growth hacking: 43 ways to get quality traffic to your b2b saas site

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Traffic Hacking 43 Growth Hacking tacitcs to get quality prospects to your B2B SaaS site Copyright© 2012 Lincoln Murphy. All Rights Reserved Lincoln Murphy presents...

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A successful sales process for your SaaS app starts by attracting the right audience… … which is why I put together a presentation called “Traffic Hacking: 43 ways to get quality prospects to your site” to help you become the Growth Hacker I know you can be. Look, attracting the Right Audience in the form of a steady (or steadily increasing) flow of relevant traffic to your marketing website is absolutely required for the scalable and sustainable growth of your SaaS or Web App company… …and this one hour and 20 minute video presentation is pure, unadulterated traffic-getting awesomeness that will help you achieve that! Watch the video here: http://sixteenventures.com/traffic-hacking

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Page 1: Growth Hacking: 43 Ways to Get Quality Traffic to your B2B SaaS Site

Traffic Hacking43 Growth Hacking tacitcs to get quality

prospects to your B2B SaaS site

Copyright© 2012 Lincoln Murphy. All Rights Reserved

Lincoln Murphy presents...

Page 2: Growth Hacking: 43 Ways to Get Quality Traffic to your B2B SaaS Site

Five Rules Before We Get Started1. Know what your audience is looking for, what problems they

have or what opportunities they want to take advantage

2. Talk to your audience, not about your product... at least at first... WIIFT!

3. Know how your audience ‘consumes marketing’ and where they are on the awareness ladder

4. Know where your audience hangs out online, what publications/blogs they read, who they listen to and trust, etc.

5. Know the goal for the traffic you're getting! Traffic doesn't matter - customers matter. So get 'em to take action when they get to your site.

Copyright© 2012 Lincoln Murphy. All Rights Reserved.

Page 3: Growth Hacking: 43 Ways to Get Quality Traffic to your B2B SaaS Site

0. No Problem

1. Problem

2. Solutions Exist

3. Your Solution

4. Benefits of Your Solution

5. Convinced!

Awareness Ladder

Indoctrination

Free Trial

Buy Now!

Copyright© 2012 Lincoln Murphy. All Rights Reserved.

Page 4: Growth Hacking: 43 Ways to Get Quality Traffic to your B2B SaaS Site

Traffic Hacking43 Growth Hacking tacitcs to get quality

prospects to your B2B SaaS site

Copyright© 2012 Lincoln Murphy. All Rights Reserved.

Page 5: Growth Hacking: 43 Ways to Get Quality Traffic to your B2B SaaS Site

Copyright© 2012 Lincoln Murphy. All Rights Reserved.

This is from an 85-minute presentationI did in 2012... if you’d like to watch thevideo of that presentation, you can here:

http://sixteenventures.com/traffic-hacking

Page 6: Growth Hacking: 43 Ways to Get Quality Traffic to your B2B SaaS Site

Realistic Traffic Boost from These Tactics

Copyright© 2012 Lincoln Murphy. All Rights Reserved.

Do the Thing

http://sixteenventures.com

Page 7: Growth Hacking: 43 Ways to Get Quality Traffic to your B2B SaaS Site

Potential Growth from these Tactics*

Do the Thing

Copyright© 2012 Lincoln Murphy. All Rights Reserved.

Do the Thing

Do the Thing

Do the Thing

Do the Thing

*if you do things right andthe stars align in your favor

http://sixteenventures.com

Page 8: Growth Hacking: 43 Ways to Get Quality Traffic to your B2B SaaS Site

SNT = Super Ninja Tactic

Copyright© 2012 Lincoln Murphy. All Rights Reserved. http://sixteenventures.com

Page 9: Growth Hacking: 43 Ways to Get Quality Traffic to your B2B SaaS Site

#1 - SEOIf they don't search for info, all the SEO in the world won't matter

SEO = Hope... Hope is a bad strategy!

Know your audience and what they're looking for/the terms they use (use Google AdWords Keyword Tool... at least) and build your marketing site around that

If you have an audience that is low on the awareness ladder, they aren't going to search you out... you need to go out to where they are and get them to come back to your site

Oh, yeah... and putting all of your eggs in the Google basket might be a bad idea... you never know how Google will change it's algorithms next and cause your site to be ranked lower... even if you aren't doing anything "black hat"...

