Learning from the Pros
SEO for B2B SaaS: 10 Tips to Drive Pipeline and Revenue
Over the past five years, I’ve helped B2B SaaS companies like Clickhouse, WildSparq and EventsAir drive millions in pipeline and revenue through SEO.
My lesser-known strategies have been featured by CXL, Ahrefs, The Marketing Millennials and more.
Along the way, I’ve developed an SEO playbook that B2B SaaS companies can follow (step by step) to start seeing high quality inbound leads in a matter of months.
I’ll be breaking down my entire process below 👇
TABLE OF CONTENTS
- Tip #1: Define Your Money Keywords
- Tip #2: Understand What's Already Ranking
- Tip #3: Build a Best-in-Class Page
- Tip #4: Nail the basics
- Tip #5: Build Quality Backlinks for $0
- Tip #6: Publish At Scale
- Tip #7: Design Pages That Convert
- Tip #8: Leverage sales calls, customer success calls, and customer research
- Tip #9: Keep Improving
- Tip #10: Scale as you grow
Tip #1: Define Your Money Keywords
Most B2B SaaS companies see SEO as a checkbox on their to-do list.
The CMO or CRO says, “Competitors are outranking us, we need to do some SEO.”
And marketers, who are already juggling a million different tasks, simply go to Semrush or Ahrefs, find some keywords with low difficulty and high search volume, throw them into ChatGPT, and publish a few articles.
Unsurprisingly, this doesn’t yield inbound leads and has minimal impact on revenue.
For SEO to actually drive results, you need to focus on the keywords that your dream clients are searching, or what I like to call “money keywords.”
Here’s a matrix that you can use to identify them:
Column 1: Make a list of your main offers (ie calendar scheduling)
Column 2: Make a list of the industries you serve best (ie sales, HR, marketing, etc.)
Column 3: Make a list of your main competitors (ie Chili Piper, Calendly, HubSpot)
Column 4: Make a list of the problems you solve, or jobs to be done (ie struggling to route leads efficiently)
Now, you can use these columns to create high-intent long-tail keywords. For example:
1. Best calendar scheduling software
2. Calendar scheduling for sales teams
3. Chili Piper alternatives
4. How to route leads more efficiently
Keep in mind, these “money keywords” will probably have a low search volume, and that’s okay. At the end of the day, you want traffic that will convert into pipeline, not a large number of visitors outside of your ICP.
When you’re doing this exercise, make sure to involve your founder (if you’re a smaller founder-led company) or your sales team (if you’re a larger sales-led organization) – they’ll likely have great insights related to the problems you solve.
Tip #2: Understand What’s Already Ranking
Now that you’ve identified those money keywords, type them into Google to see what type of content is already ranking organically.
For example, if you type in “Chili Piper alternatives” you’ll find that the top organic search results are something along the lines of “Top 10 Chili Piper alternatives to consider”, or what is commonly referred to as a product listicle.
Look through these existing articles and think about what your company can do even better. Can you include a comparative table or social proof, and clearly demonstrate why you’re the best without sounding overly biased?
Or, if you’re creating an article on how to speed up the lead routing process, look at the guides at the top of the SERP and think:
How can I create similar articles that are even more helpful? How can I demonstrate greater experience, expertise, authority, and trustworthiness?
Maybe it’s by going much more in-depth, or weaving in relevant videos, or highlighting screenshots of your product.
Pro tip: Don’t be afraid of highlighting your product throughout your articles. As marketers, we often worry about sounding too promotional, but the truth is, you need to show that your product is the obvious solution to a problem in order to drive revenue.
Tip #3: Build a Best-in-Class Page
Once you’ve researched what top-ranking pages are doing, it’s time to figure out how to blow them out of the water.
If you’re creating a listicle, can you add better visuals, weave in your product more, or add relevant CTAs?
If it’s a how-to article, can you link to a lead magnet or a YouTube video with more helpful context?
If it’s a landing page, can you add a more comprehensive FAQ section that answers all of your prospect’s questions?
Pro tip: Always consider where your prospect might be in their journey based on their search query. For a more top of funnel how-to article, you can include more subtle CTAs and connections to your product, while for a competitor comparison article, it makes more sense to include a clear demo request CTA.
Tip #4: Nail the basics
Technical SEO is important for e-commerce sites with thousands of pages, but most B2B SaaS websites (which are often 50 pages or less) don’t need a ton of technical SEO to win.
Sure, you still need the basics.
For example, let’s say you write an article related to the keyword “Best calendar scheduling software.”
You’d want your slug to be “best-calendar-scheduling-software”; you’d want to include your keyword in your H1, meta title, and meta description; and you’d want to incorporate the keyword naturally throughout your article.
You’d also want good UX, a clear menu nav, solid design and UI on both mobile and PC, some internal links to relevant topics throughout your website, and some other pages linking back to your article.
That’s really all you need.
After you have these basics in place, focus on producing a high volume of content that’s relevant to your prospects, and don’t lose sleep over technical optimizations.
Tip #5: Build Quality Backlinks for $0
Even if you have the best content, ranking for your dream keywords isn’t easy, especially if your competitors have been around for decades and have extremely high domain authorities.
To compete against the giants and set yourself up for success, you need high quality backlinks to your website.
Here’s one of my favorite ways to get them:
1. Go to Semrush or Ahrefs, whichever keyword research tool you prefer, and paste the LinkedIn profile URLs of your thought leaders (Founder or other execs) into the backlinks tab.
2. In the results, you’ll find a list of all the articles featuring your thought leaders and linking out to their LinkedIn profiles.
3. Message these companies and see if they can update the articles to link to your website, not just to the LinkedIn profile URL. Even better if you can get a backlink to one of your high-intent pages.
After doing this, you can go a step further and visit the podcast search engine Listen Notes, type in your niche (ie B2B ads, recruitment, sales enablement), filter by top podcasts in your space, and make a list on a Google sheet.
Next, have your thought leaders reach out to the podcast hosts via LinkedIn.
The message can be short and simple, such as: Hey Sam, enjoyed your recent episode on X, had an unusual idea for your show. Are you against a conversation?
From my experience, around 20% of hosts will respond, and your thought leaders will start getting featured on amazing podcasts, which will eventually lead to more backlinks to the company website.
Pro Tip: To start seeing results quickly, aim to send 5-10 messages per week to podcast hosts in your space.
Tip #6: Publish At Scale
With SEO, quality matters, but quantity is a massive competitive advantage.
Larger companies are spending a lot of money on ads, content marketing, and events, but they typically have a ton of red tape.
They may take two weeks to approve a topic, a month to plan out the content, a month for design, a month for web development, a month to publish… Which is to say, by the time they’ve published 2 or 3 pages, you could have published 30, 40, or 50 quality articles, and started stealing some of the market share.
To start seeing results, publish as much content as possible focused on your money keywords (occasionally weaving in more top of funnel content).
Also, remember, unless you’re a super authoritative company, it’ll usually take 2-3 months for Google to crawl your pages, so the content you publish today is setting you up for success 90 days from now.
Tip #7: Design Pages That Convert
If you’re investing a lot of money in content, make sure you also invest in great design. The better the user experience, the more likely you are to drive conversions.
Here are some questions to ask yourself:
- Are your pages aesthetically pleasing?
- Is your content skimmable on both mobile and PC?
