor Unsubscribe Info or specific subject lines.
If you get too granular or specific you could hit the “low search volume” response from Google and they won’t run your ad. Expand out until they do.
Help a Reporter Out (http://www.helpareporter.com/). When you see a story that’s relevant to your industry/niche/ expertise, reach out and get your company mentioned (don’t forget to explicitly ASK for a link to your site!).
You can place ads in HARO, your industry experts waiting for a way to get mentioned by the media and then they see your ad? Use that power wisely! 75% open rate (is what they claim) and ads start cheap; affordable for Startups too!
37. Cold Calling
Pick up the phone. Make 25 calls per day, 22 days per month (550/month total).
Get 25% to go to your site (maybe get a domain that’s easy to say and easy to understand over the phone) You’ve got 138 new, targeted leads, send ’em to a webinar reg or other reverse squeeze.
You might have to do less-than-scalable things at first to figure out what you need to do to scale later.
38. Q&A Sites
Find questions on Q&A sites like Quora, Focus, or LinkedIn and use that to write blog posts around, create videos about, or otherwise create content.
Have a VA or staff member scour the Q&A sites for questions then put them in a spreadsheet and then work off of that or set up something automated like http://ifttt.com/
Be sure to note how many followers a question has on Quora and answer them in the order of most followers to least, use your time wisely and go for leverage. Then “answer” the question with a link to your content.
39. Sponsored Content
Basically, you just pay for an article on a site. If the place you do this has reach and you do it right, it can be REALLY worth it; think product reviews, etc.
You can buy promoted blog posts through http://izea.com/ or http://www.postsgenius.com/ Many industry magazines will publish an article from you only if you also buy an ad, sleazy on their part, yet effective!
40. Offer Deals to Groups
Are there membership sites, private paid communities, etc. where your target audience hangs out? Make yourself a presenter out there!
In the SaaS/Web App world, if I was selling a product to those folks, I’d offer a deal to startup incubators, VC portfolios, Universities, Sponsored programs like Microsoft Bizspark, etc.
The bonus of offering something to Universities, do it right and get high-trust .edu domains linking to you!
You might offer free deals to these groups in exchange for links, buzz and a reason to do PR, plus, they’re young or young companies and they’ll grow up knowing, liking, and trusting you. Not a bad way to guarantee some future business!
That was 40 ways to get quality prospects to your site, some will work for you, some won’t… and few are easy, though most are simple.
Let me know your thoughts/reviews and feedback in the comments section below, will be happy to help you further on your journey!