Copyright© 2012 Lincoln Murphy. All Rights Reserved. http://sixteenventures.com

Page 10: Growth Hacking: 43 Ways to Get Quality Traffic to your B2B SaaS Site

#2 - Content MarketingCreate compelling content that search engines like, but that your market likes (and shares) even more

Contrary to popular belief, you don't create content just to attract people to your site (see #1 above)... you create it to engage with people, to get them to stick around, to know, like, and trust you and eventually use it to convince them to sign-up for your stuff.

The higher-up on the awareness ladder people are, the less you have to do to convince them and the more actively they'll seek you out.

Buy Content here: http://www.textbroker.com/ https://www.elance.com/ https://www.odesk.com/

Copyright© 2012 Lincoln Murphy. All Rights Reserved. http://sixteenventures.com

Page 11: Growth Hacking: 43 Ways to Get Quality Traffic to your B2B SaaS Site

SEO & Content Marketing is where most people stop...and it's why most people wish they had more traffic!

Here are 41 other ways to generate traffic in no particular order... and this list is far from exhaustive!

Copyright© 2012 Lincoln Murphy. All Rights Reserved. http://sixteenventures.com

Page 12: Growth Hacking: 43 Ways to Get Quality Traffic to your B2B SaaS Site

#3 - Email ListYou should be building an email list before you launch and maintain lists of future/past and current customers; and market to them appropriately. If you aren't doing this, you're missing out. Period.

This is a traffic source that you build organically and from swaps, customers, etc.

Think about your mailing list like a bank account that you can reach into and pull traffic - and money - from on demand

Copyright© 2012 Lincoln Murphy. All Rights Reserved. http://sixteenventures.com

Page 13: Growth Hacking: 43 Ways to Get Quality Traffic to your B2B SaaS Site

#4 - Alternative ProductsiPhone / Android Apps

Kindle e-Books

Installed Apps

Stand-alone MVP Web Apps

If it resonates with your audience and gets your name/link into their hands and doesn't cannibalize revenue streams... do it!

Not necessarily FREE... apply a price, discount it 100%, drive up ratings, take off discount for public, offer discounts to select groups

Copyright© 2012 Lincoln Murphy. All Rights Reserved. http://sixteenventures.com

Page 14: Growth Hacking: 43 Ways to Get Quality Traffic to your B2B SaaS Site

#5 - Video MarketingGoogle ❤ Youtube (also #3 search engine itself)

Don’t have video ideas? Do a video overview for every blog post you write

Put your URL as the first part of the description

Use the keywords you want to rank for

You can use other video platforms for hosting quality video - like VSLs - Wistia is who I use - on marketing pages, but also put those on Youtube for SEM

Copyright© 2012 Lincoln Murphy. All Rights Reserved. http://sixteenventures.com

Page 15: Growth Hacking: 43 Ways to Get Quality Traffic to your B2B SaaS Site

#6 - WebinarsHas that "live event" feel that people will work their schedule around to attend

People know that they have to register and are OK with that

You can even do automated ones - http://www.stealthseminar.com/, http://webinaragogo.com/

Market these independent of your product and use to convert to buyers/trials

Copyright© 2012 Lincoln Murphy. All Rights Reserved. http://sixteenventures.com

Page 16: Growth Hacking: 43 Ways to Get Quality Traffic to your B2B SaaS Site

#7 - SwapsYou do something for someone, they do something for you... in this case you each send each other traffic

Get an industry pro to do a Webinar with you. They market the webinar to their list (another validation of their expertise) and you market to your list (you’re educating/indoctrinating/piggy-backing on their trust) and you each get a list of participants who you can send to your site.

Unbounce and KISSMetrics did a great swap in late 2012

Get someone to email out to their list about you; you do the same for them... share sign-up/opt-in lists with each other

On your Post-Signup/Thank You page send traffic to them; they do the same... Get an extra month FREE when you sign-up for XYZ product!

Copyright© 2012 Lincoln Murphy. All Rights Reserved. http://sixteenventures.com

Page 17: Growth Hacking: 43 Ways to Get Quality Traffic to your B2B SaaS Site

#8 - Write Guest Blog Posts/ArticlesWrite articles in the publications or on the blogs that your audience reads

Think about adjacent products that your customers already use and write for them

Including offline industry rags

Get a byline (with a CTA) and/or include links in your post and you’ll get traffic from their readers

Copyright© 2012 Lincoln Murphy. All Rights Reserved. http://sixteenventures.com

Page 18: Growth Hacking: 43 Ways to Get Quality Traffic to your B2B SaaS Site

#9 - Host Guest Blogs/ArticlesGet people to guest blog for you

Everyone wants exposure

If they have an audience, you just tapped into it!