- Are you including screenshots, videos, or aha moments that relate to your product?
- Can you add more social proof (customer quotes, guides, walkthroughs) to increase trust?
- Are you sprinkling relevant CTAs throughout your content?
- Can you add sticky CTAs that are aligned with the funnel stage of each article (ie subscribe to newsletter for more top of funnel articles, request a demo for more bottom of funnel content)?
These changes, which might seem small, can lead to massive improvements in performance.
Tip #8: Leverage sales calls, customer success calls, and customer research
You can rank pages using generic AI-generated content that says things like “turbocharge your revenue” or “10X your productivity,” but prospects will immediately bounce.
If you want them to stay on your page – and possibly even schedule a demo – you need to write in-depth content that resonates with their exact pain points.
Looking at customer research and listening to calls is a great starting point. Even better if you can take your sales and CS teams out to lunch, walk them through the topics you’re tackling in your content, ask for additional insights, and weave these insights into your articles.
This way, all the content you create will be amazing for sales enablement in addition to SEO.
Tip #9: Keep Improving
As I mentioned previously, to win with SEO, you need to publish content quickly – when it’s ready, not when it’s perfect.
That being said, you should always be looking for ways to improve the content you’ve already published.
About 2 or 3 months after publication, check how your article is ranking.
For example, let’s say you write an article, and after a few months it settles at position number 7. You could look at this article more closely, and think of ways to get it closer to number 1.
Could you add a more comprehensive FAQ section, embed a relevant YouTube video, add nicer images of your product, include more customer quotes, or earn a few high quality backlinks?
These consistent optimizations can go a long way if you want to move up in the rankings.
Tip #10: Scale as you grow
SEO isn’t something you can set and forget – even if you’re an established company, there’s always room for improvement.
Once you’ve implemented tips 1-9, think of ways you can scale your efforts even further.
Can you increase your article production by hiring more team members or working with freelancers? Or create incredible resources (such as custom tools) that will be highly valuable to your ICP?
Also, don’t just think about SEO – after all, SEO is only a piece of the marketing ecosystem – think of ways to improve your ads, your YouTube channel, your podcast, your LinkedIn page, etc.
Improvements in all these areas will lead to greater brand awareness and trust, which will lead to more successful SEO.
Hope you found this article helpful!
Feel free to reach out on LinkedIn with any questions, or check out the Breaking B2B website or Breaking B2B podcast for more unusual B2B/SaaS SEO insights.
Resources for mastering B2B advertising
If you’re serious about mastering B2B advertising then you definitely need to join 1,000+ B2B marketers leveling up their paid advertising skill sets in AdConversion.
Here’s 4 reasons why you should consider joining. Every one of our on-demand courses are:
✅ 100% free access.
✅ Taught by vetted industry experts.
✅ Have workbooks, resources, and templates.
✅ Less than 10 minutes per lesson.
We believe every marketer should know how to scale paid ads so they can:
- Scale their ideas
- Level up their careers
- Make a positive impact
Click Here to Join 1,000+ B2B Marketers Today and start leveling up your advertising skill set.
Takes < 90 seconds to sign up (seriously we timed it 😂)
People Also Ask
How can I effectively measure the ROI of my SEO efforts in a B2B SaaS context?
Utilize key performance indicators (KPIs) such as organic traffic growth, conversion rates, and customer acquisition costs. Implement tools like Google Analytics and CRM systems to track the journey from organic search to lead conversion and revenue generation.
What are the best practices for conducting keyword research tailored to B2B SaaS audiences?
Focus on identifying high-intent keywords that align with your product’s solutions to specific business challenges. Consider the different stages of the buyer’s journey and develop content that addresses each phase, from awareness to decision-making.
How can I optimize my website’s technical SEO to support scalable growth for a B2B SaaS company?
Ensure your website has a clean architecture with logical URL structures, fast load times, and is mobile-friendly. Regularly audit for issues like broken links or duplicate content, and implement structured data to enhance search engine understanding.
What role does content marketing play in enhancing SEO for B2B SaaS, and how can I develop an effective content strategy?
Content marketing is pivotal in attracting and engaging your target audience. Develop a strategy that includes creating valuable, informative content such as blog posts, whitepapers, and case studies that address your audience’s pain points and demonstrate your expertise.
How can I build high-quality backlinks to improve my B2B SaaS website’s domain authority and search rankings?
Engage in thought leadership by contributing guest posts to reputable industry publications. Develop shareable content assets like original research or infographics, and foster relationships with industry influencers to encourage natural backlinking.
10 Tips to Create Winning LinkedIn Thought Leader Ads
Since their introduction in 2023, I’ve run hundreds of LinkedIn thought leader ads, for my demand gen agency, Omni Lab, and for my clients in B2B SaaS.
Through my experimentation with this format, I’ve developed a list of best practices to maximize the chances of success.
I’ll be sharing all my insights below 👇
TABLE OF CONTENTS
- Tip #1: Remember that thought leader ads are just sponsored posts
- Tip #2: Make sure your ads connect to your product
- Tip #3: Create content people would pay for
- Tip #4: Add Premium CTAs to your LinkedIn profile
- Tip #5: Test Non-Employee Influencer Campaigns
- Tip #6: Optimize your LinkedIn profile as if it were a landing page
- Tip #7: Look at the right metrics
- Tip #8: Give yourself a reality check
- Tip #9: Put yourself in your buyer’s shoes
- Tip #10: Focus on Awareness, Not Conversions
Tip #1: Remember that thought leader ads are just sponsored posts
First of all, remember that thought leader ads are not a silver bullet that will save your marketing program – they’re simply sponsored organic posts that can fit into your larger content strategy.
This isn’t to downplay the power of this format; targeting your ICP with content from your thought leaders is one of the most effective approaches to build brand awareness and mental availability.
That being said, your thought leader ads won’t be successful if you don’t have great positioning, messaging, content, or targeting.
The standard rules of marketing still apply.
Tip #2: Make sure your ads connect to your product
If you’re putting ad dollars behind organic posts, make sure they connect back to your product in some capacity.
I don’t mean adding a demo request CTA to every post, but the content you promote should have a core dotted line back to your product.
For example, at Omni Lab, I could promote a post highlighting our unique POV and approach to Google Ads, which is one of the services we offer. If this POV resonates with my audience, they’ll most likely think of me when they’re looking for support with their Google Ad campaigns.
Personal posts, such as occasional pictures of food or selfies on the beach, are okay, but they don’t deserve to be promoted.
At best, they won’t generate significant awareness for your product, and at worst, they’ll end up confusing your audience.
If your ICP loves you but they have no idea what you do, you probably won’t be in business for long 😬
Tip #3: Create content people would pay for
No matter how great your targeting or technical setup, you won’t get very far if you don’t have amazing content that people would be willing to pay for – this is true for ads in general, and especially true for thought leader ads.
Take some time to reflect on your offer. Are you just providing generic tips that people have heard many times? Or are you offering something unique and valuable that will pique the interest of your audience?
To give an example, for Omni Lab, I could run thought leader ads highlighting Google Ads bidding strategies. But it would be more effective to share in-depth campaign recommendations for my target accounts.
Or, if you’re a company like Navattic, you could run ads talking about interactive demos, but it would be more powerful to build out personalized interactive demos for your dream companies.
Next time you run a thought leader ad campaign, focus on increasing the perceived value of your offer, and you’ll see a massive improvement in performance.
