2 builders who never spoke to each other
Work the visitors and dead accounts you already have
Identify the companies behind anonymous traffic and treat them as named accounts, and load expired trials, churned customers and no-show demos back into an outreach list. These people have already shown intent once.
The method
- 01
Identify the companies behind your anonymous website traffic and work those accounts as leads.
- 02
Load your trial, churned and demo accounts into LinkedIn and run winback outreach against that list.
What it returned
Haines uses Clearbit for this: Reveal names anonymous visitors, Enrichment fills in contact data, and Prospector surfaces accounts that qualify.
Sources
- B2B SaaS Marketing - Getting started with paid acquisitionChris Frantz · chrisfrantz.com · LinkedIn – The proven choice for enterprise SaaS acquisition · 2020-04-23
- SaaS Marketing Tools | Corey HainesCorey Haines · corey.co · Lead Enrichment · 2018-09-01
the second source
Three plays a week, for the phase you are in
No roundup of links, no news. Three tactics more than one builder arrived at separately, with the numbers each one returned and the disagreements left in.
More in sales
- Charge for it before it exists6 unconnected
- Book the buyer calls before you write any code6 unconnected
- Package more of what you own into sellable slots6 unconnected
- Interview customers when sales stall, not buy traffic5 unconnected
- Borrow credibility from the customers you have5 unconnected
- Keep a named list of dream accounts and work it5 unconnected