How I Generated $250M In Leads

“help Brands SAS companies find the right digital marketing agency to work with I've worked with over 400 software Founders in last 18 months I was the marketing coach in Den martel's growth accelerator for about 18 months so I've helped a lot of SAS companies drive a lot of traffic and grow their business so I went out on my own in end of 2015 I got laid off by Zillow I was running marketing at a couple of their brands I ran marking a couple of their brands one at a time um and I got laid off from there and decided to work for myself decided I didn't want a boss so I went and I”

“sorry 21 Point whatever in um in 2017 but we just started generating traffic via SEO um speaker three ago was was talking about content as well at the bottom of the funnel we kind of did it all through the whole funnel so how we did this was pretty simple we did six things that I mentioned here number one we wrote 100 plus blog posts in about 12 months time targeting long tail traffic how do I what is how to do this thing um and then a big thing that we did which honestly if I could go back this”

“times that it's not but this form on the left this was our original form it was 12 Fields Long no one who knows you that they're like I'm just looking for an agency like just just talk to me right or like be an agency and just and just uh let me contact you we reduce that down to six this is our current form um and it's like 30 a 35 increase in conversions who would like to get a 35 increase in conversions I hope every single one of you should have your hand raised right now or at least be nodding um so reduce the number of uh for fields”

“implemented that so you can see I mean these things are like I'm giving you decent size numbers right 10 12 30 35 percent and aggregate this stuff adds up to so many you know so many more conversions for you over time um and then third part is that the money the money here is in the follow-up so speed to lead this is super important uh following up with people and doing a different Reach Out based off of what they did uh personal SMS so Chris person's not in here but using a sales message we sent an auto SMS to remind people of a demo um and uh that gave us a 30 Improvement”

“as a team there's three of us that are W-2s so we're pretty small um uh but then I also do this for marketing so every single week I go through and I pull these numbers for every single Channel how many leads how many calls according to our model how much revenue did that make us how much did we spend on Google ads et cetera what's our Roi or row as from these different channels and across all ads and that that lets me make better decisions about uh about marketing and what to keep investing in and what not final thing is when you make these”

“There Are 4 Parts To Any Good Funnel And you need them all Converting form A good form is short enough to not turn away qualified leads, but long enough to gather the right information and qualify out low quality as best you can in this step. 2 Traffic Traffic comes from a lot of places. Different sources convert differently, but ultimately you need traffic. Most companies I speak with simply need MORE traffic to reach their goals. 1 Follow Up Funnel Automated emails and reminders to get people to show to a demo, log in to do something, or simply take the first step. 4 Conversion event This is where the magic happens. A demo is scheduled, a signup happens, or a free trial begins. 3”

“Most traffic channels will work for a SaaS business. Use the one that plays to YOUR strengths and experience. SEO, paid (with budget/funding), other sites (“growth hacking”) You Need Traffic To Get Leads I’m going to show you how to get it. PLAY TO STRENGTHS SEO AND REFERRAL RELATIONSHIPS We chose SEO and referral, because it’s what I knew. Can take time to work, but there are hacks to get more traffic faster. When building in a space you know, you should also know people. Relationships built over years let us get some faster traction.”

“How We Did It 100+ blog posts targeting long tail traffic Industry pricing guide Guest posts (Moz, others) Free PR coverage Conferences (Digital Summit, others) Podcast and Twitter chat guest”

“Forms And Conversion Fewer fields is (almost always better) Tell a story in your form. Make it fast. I’m going to show you KISS SOCIAL PROOF 1 CONVERSION TYPE Voice of the customer is strong. Watch where you place them (user recording is big) You don’t need to offer them a call, a demo, and a free trial. Pick one, because you can always change it.”

“Money Is In The Follow-up “Speed to lead” Different reach out based on what they did. I’m going to show you QUICK CONTACT PERSONAL SMS PLAIN TEXT We had a big issue with leads no-showing agencies. Auto-SMS (via Zapier through SalesMessage) gave 30%+ improvement. Use it for your demos. Lean into being human. Too many SaaS’s try to act bigger than they are. Tell them what’s going to happen. Do it. Tell them what happened.”