KISSMetrics has built a significant revenue stream using their blog - with tons of guest posts - to drive traffic into the top of the funnel

http://blog.kissmetrics.com/the-neil-patel-method/

SEOMoz touts “1,634 Community Written Blog Posts” in their latest funding deck... they tap their community for content (and those posts are super-deep and ultra-informative)... and those people go on Twitter, Facebook, their blogs, etc. and promote their work... and their community friends do, too! HUGE!

Copyright© 2012 Lincoln Murphy. All Rights Reserved. http://sixteenventures.com

Page 19: Growth Hacking: 43 Ways to Get Quality Traffic to your B2B SaaS Site

#10 - Industry Expert InterviewsDo interviews with industry experts and post on your blog/site

industry experts bring credibility and a built-in audience (an “expert” will waste no time in promoting their interview to their audience!)

make someone from your team (CEO/leader ideally) available to be interviewed AS an industry expert

leverage the idea in the second point above to promote your own expertise

Copyright© 2012 Lincoln Murphy. All Rights Reserved. http://sixteenventures.com

Page 20: Growth Hacking: 43 Ways to Get Quality Traffic to your B2B SaaS Site

#11 - Interviews Outside your IndustryGet Andrew Warner of Mixergy to interview you

He'll write copy about you and give you a link to go along with the interview

Or maybe you look to “tech” industry outlets Software CEO, Sandhill.com, Softletter, Think Strategies, etc.

Extra-industry publicity can sometimes add to credibility

But don't spend too much time outside your industry... do a few of these

Copyright© 2012 Lincoln Murphy. All Rights Reserved. http://sixteenventures.com

Page 21: Growth Hacking: 43 Ways to Get Quality Traffic to your B2B SaaS Site

#12 - Infiltrate Online CommunitiesForums, LinkedIn Groups, etc. that are specific to your industry

Get to know the moderator/owner so they'll help promote what you have to offer (but be prepared to play politics with some of the biggest egos online!)

Find people in your industry on LinkedIn, see what groups they belong to, and join those

http://www.postloop.com/ <== forum owners pay you to post content (either use that service or use as a guide)

http://rankings.big-boards.com/ <== huge list of top forums

Copyright© 2012 Lincoln Murphy. All Rights Reserved. http://sixteenventures.com

Page 22: Growth Hacking: 43 Ways to Get Quality Traffic to your B2B SaaS Site

#13 - Create Online CommunitiesCreate a forum

Start a discussion list (put your URL in the sig)

Create a LinkedIn Group

SNT: Find people in your industry on LinkedIn, see what groups they belong to, join those, then create yours, and promote it to the other members of the group you’re in!

Facebook Group

Copyright© 2012 Lincoln Murphy. All Rights Reserved. http://sixteenventures.com

Page 23: Growth Hacking: 43 Ways to Get Quality Traffic to your B2B SaaS Site

#14 - Get Quality BacklinksNot just to boost SE rank - which may or may not work at any given time - this is to get TRAFFIC

Go where your customers are and give them something to link to... don’t just ask random bloggers to link to your main page

Give them a blog post or whitepaper (reverse squeeze!) to link to

For SEM purposes, get some high-quality, contextual links by joining organizations - even locally - like the Chamber of Commerce

Google’s always changing, but context will always rule(?)

Copyright© 2012 Lincoln Murphy. All Rights Reserved. http://sixteenventures.com

Page 24: Growth Hacking: 43 Ways to Get Quality Traffic to your B2B SaaS Site

#15 - ConferencesSpeaking gives you credibility, a link (usually), and a built-in audience that you should leverage to send traffic to your site

SNT: As you wrap up your speech, mention you had 3 other points you wanted to cover, but didn’t have time... go to mysite.com/confname to download those slides! (reverse squeeze)

Sponsoring conferences/events - you will often get emails of participants; use cold-outreach tactics to drive traffic.

SNT: Don’t expect too much traffic from a logo... so use a CTA instead if allowed!

