For The Greatest SaaS search engine optimization Outcomes, You Want A Pre-Funnel


Nick Brown is the Founder and CEO of speed up company, a SaaS search engine optimization & content material company. Working with enterprise and scale-up manufacturers.

No matter kind of selling you do, I’m positive you understand all about funnels. You virtually definitely have your organization’s funnel mapped out on a slide deck, and if I requested, I wager you possibly can clarify it intimately to the CEO, COO or certainly one of your gross sales managers. However let me ask you: Do you’ve got a “pre–funnel”? 

When you’re in SaaS advertising, you’ll want to.

A pre-funnel is the mechanism for getting ready future prospects to be “funnel-ready” after they subsequent want your SaaS product. For instance, in case you present HR SaaS, your product may solely be acceptable for firms with 20 or extra workers. However what about rising firms that also solely have 15 workers? Or 10? Wouldn’t or not it’s good to make sure they know your model and worth your product earlier than they develop into potential prospects?

That’s what the pre-funnel does. When you’re the CMO of a rising SaaS firm and don’t put money into a well-designed pre-funnel, I feel you take an enormous threat. Right here’s why.

An search engine optimization Pre-Funnel Is the Subsequent Stage

When SaaS firms launch, they have a tendency to initially depend on paid search, also referred to as pay-per-click (PPC), to generate gross sales early on. PPC is nice for producing leads rapidly and on-demand. As firms get larger, nevertheless, they outgrow this supply of gross sales leads. It is because the marginal price of leads derived from PPC will increase as you compete for an increasing number of key phrases. Ultimately, the fee per acquisition grows too excessive to justify extra PPC spend. This will create a fairly critical progress lure.

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The way in which to keep away from this lure is to implement a powerful, natural search engine optimization technique lengthy earlier than the returns of PPC have diminished an excessive amount of. It’s essential begin early as a result of rating for essential SaaS key phrases takes time. As soon as in place, nevertheless, a superb search engine optimization plan lowers the fee per lead as you develop. Once you attain this level — getting extra leads for a decrease price per lead — it’s possible you’ll suppose you’ve cracked search engine optimization.

However — and this is usually a nasty shock in case you’re not prepared for it — even natural search engine optimization has a ceiling. There are solely so many key phrases to rank for, and whereas rating first for a significant key phrase is unbelievable, you’ll by no means, after all, rank larger than first.

However is there a subsequent degree to SaaS search engine optimization? Sure; that’s the “pre-funnel” I’ve been speaking about.

How a Pre-Funnel Can Assist With SaaS search engine optimization

Rating for SaaS key phrase searches is basically essential, but it surely’s not an entire digital advertising technique. Potential prospects don’t all out of the blue notice they want a product after which kind the specified key phrases right into a Google search bar. Generally this occurs, however human beings are difficult, and we don’t make buying selections in a vacuum.

Right here’s what I imply: Think about you’re an organization that wants that HR SaaS I discussed earlier than — and also you’ve simply hit 20 workers. Now think about that you just’ve been studying content material from one HR SaaS supplier for months, possibly years, earlier than you hit the 20-employee mark. Is your Google search going to be one thing good and normal — the type of key phrases everyone seems to be competing for? Or may you as an alternative seek for a selected time period used usually within the content material from that SaaS firm? Or would you merely seek for that SaaS supplier by identify?

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That’s the magic of the pre-funnel. When finished appropriately, potential shoppers are already acquainted with a SaaS model and may have constructed belief within the firm over time. As a substitute of casting the online extensively for his or her subsequent SaaS buy, they may doubtless simply begin with a model they know. Are you able to afford to not be that model?

Attracting Personas, Not Clients

The job of a pre-funnel is to not goal folks prepared to purchase. It’s to focus on the categories of people that may purchase sooner or later. Who’re these folks?

They’re not folks with issues who’re on the lookout for options. Folks with issues to resolve are prospects now and can be drawn to your regular SaaS search engine optimization content material (assuming you’ve bought a superb search engine optimization technique, after all). The folks you wish to appeal to to your pre-funnel are the forms of folks for who your product was designed (also referred to as “personas”).

You doubtless have already got a listing of personas that had been created throughout your model design. That is who you wish to begin consuming your pre-funnel content material. And there are extra personas it is best to take into account attracting, too. Early on, when your SaaS product was within the consumer expertise (UX) stage of improvement, the UX designer could have additionally drawn up a listing of consumer personas. These aren’t at all times the identical as advertising personas, and it could be good to draw them to your pre-funnel as effectively. When you don’t have entry to your product’s UX personas, go discover them ASAP — somebody at your organization will probably have them on a file someplace.

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Who Does Pre-Funnels Effectively?

HubSpot is a major instance of a SaaS firm with an excellent pre-funnel. They’ve a complete and famend gross sales and advertising weblog. Solely a number of the content material pertains to HubSpot’s personal merchandise. As a substitute, they give attention to creating content material that’s sure to curiosity the forms of people who find themselves prone to sometime want a product like HubSpot.

What occurs when that day arrives? Somebody who has been studying HubSpot content material for years is prone to counsel signing up for HubSpot. And it’s doubtless that the decision-maker who must log out on the acquisition is aware of all about HubSpot, too. After which, as an alternative of trying to find “buyer relationship administration software program,” they may probably simply seek for “HubSpot.”

Creating one of these model consciousness and loyalty earlier than a possible buyer even engages together with your advertising funnel ought to be the last word prize for any advertising. Truthfully, if your organization does this effectively, congratulations — you’ve simply received the web!

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