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Content strategy for Saas Marketer

SaaS content marketing is one of the most powerful tools a software-as-a-service company can use to attract, educate, and convert customers. When done well, your company can base its entire marketing plan around content. Whether you’re trying to build an audience or close sales, this approach can help you achieve your goals.

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Content strategy for Saas Marketer

  1. 1. Content Strategy for SaaS Marketer FARZAL KHAN, Digital Marketing Manager Social Champ
  2. 2. This Strategy is based on Chris Von Ski Slop content strategy
  3. 3. And Alexa Blog
  4. 4. Start with the Goal Increase paid customers ___ per month/week Or Increase ____ Traffic/unique sessions per month/week Or Other….
  5. 5. Why SaaS Content Marketing Works One of the most essential elements of SaaS marketing is helping customers understand the product. You must show customers how the software solves their problems as well as help them understand how to use the tool. Education and information are essential for getting customers interested in software, which is why content is such a great tool for marketing SaaS products
  6. 6. Start With Your Customer’s Buyer’s Journey In SaaS marketing, that funnel often includes the following phases. •Awareness •Lead Generation •Trial Sign-Ups •Conversion to Paid Customers •Customer Retention
  7. 7. Create Content for Each Phase of the Buyer’s Journey  The goal of your SaaS content marketing strategy is to provide valuable information throughout the entire sales funnel. You need to help customers get what they need at each stage. So don’t skip steps in your content strategy.
  8. 8. Example of how content marketing for software companies can work Awareness: Create content that targets top keywords related to the industry and promote engaging, entertaining, and educational content to attract attention. The goal of this SaaS content marketing step is to help people discover that your software could solve their problems. Lead Generation: Once customers are aware that your software exists and that it can help them, the goal is to get them to engage with your brand more and earn their trust in your tool. Use MOFu marketing strategies at this time. Generate leads by providing free, gated, high-value content, and nurture leads using email drip campaigns. Trial Sign-Ups: In the next stage, the goal is to get users to try the software and help them decide if it is right for them. Offer free trials in this bottom-funnel content. Conversion to Paid Customers: Once customers are using your free trial product, convince them to convert. Deliver content that focuses on helping them find and use the move valuable tools within the software. Customer Retention: The customer journey isn’t complete after the purchase. To retain customers, you must help them be successful using your product. You need to continue creating content that educates them about the features of your tools and provide guides on how to get the most out of your software.
  9. 9. The Ski Slope Strategy
  10. 10. The 3-Steps To Using “The Ski Slope Strategy” There are three steps to execute The Ski Slope Strategy successfully. Step 1: Build topic clusters to get new organic traffic. Step 2: Run quarterly marketing promotions to get new leads. Step 3: Promote case studies to convert traffic and leads into new customers.
  11. 11. Step 1: Build Topic Clusters To Get New Organic Traffic Green Circle Content Green Circle Content is the content you use to drive consistent, compounding traffic that gets new prospects aware of your business. Here’s how to do it:
  12. 12. Use two simple criteria to decide which topics to make into Pillar pages:  Any search term with 1,000 or more monthly search volume. This is not a hard number, just a number I chose to make it worthwhile investing time into building my Pillar page, and a topic cluster around it. Anything less than 1,000 and you may find it hard to find subtopics with search volume.  Any topic with a high likeliness to convert. I give every topic on my list a “likeliness to convert” rating (high, medium or low). I’m not going to live forever, so I only want to invest my time writing about topics where I know those readers will have a high likelihood to be interested in what we sell.
  13. 13. Simply typed “ecommerce a”, “ecommerce b”, “ecommerce c”, etc into Google and added relevant topics to make list.
  14. 14. Example of Final Keywords prioritized by how likely they are to convert 
  15. 15. Step 2: Run Quarterly Marketing Promotions To Get New Leads Blue Square Content is the content you use to add-value to all the leads you captured from your organic traffic efforts, and inject bulk new leads into your business. Here’s how to do it:
  16. 16. Every quarter you’re going to run one marketing promotion. It doesn’t matter what it is. You are only limited by your imagination. It could be a: Giveaway Software Tool Virtual Event Documentary Mini-Course Viral Video Mini-Site Holiday Offer Done-For-You Setup Something Else…
  17. 17. To find what works best for you, you’re going to brainstorm and prioritize what quarterly marketing promotions to run using this marketing promotion matrix:
  18. 18. Marketing promotion matrix Here’s how to use the List every marketing promotion idea you have in column A. Rank the ease of implementing each idea (hard to easy on a 1-5 scale) in column B. Rank the impact each idea will have (low to high-profit on a 1-5 scale) in column C. Add your “ease” score to your “impact” score to find which ideas have the highest score in column D. Work down the list, starting with your highest total score idea.
  19. 19. You need to keep track of your results like this:
  20. 20. Step 3: Promote Case Studies To Convert Traffic And Leads Into New Customers Black Diamond Content is the key to scaling sales from your content in The Ski Slope Strategy. It’s the content you use to convert the traffic and leads from your Green Circle and Blue Square Content into customers. Here’s how to do it:
  21. 21.  Track down the customers getting the best results using your product.  Interview them (over the phone, via email, or on chat).  Document their before/after results as a case study.  Promote it using The Everywhere Effect Content Sales Funnel.
  22. 22. Each Phase of the Buyer’s Journey 1. Awareness 2. Lead Generation 3. Trial Sign-Ups 4. Conversion to Paid Customers 5. Customer Retention
  23. 23. Key Performance Indicators (KPIs)  Reach X number of views per month on blog.  Add X number of new opt-ins to the newsletter each month.  Reach X amount of shares per blog post per month.  Gain X number of new followers on social media.