Attend conferences/events - treat it like the marketing opportunity it is... no reason you couldn't boost traffic from being around 400 like-minded, industry folks (SNT: little informal meetups)

Copyright© 2012 Lincoln Murphy. All Rights Reserved. http://sixteenventures.com

Page 25: Growth Hacking: 43 Ways to Get Quality Traffic to your B2B SaaS Site

#16 - PinterestIf you have a visual component to your product, integrating with Pinterest could drive massive traffic to your site

Know your audience and know where they hang out

This is the #3 social network - behind Facebook and Twitter - in the world right now and the demographics are very specific... but if it works, it works

This might make total sense for slidemotion.com either to use solely for marketing or - even better - to integrate with Pinterest and “pin” every photo (frame) in a video sequence... pull pics in from Facebook, pin them, then create a video from that and send all traffic from those pins to that video... MASSIVE TRAFFIC

Copyright© 2012 Lincoln Murphy. All Rights Reserved. http://sixteenventures.com

Page 26: Growth Hacking: 43 Ways to Get Quality Traffic to your B2B SaaS Site

#17 - Be The BonusGive your main or alternative product to adjacent product companies to use as a bonus

Sort of like a swap, but you get a customer and not a trial or just an email address

Copyright© 2012 Lincoln Murphy. All Rights Reserved. http://sixteenventures.com

Page 27: Growth Hacking: 43 Ways to Get Quality Traffic to your B2B SaaS Site

#18 - PPC AdsGoogle AdWords, Bing, Facebook, LinkedIn

Contextual and Congruent

Not just text... some are graphical

SNT: buy an action-oriented domain name to use in the ads... getyourapp.com

Use Trada (http://www.trada.com/) or http://boostctr.com/ and tap into their massive network of micro-copywriters to create ads for you...

Google just updated Adwords rotation, taking away great testing and replacing it with more revenue for them (one basket + all eggs = fail)

Copyright© 2012 Lincoln Murphy. All Rights Reserved. http://sixteenventures.com

Page 28: Growth Hacking: 43 Ways to Get Quality Traffic to your B2B SaaS Site

#19 - Display AdsPay Per Impression (generally; not always...)

Google AdSense / Ad Networks / http://buysellads.com/ http://www.yabuka.com

Disruptive and Incongruent (and Contextual... hopefully)

SNT: take a picture of a text ad that is killing it for you and use that as your display ad

Copyright© 2012 Lincoln Murphy. All Rights Reserved. http://sixteenventures.com

Page 29: Growth Hacking: 43 Ways to Get Quality Traffic to your B2B SaaS Site

#20 - RetargetingServe ads to those that have already interacted with you

http://retargeter.com <== tell ’em I sent you and they’ll give you 50% off of banner ad creation

Copyright© 2012 Lincoln Murphy. All Rights Reserved. http://sixteenventures.com

Page 30: Growth Hacking: 43 Ways to Get Quality Traffic to your B2B SaaS Site

#21 - Newsletter AdsClassified Ad: Get a mention in someone else's newsletter

Sponsor: The content is brought to them by you

Solo: The entire email is all about you <== best one

Use this to build your list, not to sell/try to get ’em to try your product

Find them on your own, DirectoryOfEzines.com, Smart Brief, FierceMarkets, if you use Mailchimp you can try Wavelength to find adjacent newsletters, NewsletterDirectory.Co, etc.

LaunchBit offers ads in 3rd party newsletters

Copyright© 2012 Lincoln Murphy. All Rights Reserved. http://sixteenventures.com

Page 31: Growth Hacking: 43 Ways to Get Quality Traffic to your B2B SaaS Site

#22 - TwitterUse it to cultivate connections and spread your message w/ links back to your site

Very often tweets/RTs are cultivated outside of Twitter... send an email to people asking for a Tweet/RT

SNT: @'ing those in your industry = Cold Outreach via Twitter... and it works (if you follow the Cold Outreach rules)

You can also buy Promoted Tweets directly from Twitter or use a company like BuySell Ads, IZEA, sponsoredtweets.com or adly.com

You can even get Paris Hilton to Tweet for you... $4600 per tweet to her 7M+ followers through BuySellAds

Copyright© 2012 Lincoln Murphy. All Rights Reserved. http://sixteenventures.com

Page 32: Growth Hacking: 43 Ways to Get Quality Traffic to your B2B SaaS Site

#23 - Web / App DirectoriesOld School

SaaS/App Listings

Industry Specific

There is simply no excuse for NOT being in every single directory out there

Part 1: 100 Places to Promote your SaaS or Web App

Part 2: 100 Places to Promote your SaaS or Web App

Copyright© 2012 Lincoln Murphy. All Rights Reserved. http://sixteenventures.com

Page 33: Growth Hacking: 43 Ways to Get Quality Traffic to your B2B SaaS Site

#24 - Offline Direct MailUse Offline to drive them online

Snail mail volume is stupid low right now

Take advantage of cheap postage and a lack of noise

...but be creative!

