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Is it more important to grow quickly or grow consistently?

We’d argue a little bit of both.

But quick wins are often fleeting. For example, a huge influx of traffic feels like a win, but if it's the wrong type of traffic (unqualified leads), is it really a win? Or if you use paid search to drive traffic, what happens when you switch the ads off?

More than likely, your sales pipeline dries up.

Let’s agree that organic growth is more desirable. How do you drive organic growth and get the best results?

Enter inbound marketing.

Inbound marketing helps pull your ideal clients to your business through a customer-centric approach.

Through inbound marketing tactics, you guide customers to success by building trust and empowering them to achieve their goals and aspirations.

Wondering how you can use inbound marketing in your business? Here are five tactics guaranteed to fuel your growth engine.

The aim is to provide ideal clients with content that educates and entertains them, and guides them at every stage of the buyer journey.

  1. In the attract phase, draw potential customers in with relevant and valuable content that helps them learn about you and your product and offers solutions to their problems.
  2. In the engage phase, you aim to educate your audience further and build trust, making them more likely to buy from you.
  3. In the delight phase, you go above and beyond by continuing to engage customers and turning them into lifelong fans.

Inbound marketing has a few benefits:

  • Helps to establish brand authority
  • You can generate quality leads in a cost-effective way
  • You become a trusted authority and expert in the eyes of your customers
  • You can affect all six levers of growth

In previous articles, we’ve written about inbound marketing tactics for each phase of the buyer journey. For example, in SaaS Content Writing: How to Attract, Engage, and Delight Your Customers, we highlight how to write content that’s relevant and helpful to your buyer persona.

For this article, we’re going to highlight 5 creative ways to utilize inbound marketing so you have some out-of-the-box tactics you can steal to drive growth.


1. Create a Robust Content Repurposing Strategy

Before you start repurposing your content; you need to know what you’ve got to work with. Hopefully, you’ve got a ton of content saved somewhere that you can dig out. Or just mine your blog posts.

You’ll be surprised how much content you have that’s usable.

Audit the content you find. Categorize it by topic, format, and audience. Next, set clear objectives. What do you want to achieve by repurposing content? Repurposing without direction won’t bear fruit.

For example, do you want to drive more traffic to your website, increase brand awareness, or build relationships with potential customers?

All are valid objectives. Once you have an objective, choose the right format. Where does your ICP (ideal customer profile) hang out? How do they like to consume content? Find them there.

In the B2B SaaS world, many decision-makers hang out on LinkedIn. How can you reach them?

  • Turn a blog post into a video and post it on LinkedIn
  • Break the video into snippets and post each snippet accompanied by text that relates to the point in the video
  • Create a carousel of the main points of the video
  • Turn the post into a listicle

You can do this with pretty much any piece of content that you believe will resonate with your ICP. And on any channel.

Don’t forget to optimize your content for SEO. That means using keywords and phrases throughout your content, including in the titles, meta descriptions, and headings.

Pro tip: Focus on 1-2 channels at a time and go all-in. You don’t want to spread your team or resources too thin.


2. Include an FAQ Section on Your Blog Posts

When visitors land on your website or blog post, they often have common questions. An excellent way to answer those questions is by including an FAQ section

You want to make save your reader time by providing information they would normally need to search for.

An FAQ section can almost be seen as a possible next step. For example, if your blog post is titled, “HubSpot vs. Marketo: Which is the Best CRM?” you might have an FAQ section that answers questions like

  • How much does a CRM cost?
  • What’s included in a CRM?
  • Will a CRM work for my business?

These are questions potential customers might have. The more you can educate your customers, the more they’ll trust you. They might also stay on your pages for longer.

With FAQs on your blog, you start to increase authority.

By providing comprehensive answers to frequently asked questions, you demonstrate expertise on a given topic, and establish yourself as an authority in the eyes of your readers.

Related Read: SEO vs. SEM: 6 Growth Marketing Case Studies That Will Surprise You

Another benefit is a boost to your SEO efforts. You can’t keyword stuff, but using keywords in your answers can help your blog rank higher on search engines.


3. Run a Survey and Report Your Findings

It’s super easy to create surveys, collect data, and report your findings these days. It won’t cost you much either. The first step is to decide what you want to find out from the survey.