Tip #4: Add Premium CTAs to your LinkedIn profile
If you’re looking to funnel people into an owned audience, such as your newsletter, consider adding a Premium CTA to your thought leader ads. This is something I do at Omni Lab, and it’s helped me generate hundreds of high quality email subscribers.
This CTA option is only available to LinkedIn Premium users: you can add CTAs such as View my newsletter, Visit my website, View my blog, etc., depending on the action you’d like your audience to take.
If you don’t have LinkedIn Premium, consider editing your post once the organic reach has died down (usually within 72 hours), adding a CTA with a link to your website.
Even though the primary goal of thought leader ads should not be to drive direct clicks and conversions, adding a CTA allows people to learn more about your company without having to go on a scavenger hunt.
Tip #5: Test Non-Employee Influencer Campaigns
After running hundreds of thought leader ads, both for Omni Lab and for my clients, I’ve found that thought leader ads from non-employees consistently outperform promoted posts from employees.
For example, at Omni Lab, we built out a media plan and campaign strategy for Navattic, and their Head of Growth and Operations (Natalie Marcotullio) made a post related to this.
We boosted this post to our target audience, and it was one of our top performing ads of all time, significantly outperforming all the thought leaders ads from me and my cofounder.
Clay is another great example of non-employee thought leadership. Members of their creator program post about how they use the software, and Clay promotes these posts to increase awareness for their company, while simultaneously expanding the reach of their creators – they’ve created a symbiotic relationship where everybody wins.
If you’re working with well-known people in your industry, consider how you might be able to partner with them: this could look like an audit, a strategy, a discount, access to exclusive features, etc. in exchange for promotion on LinkedIn.
Tip #6: Optimize your LinkedIn profile as if it were a landing page
When you’re running thought leader ads, your LinkedIn profile turns into your landing page – it’s the place where people go for more information about you and your company.
Here are a few tips to optimize your profile that I always share with my clients:
1. Make sure you have a banner image explaining what you do at a high level.
2. Make sure your profile photo is up to date, and use your primary brand color as the background.
3. Add what you do + the category you play in to your headline
4. Use the About section to explain why your company exists and how you approach things differently (bonus if you can also add a few testimonials)
5. Use the featured section to highlight your core CTA + top performing posts demonstrating your expertise
Tip #7: Look at the right metrics
Let’s say you have all the fundamentals in place: an optimized profile, great content, solid targeting, etc.
Now, the next step is to ask yourself: What metrics should we look at to understand if our content is working?
Here’s what I recommend to my clients:
1. First of all, check your LinkedIn demographics report to make sure that you’re actually reaching your ICP.
2. Check in-platform metrics such as impressions, engagement, and CTR. If these metrics look healthy, you’ll know that your audience is finding value in your content.
3. Look at smaller microconversions, such as engaged visits on your website. Are the people reading your thought leader ads eventually navigating to your site to learn more?
4. Look at the self-reported attribution field on your demo request form. Are more people mentioning your thought leaders? If the answer is yes, you’ll know that your content is building trust with the right people.
5. Finally, you can look at more bottom of funnel metrics, such as sign ups or meetings booked, but ultimately, DO NOT obsess over these metrics. Prioritize numbers 1-4 to understand if your content is resonating – it might take a while to see a significant impact on pipeline and revenue.
Pro Tip: If you’re not sure what content to promote as thought leader ads, look for posts that had a 2-3% CTR organically. In my experience, these posts with a higher organic CTR are also the top performing ads.
Tip #8: Give yourself a reality check
Most people – and B2B buyers especially – aren’t making impulse decisions and can’t be pushed through a funnel.
As the Ehrenberg-Bass Institute has highlighted, if you look at how often prospects make a purchase in your category, you’ll quickly realize how few of the people you’re targeting are actually in-market.
Even if you run the greatest ads in the world, you can’t expect people to schedule a demo if they aren’t actively looking for a solution.
And even if they do book a demo, if you have a higher ACV, you’ll probably have an extremely long sales cycle.
My point is, you can’t expect hundreds of demos or millions in revenue right away.
Tip #9: Put yourself in your buyer’s shoes
This is a fun exercise I like to do with my clients.
I ask: “When you see posts on LinkedIn, what actions do you usually take?”
Usually, the response is something along the lines of:
“I read and keep scrolling…” or “If I like something, I might react or leave a comment…”
Then I ask the follow-up question: “If you see a post you like from a company you’ve never heard of before, would you immediately book a demo?”
And typically the answer is “No, of course I wouldn’t.”
Our prospects aren’t that different than we are; if we wouldn’t buy immediately, they probably won’t either.
If you’re getting good engagement and starting to see other signs of life (such as engaged website visits), you’re headed in the right direction, even if you’re not seeing more demos and sign ups right away.
Tip #10: Focus on Awareness, Not Conversions
Think of thought leader ads as a brand awareness play, not a direct response tactic.
Like any good brand marketing, your thought leader ads should relate to key buying situations, or category entry points.
For example, if I promote posts about how we help our clients improve their lead quality, prospects may think of Omni Lab if they ever run into lead quality issues.
Or maybe I talk about how we use paid media to increase brand awareness, and prospects may think of us if they’re having a brand awareness problem.
The key to succeeding with thought leader ads is putting the right messages in front of the right people. If you do this over a long enough period of time, the pipeline and revenue will follow.
Hope you found this article helpful!
Feel free to reach out on LinkedIn or Omni Lab with any questions about demand gen or paid media.
Master B2B LinkedIn Ads with these 3 Free Courses:
If you want to become a LinkedIn Ads pro, check out our free B2B LinkedIn Ads courses, where you'll learn how to launch, optimize, and scale your campaigns to drive pipeline and revenue.
Here's what you'll learn in each course:
⚙️ B2B LinkedIn Ads 101 - The Ultimate Crash Course for New LinkedIn Advertisers
- Foundations For LinkedIn Ads Success
- Measurement: Tracking & Key Principles
- Targeting: Reaching Your Dream Buyers
- Ads: Mastering The 9 Ad Formats
🎯 B2B LinkedIn Ads 102 - The Blueprint for LinkedIn Ads Optimization
- Monitoring: How To Spot Performance Trends
- Auditing: How To Find The Darlings You Need To Kill
- Reporting: How To Transform Data Into Insights
- Optimization: How To Make Your LinkedIn Ads Profitable
🚀 B2B LinkedIn Ads 103 - Advanced Scaling Strategies From $25M In Ad Spend
- Concepts of Scaling
- Divide and Conquer
- Learnings From $25M+ In LinkedIn Ad Spend
Click Here to Join 1,000+ B2B Marketers Today and start leveling up your advertising skill set.
Takes < 90 seconds to sign up (seriously we timed it 😂)
People Also Ask
What are LinkedIn Thought Leader Ads?
LinkedIn Thought Leader Ads are sponsored posts that promote content from personal profiles, allowing companies to leverage the personal brand and credibility of their thought leaders to engage target audiences authentically. 
How can I ensure my Thought Leader Ads align with my product?
Ensure that the content in your Thought Leader Ads connects back to your product or service, even subtly. While not every post needs a direct call-to-action, there should be a clear link between the content and what your company offers to maintain relevance and drive interest. 
What type of content works best for Thought Leader Ads?