Use pURLs in the copy, if possible/applicable

SNT: send in a DHL envelope

Use FedEx if you *really* want to make an impression - costs a lot, though!

Copyright© 2012 Lincoln Murphy. All Rights Reserved. http://sixteenventures.com

Page 34: Growth Hacking: 43 Ways to Get Quality Traffic to your B2B SaaS Site

#25 - IntermediariesIntermediaries = Channels

Distributors /Trusted Advisors /VARs / SIs

Xero uses Accounting Firms to promote their product

Make your product something the Intermediary can use, too! Something that makes their life/core business easier/better/faster and they’ll push it for you

There are people out there that already have your audience's trust... make one sale - to the Intermediary - and they'll make hundreds or thousands of sales for you!

Copyright© 2012 Lincoln Murphy. All Rights Reserved. http://sixteenventures.com

Page 35: Growth Hacking: 43 Ways to Get Quality Traffic to your B2B SaaS Site

#26 - Facebook PageDon't just have one to have one

Use this to drive traffic to your site and get people to opt-in to your mailing list, sign-up for webinars, download reports, etc.

Use it to “engage” with people on-page, of course, but know the goal is to get them to take an off-page action and add them to your list/database/etc.

Copyright© 2012 Lincoln Murphy. All Rights Reserved. http://sixteenventures.com

Page 36: Growth Hacking: 43 Ways to Get Quality Traffic to your B2B SaaS Site

#27 - WhitelabelingThere might be people out there that could take your product into a whole new market better than you ever could... so let 'em!

I know a number of people on both sides of the whitelabel equation that do QUITE well

Copyright© 2012 Lincoln Murphy. All Rights Reserved. http://sixteenventures.com

Page 37: Growth Hacking: 43 Ways to Get Quality Traffic to your B2B SaaS Site

#28 - AffiliatesDon't over-think this.... find someone that has the audience you want to reach and make a deal

Groobix teamed with IM’er for Latin American market

Profitably (now ActiveCell) hired a company to find affiliates

Loop11 created a program themselves and had people selling for them in other languages/markets and finding new/creative ways to sell their product.

Let Affiliates sell your AltProd for 100% commission

Do one-off Affiliate relationships... you might not have 1000's of affiliates, especially at first... have a couple that you trust and then scale it out

Copyright© 2012 Lincoln Murphy. All Rights Reserved. http://sixteenventures.com

Page 38: Growth Hacking: 43 Ways to Get Quality Traffic to your B2B SaaS Site

#29 - Marketplaces / App StoresThese are just another Distribution / Sales Channel

From Traditional App Stores all the way to things like AppSumo

Part 1: 100 Places to Promote your SaaS or Web App

Part 2: 100 Places to Promote your SaaS or Web App

Let’s you reach audiences you might otherwise not reach

If you can reach those folks on your own, it might not be worth the cut app stores take... but if you couldn’t reach them, any cut is better than 100% of NOTHING!

Copyright© 2012 Lincoln Murphy. All Rights Reserved. http://sixteenventures.com

Page 39: Growth Hacking: 43 Ways to Get Quality Traffic to your B2B SaaS Site

#30 - IntegrationsMany companies do quite well piggybacking off of other companies that have an established audience

WORKetc works with Evernote & Google Apps

Freshdesk is in Google Apps Marketplace

iMeet is integrated with Evernote

FreeAgent is part of AppDirect and integrated with Basecamp

ClientSpot is a FreshBooks integration partner

Bidsketch is integrated with Highrise and Freshbooks

Copyright© 2012 Lincoln Murphy. All Rights Reserved. http://sixteenventures.com

Page 40: Growth Hacking: 43 Ways to Get Quality Traffic to your B2B SaaS Site

#31 - ReferralsMany people say referrals are the backbone of their business

Few of those people actually have a system in place for getting referrals

Don't make that mistake

Leverage the audience/customer base you already have!

