Learn how to nurture your SaaS leads to convert them into MQLs and paying customers. Linkedin.com/in/dekkerfraser

1. SaaS Lead Nurturing
Done Right!
Linkedin.com/in/dekkerfraser

2. Identify why leads aren't
progressing to the next stage
Price Competition Timing Features Problem or Product Awareness
Look at the lost reason codes in your CRM Ask Sales about customer objections
Pay prospects for their input (gift cards) Research barriers to purchase

3. Create content that addresses those barriers
PRICE
Case studies proving ROI and cost
savings
TIMING
Time-sensitive offers, scheduled
follow-ups
COMPETITION
Competitive comparison charts
FEATURES
New features announcements
PRODUCT AWARENESS
5-minute video
PROBLEM AWARENESS
Research showing how big it is

4. Nurture leads
through multiple
channels
Import your leads into Facebook and LinkedIn to run ads
Email via Marketo, HubSpot, Outreach
Direct mail via Sendoso
SDR/BDR calls
Online chat
Messaging in your free trial
Whatsapp
SMS

5. Use 3rd party
validation
New articles
G2 Crowd, Capterra, Gartner,
Forrester, Google, Trustpilot
Buyers' guides
Rankings

6. Case studies
Salesy, product-centric content
White papers
Infographics
Graphic emails
Videos
Education
Interactive tools
Content, content, content

7. Webinars

8. Don't be afraid to create
"salesy" content about your
product & its features

9. Don't confuse open rates
and content consumption
with buying propensity

10. Always present your demo,
trial, or consultation as a
secondary offer with your
nurturing content

11. Nurture IMMEDIATELY
after a lead is created

12. Linkedin.com/in/dekkerfraser
Dekker has over 10 years' experience in software
marketing for companies including Sony and the
Google-backed startup Rocket Lawyer. He has an
MBA in marketing from the Kellogg School of
Management, taught college-level marketing, and is
the author of numerous books on product marketing.