Effective Strategies for New Customer Acquisition in the SaaS Space

It’s both an art and a science to get new customers in the fast-paced SaaS industry. Think about this: a study by SaaS Capital found that businesses that get 20% or more new customers every year are worth almost twice as much as their slower-growing competitors. This number shows how important it is to master the art of getting new customers. But in a world with so much competition, what strategies really work?

This is a picture of your ideal customer

To get new customers, you must first know exactly who your ideal customers are. To do this, you need to make an in-depth Ideal Customer Profile (ICP) using filmographies, demographics, and behavioural data. For example, don’t go after broad groups like “small businesses.” Instead, go after specific types of businesses, company sizes, or problems. It is easier to make personalised outreach if your ICP is more detailed.

Tip: To look for trends in your existing customer data, use tools like HubSpot’s CRM. This can help you better define your ICP and make sure that your acquisition campaigns reach the right people.

Use content marketing to teach and build trust.

Content marketing is still one of the best ways to get new customers without spending a lot of money. You can make your SaaS company a thought leader by giving people useful, educational content. Case studies, white papers, webinars, and blogs that talk about problems not only bring in new customers but also help build trust.

For instance, when Dropbox first came out, they relied a lot on content that got people to sign up for it and simple explainer videos to teach people how to use it. With this plan, they were able to make the virus spread.

Actionable Tip: To get leads at different stages of the buyer’s journey, create a mix of content that is gated (like eBooks) and content that is not gated (like blog posts). Track which content speaks to different groups of people best with a tool like HubSpot.

Make your website work better for getting leads.

Your website is the most important part of any plan to get new customers. It’s usually the first thing potential customers see, so making sure it’s optimised for lead generation is very important. This includes clear calls to action (CTAs), easy-to-use navigation, and quick page loads.

What did you know? A one-second delay in page load time can cause 7% fewer sales? There is a lot of competition in SaaS, so every second is important.

Tip: To make your landing pages and calls to action better, use A/B testing. The CMS for HubSpot has built-in A/B testing tools that make it easier to make pages more likely to convert.

Pay attention to free trials and freemium models.

A tried-and-true way to get new SaaS customers is to offer free trials or freemium models. These methods let possible customers try your product for themselves, which lowers the barrier to entry and builds trust.

Look at Slack as an example. They have gained millions of users who eventually become paying customers by providing a freemium version. The key is to find a good balance between giving away useful things for free and showing off paid features to get people to pay more.

Tip: Look at the data to see how people who are trying out your product interact with it. HubSpot’s analytics tools can keep track of how people use the site, which can help you figure out when and how to offer a paid upgrade.

Spend money on paid ads.

Paid advertising can help your efforts even more, especially if you’re trying to reach a specific group of customers. For B2B SaaS companies, sites like Google Ads and LinkedIn are great.

For instance, you can directly reach decision-makers on LinkedIn by targeting ads based on job titles or industries. When you do this with retargeting campaigns, your brand will stay in people’s minds.

Useful Tip: To find out how much your paid ads are making you, use HubSpot’s detailed campaign tracking. By focussing on channels that work well, you can get the most out of the money you spend on ads.

Put the power of partnerships and referrals to good use.

One of the best ways to get new customers is still through word of mouth. By setting up a referral program, you can give current users an incentive to bring in new customers. Partnering with other SaaS companies that work well with yours can also help you reach more people.

Dropbox’s referral program was famous for giving both the referrer and the referee free storage. This helped the company grow by 3900% in 15 months. This shows that incentives that are set up correctly work.

Tip: To plan, track, and improve referral campaigns, use HubSpot’s marketing automation tools. By setting up follow-ups to be done automatically, you can make sure that no potential lead gets lost.

Get people to trust you.

When new customers see proof that other people are happy with your SaaS product, they are more likely to trust it too. You can use testimonials, case studies, and user-generated content (UGC) as strong forms of social proof.

One way that Salesforce shows how their CRM works is by showing success stories from clients in a wide range of industries. Potential customers will feel confident that they are making the right choice with this strategy.

Tip for Action: Use HubSpot to get customer feedback and show it off. Because HubSpot can integrate with other apps, it can make it easier to get reviews from sites like G2 or Capterra.

Keep an eye on and improve your work. Use of Data

Lastly, getting new customers in the SaaS space means always making things better. Track how well your campaigns are doing with data, find places where they can be improved, and make changes as needed.

Did you know that companies that use data-driven marketing are six times more likely to make money? Real-time analytics from tools like HubSpot let you keep an eye on everything from the number of leads that turn into customers to how well your campaigns are doing.

What HubSpot and 9H Digital Can Do To Help

If you want to get new customers, you need to have the right tools and knowledge. HubSpot has a lot of useful features, like CRM, marketing automation, and detailed analytics, all of which are meant to help you grow. HubSpot’s data-driven insights help you find the best channels, improve your messaging, and streamline your workflows, which makes it easier to get new customers and keep the ones you already have.

We don’t just set up tools here at 9H Digital; we also make custom strategies that fit your growth goals. Our team makes sure that your SaaS business succeeds by using HubSpot for inbound marketing, making landing pages that convert well, and running targeted ad campaigns.

Set up a demo of HubSpot today.

Are you ready to step up your strategy for getting new customers? Our HubSpot expert, Ale, can give you a personalised demo of the platform. This will help you see how it can change your SaaS business. To schedule your demo right now, Book a call here.