Viral Expansion Loop (Oddly, free products do this really well while paid products usually suck at this)

Copyright© 2012 Lincoln Murphy. All Rights Reserved. http://sixteenventures.com

Page 41: Growth Hacking: 43 Ways to Get Quality Traffic to your B2B SaaS Site

#32 - Testimonials / Case StudiesDo full featured testimonials and case studies with companies known in your industry (SNT: Get them to write the case study for you!)

Piggy back off their credibility

They’ll often promote it to their audience (especially if it is done in a way that makes sense for them to do that) Oh... and it doesn’t hurt to ask them to promote it, too!

You can do PR against it

It will likely speak the language of your market so people will find it

People searching for those companies will find your site instead/as well! Piggyback on their fame!

Copyright© 2012 Lincoln Murphy. All Rights Reserved. http://sixteenventures.com

Page 42: Growth Hacking: 43 Ways to Get Quality Traffic to your B2B SaaS Site

#33 - Cold Email OutreachScraped/bought lists you treat as one-off emails that you use to drive traffic / opt-in

SNT: send people to a Wistia video w/ ?wemail or even better the ?wkey (http://files.wistia.com/tools/identity-tagging/index.html) url param so you automagically have know who clicked and who didn't without "tracking" the link and killing trust (awesome for swaps/solo ads/etc.)

you can also do this by having a script that tracks URL params... even GA can do this

AES used Hubspot and got zero leads... then they started doing CEO and are getting 150 leads/month...

Copyright© 2012 Lincoln Murphy. All Rights Reserved. http://sixteenventures.com

Page 43: Growth Hacking: 43 Ways to Get Quality Traffic to your B2B SaaS Site

#34 - Cold LinkedIn OutreachLinkedIn = B2B Gold

Use the scraped/bought lists to import into LinkedIn and when they connect with you, they’ve “opted-in” and you can message them to drive traffic

Add them in bulk (this will send everyone the “I’d like to add you...” generic message. This can be good if you want to conceal your intentions

If you want or use Rapportive to do it one at a time and send a relevant message

SNT; use unsubscribes from your mailing list... I’ve had ~30% accept and now I haven't lost touch... they’ll see my updates and I can reach out directly

Copyright© 2012 Lincoln Murphy. All Rights Reserved. http://sixteenventures.com

Page 44: Growth Hacking: 43 Ways to Get Quality Traffic to your B2B SaaS Site

#35 - Press ReleasesGets you out there, gets your link out there, lets Google know that you're doing something... good or bad, it works...

do a press release for everything, even your blog posts!

Make sure you include a link... oh, but you might also get picked up by the media

People that say press releases are dead just wish they were

http://www.prweb.com/

http://www.businesswire.com/

http://www.prlog.org/ (FREE)

Copyright© 2012 Lincoln Murphy. All Rights Reserved. http://sixteenventures.com

Page 45: Growth Hacking: 43 Ways to Get Quality Traffic to your B2B SaaS Site

#36 - Win AwardsSign-up for, nominate yourself for, and otherwise try to win awards

Many cost money to “be nominated” but it gives you a "credible" reason to do a Press Release and gets your name out there (think Think Strategies’ BoSS awards) in front of the awarders(?) audience

Some are legit competitions which you should still enter because they give you links and exposure generally, even if you don’t win!

Copyright© 2012 Lincoln Murphy. All Rights Reserved. http://sixteenventures.com

Page 46: Growth Hacking: 43 Ways to Get Quality Traffic to your B2B SaaS Site

#37 - Target GMail Users w/ AdWordsUse AdWords to target GMail users

If your potential customers use GMail, they likely spend A LOT of time in GMail every day

if your customers are large enterprises that use Exchange or Lotus Notes... this might be a stupid idea.

Use “thought stringing” - put yourself in the middle of their conversation, hit on Book Titles, Names & Competitors, competitor Unsubscribe Info or specific subject lines.

If you get too granular or specific you could hit the "low search volume" response from Google and they won't run your ad. Expand out until they do.

Copyright© 2012 Lincoln Murphy. All Rights Reserved. http://sixteenventures.com

Page 47: Growth Hacking: 43 Ways to Get Quality Traffic to your B2B SaaS Site

#38 - HAROHelp a Reporter Out (http://www.helpareporter.com/)

When you see a story that's relevant to your industry/niche/expertise... reach out and get your company mentioned (don't forget to explicitly ASK for a link to your site!)...