Content that offers unique, valuable insights or information that your target audience would find beneficial tends to perform well. Aim to create posts that people would be willing to pay for, as this indicates high value and relevance. 
How should I optimize my LinkedIn profile for Thought Leader Ads?
Treat your LinkedIn profile like a landing page: use a banner image that explains your role, ensure your profile photo is professional, craft a headline that clearly states what you do, and utilize the ‘About’ section to detail your company’s mission and unique approach. 
What metrics are important to track for Thought Leader Ads?
Monitor metrics such as impressions, engagement rates, click-through rates (CTR), and audience demographics to assess whether your content resonates with your target audience. Additionally, track website visits and self-reported attribution to understand the broader impact on your marketing funnel.
10 Tips to Create B2B Ads that Convert
If you want your ads to drive conversions, you need the right messaging, positioning, design, tone, format, offer, etc.
This is especially true in B2B, where pushing prospects from initial awareness to conversion is extremely challenging.
Below are my top 10 tips to maximize your chances of success, based on my own experience working with dozens of B2B clients.
TABLE OF CONTENTS:
- Tip #1: Figure out what you want to say
- Tip #2: Don't use big words or acronyms
- Tip #3: Make it quick
- Tip #4: Use visuals that make your ad stand out
- Tip #5: Create ads that don't look like ads
- Tip #6: Steal from the greats
- Tip #7: Use powerful hooks
- Tip #8: Take up as much space as possible
- Tip #9: Speak like a human
- Tip #10: Stay in tune with what your customer wants
Tip #1: Figure out what you want to say
This might sound obvious, but before creating any ad, you should get extremely clear on the problem your company solves.
All of your messaging should come back to this problem.
If you’re running case study ads, the case studies should be related to this problem.
If you’re promoting a GIF of your product, the animation should help tell the story of how you solve that problem.
As Eugene Schwartz said: The objective of advertising is to highlight a problem and demonstrate how you can solve it.
Here’s a template I like using with my clients to clearly articulate the problems they solve.
Tip #2: Don’t use big words or acronyms
The more simple you keep your ads, the better they’ll perform.
There’s no need to drop in words like CAC, ROI, or ARPU into your copy. Acronyms are poo.
Even if you’re talking about complex topics, aim to keep your explanation simple.
Also, keep in mind, it’s impossible to explain everything about your company in a single ad.
To fully understand what you do, a prospect might need to see 20, 30, or 40 different ads, highlighting what you do in different ways.
Think of the ads in your cold layer as an icebreaker.
The idea is to communicate the basics of what you do in a simple and interesting way – not to tell your entire story.
Here’s an ad we made at Revenu for a client, to do exactly that.
Tip #3: Make it quick
Prospects should know exactly what they’re signing up for in 3 steps or less.
We followed that formula for this ad we made for another client.
With very few words, you can easily understand the benefits of the product.
And if you’re thinking: There’s no way I could explain my offer in 3 steps or less… you need to simplify your process.
When you truly understand your product story, it’s easy to simplify it. That’s where the first tip comes in.
Tip #4: Use visuals that make your ad stand out
A picture is worth a thousand words.
Ads that are filled with words don’t grab a users attention.
Think about what you’re trying to say, and how you can visualise it.
You can see how we did this for Scytale below.
It’s a fairly typical advert, but the way it’s broken out visually makes it much easier to digest.
Pro tip: If you’re only using static image ads, try GIFs. Making something move makes people click it more… simples.
Tip #5: Create ads that don’t look like ads
Want to triple your CTR? Make an advert that doesn’t look like an advert.
Once you get a ton of clicks, you can then retarget them with more product-focused messaging, but they’ve now been introduced to your brand.
To create these types of ads, think of the things that you do on a daily basis. For example, listening to Spotify, watching Netflix, playing chess or other online games, etc. How can you incorporate these everyday concepts into your ads, so that they feel natural and less promotional?
Also, think of the memes that make you laugh while you’re scrolling through different social platforms. Can you create versions of these that are related to the problem your company solves?
Here are a few examples we made for inspiration:
P.S. If you want more examples, check out my Sexy Ads Library, which contains over 300 of my favorite ads.
Tip #6: Steal from the greats
As Pablo Picasso once said, “Good artists copy, great artists steal.”
Lately I’ve been diving into B2C ads to find inspiration for B2B, from companies like Porsche, Land Rover, McDonald’s, etc.
It’s extremely hard to create amazing ads if you’re starting with a blank canvas.
Here are a few great examples:
P.S. I’ll be dropping a new library on my LinkedIn soon with tons of B2C examples, drop me a follow to be the first to see it.
Tip #7: Use powerful hooks
To perform well, your ads need to have powerful hooks.
In other words, you need to give your prospects a very specific reason to take action.
Are you offering an incentive to take a meeting, such as a gift card, free lunch, or free coffee?
Are you sharing a company resource, such as ad credits, a price promotion, or a software add-on?
Are you providing knowledge, in the form of a consultation, an audit, a workshop, etc.?
If you don’t give your prospects an obvious reason to take action, they probably won’t.
P.S. The hooks with the highest conversion rates are typically ones related to your unique company knowledge and resources. Check out a great example from Google below…
And this great visual from Cognism, making a joke about gift card ads.
P.S. Don’t get discouraged if your offer isn’t working the first time around – most companies have to experiment with multiple approaches before they find one that works. And when you do, it’s your main driver of new business for the next 5 years.
Tip #8: Take up as much space as possible
Ads that take up more space on the screen are more likely to stop the scroll, and typically perform better.
On LinkedIn Ads, square images (1200X1200) usually perform much better than rectangular images (1200X628).
Test vertical images (628X1200) that only appear on mobile too.
This ad we made got a CTR in the 2%+ range on LinkedIn, with a CPC in the $3-6 range.
This tip also applies to Google Ads. Make sure you’re using ad extensions to take up more space on the SERP and increase the chances of getting a click.
P.S. If you’re curious about the ad specs you can use across different platforms, check out this comprehensive guide.
Tip #9: Speak like a human
When you’re writing ads for social, make sure you don’t sound like a company.
Be human – friendly, silly, colloquial, personable.
You’re literally on a social media platform… be sociable.
Influencers have all the power these days, because people want to hear from real individuals with a real personality.
So if you want people to listen to you, you need to sound like a human.
These ads we made follow that exact tone, and it’s much nicer to read.
P.S. Some companies have a more professional and corporate tone of voice, but that doesn’t mean you can’t be clear and straight to the point. There are ways of sounding human, without being cheeky.
Tip #10: Stay in tune with what your customer wants
Even if you follow tips 1-9, you’ll still fail if your story is crap.
The world is constantly changing. Over time, the problem you solve may stop being a problem. Or another company may solve it for a fraction of the cost.
When these changes happen, you need to update your product and story in order to stay relevant.
To verify that the problems you solve are important, talk to your customers and interview companies in your ICP that aren’t working with you.
- How much of a problem is XYZ to you?
- Are you currently solving XYZ problem?
- How are you solving it?
- Be honest, would you use our product to solve it?
- If not, why?
- Do you use another company to solve this problem instead?
- How much do you pay them?
Asking these questions will help you verify that your product and story make sense.
Pro tip: In addition to qualitative feedback from customer interviews, you can ask your G2 rep for an export of all your reviews and upload it into ChatGPT. Then, you can ask ChatGPT to identify the top pain points and benefits that are mentioned, which will help you further understand the problems your company solves.
