Advice, insights and expertise on how to improve B2B sales and marketing. Actionable advice that you can execute to help your B2B SaaS startup generate leads that turn to revenue. Get your inbound marketing strategy, content marketing, demand generation, sales process, account-based marketing strategy reviewed. I’ve worked with several startups and can provide you different playbooks. Ask me how to optimize your company’s funnel by driving more qualified leads or increasing the win rate.
As an introvert that had to overcome my resistance towards sales outreach, I can imagine how daunting it can be.
Contrary to popular belief, from my experience I've seen introverts become the best sales professionals. As you may know, introverts are often very good at focusing on their strengths.
This may include:
- better preparation and research before doing an outreach.
- listening and more inquisitive conversations with prospects.
- working on improving your expertise.
What has helped me get over my introversion to sales has been to focus on areas where I'm best at. My writing is far more superior to my phone skills so I've dedicated my tip to improving email copywriting.
When I do pick up the phone, I make sure to call lower quality prospects first to warm up knowing that I'll mess up, which is completely fine.
I've focused time on content creation and building my expertise which is the inbound marketing approach. This helps attract prospects to my business instead of cold outreach.
There are numerous tactics you can do to embrace your introversion to outreach and I'm happy to help. Feel free to set up a call with me so we can work together and increase your sales.
Without access to your Google Search Console, Google Tag Manager or Analytics, I can't give you an informed answer on how to improve your search ranking.
However, based on what I see from your website from running it through Google PageSpeed Insights, here's what I recommend for some quick wins on both the technical SEO side and the content site.
Your website page speed is quite slow so there's a lot you can do on the technical SEO side. When someone lands on your website, there are too many page requests which slows down loading time.
- Reduce your image size with a tool like Smush. Large image sizes that aren't optimized will slow down your website.
- Google penalizes websites that aren't built for mobile. Based on my observations, your website is really lacking for mobile usage which will be a major roadblock for your ranking.
On the content side, it doesn't look like you have a robust keyword strategy based on the content I've read. You have roughly 30-40 organic keywords driving visitors to your website. Your website is quite a niche so I can't see you ranking for massive amounts of volume. On the good side, your content is pretty robust especially with your APKs and How-To's
- I'd recommend doing more keyword research to inform your content strategy. You can write keyword-rich and mobile-optimized content for your audience which includes additional links internally and externally to other websites.
Also, there are a few things you should consider:
- Fixing broken links on the website so nothing leads to a 404 error.
- Aim for "Position Zero" on Google. Content snippets that get featured for quality answers are great for increasing website traffic.
- Use H1 and H2 headers in your content.
- Optimize images for search.
- Improve website experience for users,
I've used Zoom in the past and found it was great as well.
From my experience running cost-effective email outreach campaigns, there are a few email address providers I'd recommend.
Hunter.io (https://hunter.io/) 50 free searches per month. Paid accounts start at $49/month for 1,000 searches ($0.049 per search).
Hunter provides you with emails based on the company domain. Even if it can't get you the right email, it'll provide you with the email pattern so you can make an educated guess. I've seen 70% success with Hunter.io which is pretty good for a low-cost solution.
RocketReach (https://rocketreach.co/) Paid accounts start at $7/month for 125 searches.
RocketReach is also a good solution that has given roughly 75% accuracy with data as well.
Snov.io (https://.snov.io) 50 free searches per month. Paid accounts start at $29 for 1,000 single searches or 500 bulk searches ($0.029 per search).
Snov.io is what I used to use. It basically scrapes email addresses and other data points off LinkedIn. I've seen roughly 65% accuracy on the data. The benefit is that it also scrapes phone numbers, website URLs, etc.
Low-cost labor on Upwork. You can hire low-cost workers on Upwork, which is a freelancer marketplace, to find and scrape high-quality emails. It's a very cost-effective solution and you can essentially hire a team of people to scrape emails for you in a time-efficient manner.
Finally, Ahrefs did an article where they tested different low-cost solutions that should help guide you: https://ahrefs.com/blog/find-email-address/
The riches are in the niches.
I believe that niche markets are ideal for inbound marketing because it allows you to be very focused on the right tactics and initiatives to reach your target audience. In comparison, larger general markets demand a broader approach to inbound.
To give a better answer, I'd have to learn more about your market, buyer personas, services and what keywords you're using. So, for the sake of brevity, let's just use what you wrote as a starter.
With a solid SEO strategy, you should be able to attract the right people to your website. SEO does take time so I imagine you'd feel it's not working yet. My guess is that the keyword research needs improvement.
- Start building out your buyer personas by interviewing and surveying customers or potential customers. You'll get a good sense of what challenges they are looking to solve, what their goals are, what they search on Google and what content they consume. This will give you insights for what content to write and what keywords to use for your SEO research. Think broadly as well, using "awareness" level keywords to attract your prospects and then use gated content to educate them through your funnel.
- Use a tool like SpyFu or SEMRush to improve your keyword research and identify which keywords have decent search volume with minimal competition. Again, because you're in a niche market, there shouldn't be a lot of broader competition.
- Write thought leadership content for your niche market. Google ranks websites that regularly publish high-quality content so that should be a focal point in your strategy. Start by writing informative articles on your website blog. Based on the research you've done, you should get a better understanding of what content to write and what keywords to use. Niche markets also mean fewer expert voices so if your content is high-quality then you'll be more likely to generate backlinks which improve your ranking.
For PPC, everything you've done for your SEO strategy would also reflect in your campaigns. I'm curious to see what metrics you're tracking and what reporting platform you're using to measure results. I'd recommend being very targeted into geographies, company sizes, engagement for PPC. Remarketing will also be beneficial for driving more conversions.