Oh, and you can place ads in HARO.... your industry experts waiting for a way to get mentioned by the media and then they see your ad? Use that power wisely!

75% open rate (is what they claim; and I’m sure that is legit) and ads start cheap; like $300.

Copyright© 2012 Lincoln Murphy. All Rights Reserved. http://sixteenventures.com

Page 48: Growth Hacking: 43 Ways to Get Quality Traffic to your B2B SaaS Site

#39 - Cold CallingPick up the phone

Make 25 calls per day, 22 days per month (550/month total)

Get 25% to go to your site (maybe get a domain that’s easy to say and easy to understand over the phone)

You've got 138 new, targeted leads... send 'em to a webinar reg or other reverse squeeze.

You might have to do less-than-scalable things at first to figure out what you need to do to scale later

Copyright© 2012 Lincoln Murphy. All Rights Reserved. http://sixteenventures.com

Page 49: Growth Hacking: 43 Ways to Get Quality Traffic to your B2B SaaS Site

#40 - Q&A SitesFind questions on Q&A sites like Quora, Focus, or LinkedIn and use that to write blog posts around, create videos about, or otherwise create content...

Have a VA or staff member scour the Q&A sites for questions then put them in a spreadsheet and then work off of that or set up something automated like http://ifttt.com/

SNT: Be sure to note how many followers a question has on Quora and answer them in the order of most followers to least... use your time wisely and go for leverage

Then "answer" the question with a link to your content

Copyright© 2012 Lincoln Murphy. All Rights Reserved. http://sixteenventures.com

Page 50: Growth Hacking: 43 Ways to Get Quality Traffic to your B2B SaaS Site

#41 - Sponsored ContentBasically you just pay for an article on a site

If the place you do this has reach and you do it right, it can be REALLY worth it; think product reviews, etc.

You can buy promoted blog posts through http://izea.com/ or http://www.postsgenius.com/

Many industry magazines will publish an article from you only if you also buy an ad... sleazy on their part, yes... effective? very.

Copyright© 2012 Lincoln Murphy. All Rights Reserved. http://sixteenventures.com

Page 51: Growth Hacking: 43 Ways to Get Quality Traffic to your B2B SaaS Site

#42 - Speak to Paid GroupsAre there membership sites, private paid communities, etc. where your target audience hangs out?

Make yourself available to be a presenter

These are powerful because the audience PAID to be there... they are customers of the group and have shown that they are willing to pay money to take action

There is also the rule of Commitment and Consistency at play here... they paid to be a part of the group and as a way of defending that decision are more likely to buy something the group is promoting

Copyright© 2012 Lincoln Murphy. All Rights Reserved. http://sixteenventures.com

Page 52: Growth Hacking: 43 Ways to Get Quality Traffic to your B2B SaaS Site

#43 - Offer Deals to GroupsIn the SaaS/Web App world, if I was selling a product to those folks I’d offer a deal to startup incubators, VC portfolios, Universities, Sponsored programs like Microsoft Bizspark, etc. ...

Bonus of offering something to Universities... do it right and get high-trust .edu domains linking to you!

You might offer free deals to these groups in exchange for links, buzz and a reason to do PR... plus, they’re young or young companies and they’ll grow up knowing, liking, and trusting you... not a bad way to guarantee some future business!

Copyright© 2012 Lincoln Murphy. All Rights Reserved. http://sixteenventures.com

Page 53: Growth Hacking: 43 Ways to Get Quality Traffic to your B2B SaaS Site

Copyright© 2012 Lincoln Murphy. All Rights Reserved.

This is from an 85-minute presentationI did in 2012... if you’d like to watch thevideo of that presentation, you can here:

http://sixteenventures.com/traffic-hacking

Page 54: Growth Hacking: 43 Ways to Get Quality Traffic to your B2B SaaS Site

That was 43 ways to get quality prospects to your site...some will work for you, some won’t... and few are “easy,”

though most are simple...

If anything, take away the idea that SEO & Inbound Marketing are only 2 ways and that this list of 41 other

ways is FAR from comprehensive!

Think outside the box and use your imagination!

Oh yeah, you could also get traffic from... t-shirts, stickers, QR codes, Social Sharing widgets, email signatures, out of office notifications, transactional email,

invoices/receipts, commenting on blog posts, business cards...

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