Hope you found this article helpful!
Feel free to reach out on LinkedIn with any questions.
Resources for mastering B2B advertising
If you’re serious about mastering B2B advertising then you definitely need to join 1,000+ B2B marketers leveling up their paid advertising skill sets in AdConversion.
Here’s 4 reasons why you should consider joining. Every one of our on-demand courses are:
✅ 100% free access.
✅ Taught by vetted industry experts.
✅ Have workbooks, resources, and templates.
✅ Less than 10 minutes per lesson.
We believe every marketer should know how to scale paid ads so they can:
- Scale their ideas
- Level up their careers
- Make a positive impact
Click Here to Join 1,000+ B2B Marketers Today and start leveling up your advertising skill set.
Takes < 90 seconds to sign up (seriously we timed it 😂)
People Also Ask
What are the key elements to consider when creating B2B ads that drive conversions?
Effective B2B ads require clear messaging that addresses the specific problem your company solves, simple language free of jargon, concise content, attention-grabbing visuals, and a human tone that resonates with your target audience. 
How can I ensure my B2B ad stands out visually to capture attention?
Utilize compelling visuals that align with your message and consider incorporating movement, such as GIFs, to draw attention. Ads that don’t resemble traditional advertisements can also increase engagement by appearing more organic in users’ feeds. 
Why is it important to avoid complex language and acronyms in B2B ads?
Using simple language ensures your message is easily understood, broadening your ad’s appeal and effectiveness. Avoiding industry jargon and acronyms prevents confusion and keeps the focus on the value your solution provides. 
How can I create a compelling hook in my B2B ad to encourage action?
Offer clear incentives or unique value propositions that address your audience’s needs or pain points. This could include special offers, exclusive insights, or highlighting unique features that set your solution apart. 
What role does understanding the customer’s problem play in crafting effective B2B ads?
A deep understanding of the customer’s problem allows you to tailor your messaging to demonstrate how your product or service provides a solution, making your ad more relevant and persuasive.
10 Tips to Align Your Content and Paid Media Strategy
Over the past decade, I’ve led content marketing for multiple B2B SaaS companies, and I’ve noticed a common problem:
Content marketers and performance marketers rarely communicate.
This leads to inconsistent targeting, positioning, and messaging, which ultimately leads to lackluster results.
If you want to hit your revenue targets, your content and paid media strategies need to be part of the same equation, not completely separate entities.
Below are my top 10 tips on how to get aligned with your content team.
TABLE OF CONTENTS:
- Tip #1: Don't Create "Ads"
- Tip #2: Repurpose the content you already have
- Tip #3: Use paid media to guarantee distribution
- Tip #4: Have a clear POV
- Tip #5: Make sure you have consistent messaging
- Tip #6: Don't be afraid to be different
- Tip #7: Leverage user-generated content
- Tip #8: Share the right content for the right stage of the customer journey
- Tip #9: Leverage retargeting
- Tip #10: Be willing to adapt and change as you learn
Tip #1: Don’t Create “Ads”
It’s easy to fall into the trap of researching the ads of your competitors and trying to mimic them. Or creating ads with a preconceived idea of what an ad should look like.
But at this point, we’re all hardwired to scroll past the ads in our feed.
Ironically, in order to stop the scroll, your ads have to blend in with other organic content.
If you create great organic posts that are educational, memorable, and enjoyable, they’ll probably also perform well as ads.
Tip #2: Repurpose the content you already have
Are there carousels, newsletters, or podcasts that have performed well for you in the past?
Revisit this content.
Why do you think it performed well? How can you remix it to extend its longevity?
One caveat here: Just because something has performed well in the past doesn’t mean you should run it as an ad.
For ads, I recommend repurposing the content that has performed well AND:
- Has a clear POV
- Is consistent with your other content themes
- Is related in some capacity to what your company does
Otherwise, you may end up confusing your audience.
Tip #3: Use paid media to guarantee distribution
We need to stop seeing paid media as something separate from content.
Great ads are just incredible content with guaranteed distribution to the right people.
If you’re running ads, make sure you’re constantly talking to the content marketers on your team to understand what’s working.
What pieces of content are getting the most engagement, communicating important messages, or telling valuable stories?
Is there an opportunity to put money behind this content?
It’s hard to create winning ads if your team is working in silos.
Tip #4: Have a clear POV
There are so many ads that feel and sound the same.
Even if they're creative, they don’t feel different because they lack a unique POV.
What’s the core idea that you want to communicate to your audience?
How is your perspective or approach different from that of every other company?
If you’re not communicating this, your audience will forget about you almost immediately.
P.S. Don’t be afraid to have a slightly more controversial POV, as long as it makes sense for your brand. Sometimes, taking that risk is necessary in order to be memorable.
Tip #5: Make sure you have consistent messaging
When it comes to messaging, you shouldn’t be throwing spaghetti at the wall.
Instead, you should be repeating yourself constantly. Sharing your core message in different ways so that people can easily understand what you do.
A lot of marketers are afraid of repeating themselves. But in order for you to be known, liked, and trusted at scale, repetition is essential.
If you think of the brands that you trust, you’ve probably heard their core message millions of times, maybe without even realizing.
Tip #6: Don’t be afraid to be different
In order to succeed, you need to be interesting, and do things that other companies aren’t doing.
There’s so much noise these days.
If you’re running ads, everybody else is.
If you’re creating content, everybody else is.
So, ask yourself, what can you do that’s different?
Why should prospects pay attention to you instead of other companies in your space?
Look at what everybody else is doing. Is there an opportunity for you to do the opposite?
You have to be willing to take calculated risks in order to stand out.
Tip #7: Leverage user-generated content
User-generated content is a powerful and underutilized tactic to build trust with your prospects.
Do you have video testimonials or celebratory screenshots from your clients?
This is great for both organic content and ads.
Having testimonials from real people comes across as more authentic than the standard G2 reviews that everyone else uses.
P.S. I know it can be nerve-wracking to ask for testimonials, but I’ve found that clients are usually happy to help – all you have to do is send a simple email or LinkedIn DM. And if you work at a larger org, you can talk to your customer advisory board, or ask your sales or CS team to make the ask.
Tip #8: Share the right content for the right stage of the customer journey
A lot of companies make the mistake of promoting the same content to every single prospect, without considering what stage of the buyer’s journey they’re in.
If someone’s already heard of your brand and interacted with your company multiple times, they’ll likely want to learn more about your product features, and may even be interested in a demo.
But if someone has never heard of you before, they probably won’t be interested.
If you’re targeting a completely cold audience, your priority should be to educate them about the problems you solve, not to generate conversions right away.
The reality is – especially in B2B – the demos you get now are a product of the work you did 6 months ago.
P.S. There are no shortcuts when it comes to building trust. Sure, you can use an intent provider and target people who are technically in-market, but typically, even those people need to see more content before requesting a demo.
Tip #9: Leverage retargeting
By retargeting, I don’t mean offering a demo to every single person that has interacted with your brand.
A lot of people in your retargeting audiences won’t be ready for a demo yet.
But they might be interested in attending your event or joining your webinar. Or they might want to learn more about your product, hear from your thought leaders, see testimonials from similar companies, etc.
What interactions have the people in your retargeting audience taken?
Based on these actions, what type of content do you think they’d be most interested in seeing?