How will it help your marketing efforts? What are the insights you need to execute your ideas?

Use a survey tool like SurveyMonkey or Typeform and tailor the questions to your audience.

Questions need to be easy to understand, and you’ll want to include a mix of open-ended and multiple-choice questions.

A couple of ground rules before you distribute your survey

  • Don’t ask coercive or leading questions
  • Put demographic questions first and make them mandatory to move to the next question
  • Randomize your question choices

Distribute your survey via email, social media, or even paid ads.

From a marketing perspective, you could run a survey on current trends, or ask CMOs about what they’re experiencing in their industry and what’s changing.

Ensure that your survey is broad enough to attract responses yet focused enough to attract your ICP.

Once you gather your data, look for patterns and outliers. Create a report, and repurpose it via email, social media, and design an infographic to use on other platforms.

Include your key insights and recommendations.


4. Create a Quiz

Interactive content that engages your readers is a relatively untapped goldmine.

People like to interact. And if they have a fun time engaging with your brand, or better yet, learn something new about themselves, you’re well on your way to building a relationship.

Quizzes keep potential customers on your pages for longer. Done well, quizzes can also generate click-throughs and conversions, and capture valuable customer data. 

Recently, Riddle released the first data-driven analysis about quizzes: Quiz Marketing Benchmark Report. Its key findings might excite you.

  • Quizzes are 20x more effective than pop-ups, with an opt-in rate of 41.4% vs. 1.9% for pop-ups.
  • The average time spent on websites globally is 54 seconds. Quizzes engage visitors for 2 minutes 34 seconds, a 281% increase.
  • 4 out of 5 visitors complete a quiz.

Let’s say you need to qualify a lead based on their expertise. You can find out whether your visitors are experts, novices, or newbies and provide resources that best fit their needs.

You start to build trust and can use the data you collect to segment your audience and tailor their journey with your brand.


5. Broadcast Your Customer’s Stories

Off the bat, the most powerful way to show potential customers that you can solve their problems is to show them a success story. Not just any success story.

But a story about how someone just like them achieved massive success from using your product or service.

Related Read: 6 Must-See Organic Lead Generation Strategies to Fill Your Pipeline

A great example to look at of successful organic growth with customer stories is Notion. 

Notion is project management and note-taking software that broke into the industry using tactics such as utilizing its small customer base and social media to expand and grow.

They leaned into their community of users.

Through community-led growth, they created an army of brand advocates. There are community forums, YouTube tutorials from multiple creators, and customer support platforms–all user-driven.

The best part? They started growing their community with just a few Twitter enthusiasts.

From there, they created voluntary positions for Notion Ambassadors, enthusiastic users who share Notion and educate their own communities.

This is the ultimate way to utilize customer connections to encourage user-to-user engagements.

Of course, there are more common routes to sharing customer stories:

  • An up-to-date case study page on your website that includes actual results
  • Sharing video testimonials on social media and sprinkling them throughout your blog posts
  • Bringing customers on to your podcast as guests

However you want to do it, get your current customers in front of potential customers and create a flywheel effect. Your best customers are also your best marketers.


Use These Creative SaaS Inbound Marketing Tactics To Drive Organic Growth 

Organic growth is a process. 

This is not an overnight tactic and can take a lot of failures for start-ups until they find an avenue that works for them. 

Working with a hybrid growth team can not only speed up organic growth, but it gives companies the 1:1 training and education that will benefit them in the long run.

Here at Lean Labs, we work with SaaS and Tech companies to help them achieve organic growth. One of those companies is RocketSpace

“If I didn’t have Lean Labs, I would need a full-time team of 20 people to do what they do for us. There are so many things that I am proud of working on with Lean Labs.”

 -Ashleigh Harris, Chief Marketing Officer RocketSpace

With Lean Labs, you can expect to see a 22% quarterly growth rate, 10x your growth in 24-36 months, and learn from a team of marketing professionals to scale lead generation and profitable customer acquisition.

Want to peek behind the curtain and see exactly how we achieve massive growth? Check out the Growth Playbook today!

Post by Admin
February 15, 2023

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