It’s important to do this exercise to create a positive experience for your prospects.
If all you do is offer demos they’ll get tired of you pretty quickly.
Pro tip: Think of your retargeting audience as a newsletter that prospects didn’t opt into. Just like a newsletter, you need a mix of different content to grow the trust of your audience over time.
Tip #10: Be willing to adapt and change as you learn
In both content and advertising, it’s important to create a strategy that’s firm but flexible.
It’s great to have a general plan in place, but it shouldn’t be an immovable object.
You have to be willing to adapt based on your audience’s response.
Are there certain messages that are resonating more?
Are there certain formats that are performing better?
Are there certain audience segments that are expressing more interest in your product?
Based on this feedback, you may have to modify your approach.
Hope you found this article helpful!
Feel free to reach out on LinkedIn with any questions about content strategy or distribution.
Resources for mastering B2B advertising
If you’re serious about mastering B2B advertising then you definitely need to join 1,000+ B2B marketers leveling up their paid advertising skill sets in AdConversion.
Here’s 4 reasons why you should consider joining. Every one of our on-demand courses are:
✅ 100% free access.
✅ Taught by vetted industry experts.
✅ Have workbooks, resources, and templates.
✅ Less than 10 minutes per lesson.
We believe every marketer should know how to scale paid ads so they can:
- Scale their ideas
- Level up their careers
- Make a positive impact
Click Here to Join 1,000+ B2B Marketers Today and start leveling up your advertising skill set.
Takes < 90 seconds to sign up (seriously we timed it 😂)
People Also Ask
Why is it important to align content marketing with paid media efforts?
Aligning content marketing with paid media ensures consistent messaging, maximizes reach, and enhances engagement by delivering valuable content to the right audience at the right time. This synergy leads to more effective campaigns and better return on investment. 
How can repurposing existing content benefit a paid media strategy?
Repurposing high-performing content, such as carousels, newsletters, or podcasts, extends its longevity and leverages proven engagement. By remixing successful content, you can maintain audience interest and ensure consistency across channels. 
What role does having a clear point of view (POV) play in content and paid media alignment?
A distinct POV differentiates your brand and makes your messaging memorable. Communicating a unique perspective helps your audience understand how your approach stands out from competitors, fostering stronger connections and recall. 
Why is consistent messaging crucial across content and paid media channels?
Consistent messaging reinforces brand identity and ensures that your audience receives a unified narrative, regardless of the platform. Repetition of core messages builds trust and aids in brand recognition, making your campaigns more effective. 
How can leveraging user-generated content enhance a paid media strategy?
Incorporating user-generated content adds authenticity and social proof to your campaigns. It showcases real customer experiences, building trust and encouraging engagement from potential clients who see relatable success stories.
10 Tips to Make LinkedIn Ads Work for B2B SaaS
Over the past few years, I’ve helped dozens of B2B SaaS companies develop their LinkedIn Ads strategy.
Below, I’ll be sharing ten tips that I always give to my own clients, and that will significantly increase your chances of success with LinkedIn Ads 👇
TABLE OF CONTENTS:
- Tip #1: Research Your Customers
- Tip #2: Define Your Targeting
- Tip #3: Distribute Your Content
- Tip #4: Repurpose Your Content
- Tip #5: Test Lead Gen alongside ungated content
- Tip #6: Capture Demand With Retargeting
- Tip #7: Use Text and Spotlight Ads
- Tip #8: Leverage your SMEs for thought leader ads
- Tip #9: Set up the right tracking combination
- Tip #10: Make a commitment of at least 6 months
Tip #1: Research Your Customers
As a marketer, it can be challenging to fully understand your customers, especially since you’re not in direct contact with them.
In order to gain a better understanding, it’s a great idea to watch 3-5 sales calls, recommended to you by the Head of Sales.
Analyze how your sales team is presenting the product to make sure your messaging is aligned.
In addition to this, you can pull transcripts and summaries from hundreds of calls and have ChatGPT develop a content matrix and empathy map for you, summarizing the top pain points of your prospects.
Here is a templatized example of the outcome. ChatGPT can pull it out in this format based on the call summaries and give you a good foundation of commonalities for different prospects.
Once you’ve identified the top pain points and topics with the help of ChatGPT, send them over to a few people on your sales team to validate them. It can be very subjective but can help you to ensure that you haven’t missed any important nuances.
Tip #2: Define Your Targeting
Next, define your targeting.
What job titles, job functions, industries, and company sizes do you want to target?
Once you’ve drafted your audiences, you can share and refine with your stakeholders.
To start out, you can use a simple targeting combination such as Job titles + Company Sizes + Industries.
If your audience is too small using only job titles, you could substitute for Job Function + Seniority + Skills.
A few additional notes:
1. Make sure to check the audience insights section of LinkedIn Campaign Manager to find exclusions that you could potentially make. (video walkthrough)
2. If you have multiple personas, make sure to separate them into different campaigns so you can tailor your messaging.
3. There is no ideal audience size on LinkedIn Ads – small audiences of 10K can work well and larger audiences of 100K can also work well. Start by targeting your ideal customers, and you can expand over time.
Recommendation: Use a validated company list for better targeting and reporting.
Tip #3: Distribute Your Content
Once you’ve set up your audience, the next step is to distribute content towards them.
I highly recommend optimizing your ads for in-feed consumption – talk about the problems you solve directly in your ad copy.
This way, even if people don’t visit your landing page right away, they’ll still be learning about your company and can be retargeted later down the line with a more bottom of funnel offer.
Videos are a particularly great format for delivering these in-feed messages, and they also allow you to generate large retargeting pools.
When you run these ads, look at your impressions and views to make sure that you’re reaching your ICP. And check your engagement rate and dwell time metrics to ensure that the content is resonating.
Don’t expect demos or trials right away – the goal of these ads is to start generating some initial interest.
Tip #4: Repurpose Your Content
Do you have any great podcast or webinar clips related to your solution?
Has anyone on your team created a product demo walkthrough recently?
Do you have any customer testimonials from recent events?
This type of content can be easily repurposed for ads, and is great for both generating and capturing demand.
Before you start creating new content, look at the content that you already have.
Tip #5: Test Lead Gen alongside ungated content
I know lead gen is an unpopular strategy, but it can be a great approach to run lead gen campaigns alongside ungated content.
If you’re getting leads from incredible people within your ICP, you can show that to your stakeholders as proof that you’re reaching the right audience, and this can help you get approval to run more ungated content.
I don’t recommend lead gen as a standalone tactic, but it can be a solid way to get some initial results and build your retargeting audiences, while also validating the quality of your targeting.
Tip #6: Capture Demand With Retargeting
On LinkedIn, lead gen forms aren’t just for content like ebooks and whitepapers.
They’re also great for capturing demo requests.
The benefit of using lead gen forms is that people don’t have to leave the LinkedIn platform to request a demo, so it helps to simplify the process.
To start, I recommend running these ads to your retargeting audience, since people who have already interacted with your brand are the most likely to convert.
Also, when it comes to these demo campaigns, don’t be discouraged if you don’t see success right away.
In order to succeed, you need to test different types of messaging, different content, and different creatives until you find the right formula.
Another word of advice: Make sure you refresh the creatives in your retargeting audience at least once a month. Retargeting audiences tend to be small and have very high frequencies, so you may see signs of ad fatigue if you don’t refresh your creatives consistently.
Tip #7: Use Text and Spotlight Ads
Text and spotlight ads are an amazing and affordable way to stay top of mind with your retargeting audiences.
They’re very small and usually appear on the right side of the feed, and they get a ton of impressions but very few clicks.
I recommend setting these ads up with the website visits objective, so that you only pay when someone actually clicks.
Also, I recommend setting the lowest bid you can possibly set, along with a bid cap to avoid overpaying for clicks.
Another format to consider are follower ads, which are very similar to spotlight ads, but intended to drive more company page followers. This format is great for your colder audiences, and can help funnel your ICP into your organic audience for a longer term nurture.
You can use this template to draft the ad copy with ad specifications. You can also use dynamic macros in follower ads.
Tip #8: Leverage your SMEs for thought leader ads
If you have a founder or subject matter expert that’s active on LinkedIn, consider running their posts as thought leader ads.
Thought leader ads are great because:
1. They have high CTRs and very low CPCs compared to other formats
2. They allow you to get high-performing organic content in front of your ICP
Customer stories and educational content related to the problem you solve typically perform well as thought leader ads.
I’d avoid overly promotional and generic, AI-generated content – you want to distribute content that’s memorable and valuable to your ICP.
For more thought leader ad ideas, check out 14 Powerful LinkedIn Thought Leader Ad Strategies Worth Testing.
Tip #9: Set up the right tracking combination
There is no perfect tracking combination, but you do have to make sure that you’re collecting enough data to understand what’s happening inside your account.
First of all, you can track online conversions, like form submissions on your website. Then, you can also set up conversion API to have a deeper understanding of which campaigns are turning into pipeline and revenue.
Also, make sure you’re using UTM parameters — it’s much easier now because LinkedIn has dynamic UTM parameters — and pushing them into your CRM for full visibility.
And add “How did you hear about us” into your high-intent forms to capture additional insights about the sources that indirectly influence the prospects.
Just by having these basics in place, you should already have a solid understanding of what’s happening inside your account.
If you want even more insights on which campaigns and ads are influencing pipeline, you could use a tool like Fibbler to look at multi-touch attribution.
Tip #10: Make a commitment of at least 6 months
If you’re going to get started with LinkedIn Ads, make sure you make a commitment of at least 6 months.
Once you have your audience, targeting, messaging, and content ready to go, you need to decide what your game plan will be and how much budget you need.
How much money will you need to generate awareness within your cold layer?
How will your retargeting audiences expand over time?
What metrics will you look at to determine initial success? Maybe reach and engagement as leading indicators, and conversions as a lagging indicator?
Present a clear plan to your stakeholders so that they know what to expect and are on the same page. Also, emphasize that success won’t happen overnight, and that it takes time and patience to start seeing results.
Hope you found this article helpful!
Feel free to reach out on LinkedIn with any ad-related questions.
Master B2B LinkedIn Ads with these 3 Free Courses:
If you want to become a LinkedIn Ads pro, check out our free B2B LinkedIn Ads courses, where you'll learn how to launch, optimize, and scale your campaigns to drive pipeline and revenue.
Here's what you'll learn in each course:
⚙️ B2B LinkedIn Ads 101 - The Ultimate Crash Course for New LinkedIn Advertisers
- Foundations For LinkedIn Ads Success
- Measurement: Tracking & Key Principles
- Targeting: Reaching Your Dream Buyers
- Ads: Mastering The 9 Ad Formats
🎯 B2B LinkedIn Ads 102 - The Blueprint for LinkedIn Ads Optimization
- Monitoring: How To Spot Performance Trends
- Auditing: How To Find The Darlings You Need To Kill
- Reporting: How To Transform Data Into Insights
- Optimization: How To Make Your LinkedIn Ads Profitable
🚀 B2B LinkedIn Ads 103 - Advanced Scaling Strategies From $25M In Ad Spend
- Concepts of Scaling
- Divide and Conquer
- Learnings From $25M+ In LinkedIn Ad Spend
Click Here to Join 1,000+ B2B Marketers Today and start leveling up your advertising skill set.
Takes < 90 seconds to sign up (seriously we timed it 😂)
People Also Ask
What budget allocation strategies should I use for LinkedIn Ads to maximize ROI?
Consider allocating budgets based on campaign objectives, such as lead generation, brand awareness, or engagement. Use test campaigns to identify high-performing audiences and scale your investment in those areas.
How do I create LinkedIn Ads that effectively nurture leads through the sales funnel?
Use a multi-step approach by running awareness campaigns to introduce your brand, followed by engagement ads that highlight pain points, and finally conversion-focused ads with clear CTAs for demos or trials.
What are the best LinkedIn ad formats for driving B2B SaaS conversions?
Explore formats like Lead Gen Forms for collecting information, Carousel Ads for showcasing multiple features, and Sponsored InMail for direct and personalized messaging to high-value prospects.
How can I use LinkedIn retargeting to improve campaign performance?
Set up retargeting audiences based on website visits, video views, or previous ad interactions. Tailor your messaging to re-engage these prospects with personalized offers or content.
What are some common pitfalls to avoid when running LinkedIn Ads for B2B SaaS?
Avoid overly broad targeting, neglecting to optimize ad creatives, underutilizing LinkedIn’s advanced audience features, and failing to test different campaign approaches for continual improvement.
10 B2B SaaS Copywriting Tips for Better Ad Performance
I don’t need to be the one to tell you this, but B2B tech companies have it hard when it comes to getting their advertising to perform.
They’ve got complicated products. And sophisticated audiences (who are all but totally allergic to buzzwords and fluff). And together, they make communicating your company or product’s value super hard.
Having helped countless B2B companies over the past 9 years I’ve learned more than a thing or two about writing copy for these companies.
And today I’m sharing with you my top 10 copywriting tips – tips you can use right away (literally, try them out after you finish reading this) to evaluate your existing ad campaigns and improve their performance, stat.
TABLE OF CONTENTS
- Tip #1: Sell The Click, Not The Product
- Tip #2: Take Something Out Of Your Ad Instead Of Putting More In
- Tip #3: Write First, Edit Later
- Tip #4: Remember How People Interact With Ads
- Tip #5: Use The Slippery Slope
- Tip #6: Don’t Be Afraid to Try Long Copy
- Tip #7: Try to Use Your Voice of Customer As Much As Possible
- Tip #8: Clear Before Clever
- Tip #9: Tie Benefits Back to Something Realistic
- Tip #10: Make Sure Your Copy Passes the “So What” Test
Tip #1: Sell The Click, Not The Product
The first tip is more of a mindset shift: remind yourself that your ad is selling the click, not the product (as a whole).
Prospects don’t see your ad in isolation. They see it in the context of everything else that happens throughout their day, AND in the context of everything else they see on LinkedIn, Google, Facebook or whichever platform your ad is served to them. So unlike an ecom ad, the goal of your ad here is to build excitement and anticipation. You want your prospect to be inspired enough to click on the ad and go where they can learn more about what you have to offer.
This still applies even if you’re providing a free trial, or something else that is free.
Because if you have an average contract value of $50,000-$100,000/year your prospect is NOT going to click on your ad and buy right away.
Instead focus on giving the prospect something – a tip, an idea, an emotional twinge – that will motivate them to click.
This could be through:
- The messaging you use (make sure you’re talking about how you solve business problems, not just “hey our product is really cool”)
- The type of call-to-action (CTA) (making sure it’s not too pushy for people who didn’t know you existed until now)
- The visual in your ad creative (making sure it hits an emotional soft spot)
Remember: You can always go into more depth on the landing page. But that won’t happen if your prospect doesn’t click through in the first place.
Tip #2: Take Something Out Of Your Ad Instead Of Putting More In
Focus on getting one really memorable takeaway across in your ad copy.
Writing copy by committee is never a great strategy and it’s easy to end up with ads that are saying so many different things that the prospect won’t take away any one thing in particular.
Let’s say your product’s main value propositions are: it’s fast, it’s easy to use, and it saves money.
Instead of stuffing all of that information into the same ad, I would write 3 variations:
- Ad Variation 1: Fast
- Ad Variation 2: Easy
- Ad Variation 3: Saves Money
Test each message separately so you can see which performs better AND so the prospect can remember your core value proposition.
Pro tip: you can say the same message 1,000 different times or more by repurposing the way you communicate that message to the market through different creatives, ad types, and copy.
Tip #3: Write First, Edit Later
There are so many times when we sit down to try to write an ad and it’s really hard.
First get all your thoughts, ideas, and concepts out in a document, then let it sit for a couple of hours, and finally go back to it with fresh eyes.
If you just try to write it in one session it’s going to be messy and you’ll spend forever tweaking it.
The idea is that you get to write a really stupid first draft. But you KNOW that it’s going to be bad. So that gives you the chance to get the bad ideas out to make way for the good stuff. Your goal is to come back later to edit and make it better.
I’ve lost count of how many times my first line in the body copy becomes my headline or other parts of my copy shift places with each other because they’re better suited for a different part of the ad. But I’m only able to make these connections with fresh eyes.
Pro tip: you can use ChatGPT for brainstorming but even still you need to let the copy sit. Give yourself time to process it so you can edit it and not just run with it at face value.
Tip #4: Remember How People Interact With Ads
Each element of your ad is a part of the puzzle.
People will stop the scroll because the creative caught them. Then they'll look at the headline. Then they go up and read the body copy. And finally they go back down to the headline before clicking.
The prospect's eyes are going all over the place which means you can’t afford to have copy that’s disjointed.
The headline leads into the body copy and should support the creative. And the body copy should support the headline. All the elements have to work together.
As Eugene Schwartz once said “copy is not written, it’s assembled".
Treat each element of your ad with equal importance and make sure it makes sense when you look at it from the eyes of your prospect.
Pro tip: you can’t create ads in isolation, you need your designer and copywriter working together to ensure each variable in your ad works together (headline, body copy, creative).
Tip #5: Use The Slippery Slope
Your first line of copy should get the reader excited to read the second line. The second line should motivate the reader to read the third line. And so on. Direct marketer Joseph Sugarman calls this the “slippery slope”. It makes sure your ad is interesting to read and that the ideas inside it are easy to digest.
The best way to check and test your messaging for clarity and word choice is to read it out loud.
If you’re in the middle of a sentence and you paused for breath, you should place a period. That will help your sentences flow more naturally one into the other.
Tip #6: Don’t Be Afraid to Try Long Copy
I have a bone to pick with people who say “nobody reads online!” Because of course they don’t – if they don’t have something interesting to read.
People binge on Netflix series, video games, novel trilogies, and more for hours in one go.
When you have people's attention you can keep sharing with them new details. But you have to earn their attention, first. (Which won’t happen with clickbait.)
What can you give them in your ad that will make them feel they got value from this interaction, no matter how fleeting it was?
- Did they learn something new?
- Did you make them feel something?
- Did you make them think for a second?
If you can do at least one of those three things you’ll earn their attention.
It’s hard to do this in 150 characters which is why long form copy is so powerful.
Don’t be afraid to push up until that 600 character limit if needed.
Long copy will also lead to a greater dwell time and provide so much more context and opportunity for you to build motivation so they have a reason to click through.
The takeaway here is that people will read your long form ads if it’s interesting to them. But they won’t read even short copy if it’s terrible.
Side note: When writing ad copy I create 2-3 variations for the headline and the body, usually testing out different lengths (short vs long).
Here’s my simple but effective copywriting template I use in Google Docs:
LinkedIn ads template | Eden Bidani
Pro tip: it’s easy for ads to get stuck in the same creative loops, don’t forget to brainstorm new creative concepts to test.
Tip #7: Try to Use Your Voice of Customer As Much As Possible
If no one in the product marketing or CS team is interviewing your customers do this ASAP.
Get on a call with them and ask them questions such as:
- How do you use the product?
- What is the impact of your product?
The goal here isn’t to get testimonials, it’s to understand how your customers talk.
You’ll walk away knowing the benefits that matter to them and challenges.
I’d also recommend talking with sales and asking them what are the top customer objections that prospects say and exactly how they describe it.
Using the same words and language your customers use allows you to communicate in their voice.
These insights are so powerful that not even ChatGPT can brainstorm this for you.
For example I used to work with a company that created $700 work bags and I interviewed a customer that mentioned she used to carry around a “mom bag”.
What did she mean by that? “A shapeless, old ugly bag.”
That word “mom bag” is so unique and reflective of the voice of our customers that using that in our landing page copy instantly resonated and resulted in tremendous lifts in conversion rates.
Five customer interviews can be all it takes.
Tip #8: Clear Before Clever
Jay Abraham once said sometimes the easiest way to sell a horse is to say “horse for sale”.
You have a fleeting moment with your prospects engaging with your ads.
So even if you have to use specific, complicated terms (for your sophisticated audience) you need to focus on making your copy as clear as possible.
For example, try to simplify your language as much as possible. Yes, this might result in you using less voice of customer, or using a different brand tone of voice, and other elements of your messaging. But clear will always convert best.
Consider the words you are using and find synonyms that imply the same meaning with less cognitive load.
John Carlton refers to these as “power words” for example:
Sometimes you want to say fast but you should be saying swift.
Swift implies a very different connotation than fast.
It’s a whole different level of sophistication above “fast” but it’s still a simple word.
How would you say this same thing to a friend? Is a great frame to have.
Remember to avoid complicated and overdone words like omnichannel 🤮
Tip #9: Tie Benefits Back to Something Realistic
Everyone LOVES to talk about benefits – think: “Grow your business!”, “Transform your workplace!", “Win more customers!”, or “Optimize your life…!” 🙄
It’s not that it’s not true. They are. But they’re just so high-level and vague people struggle to grasp them. You need to tie them back to something tangible – something realistic that your prospects identify with. Otherwise, they just come off as fluff.
So make sure the claims you make in your ads are specific. And even better, back up your claims by connecting them to a feature or capability of your product.
Take the step to connect your benefits back to something realistic.
Pro tip: even better than talking about how your benefits connect to something realistic, SHOW PROSPECTS HOW this happens with supporting images or videos.
Tip #10: Make Sure Your Copy Passes the “So What” Test
You should be totally skeptical about your copy (just like prospects will be).
People aren’t stupid — even if they fall victim to clickbait they will bounce from your landing pages.
Every time you look at your copy ask yourself so what? And pick it apart to see where it’s fluff.
Sit back and look through to see where you’re missing proof points or what can be removed.
You’ll be able to find all those tiny things that will throw people off reading your ads.
At the end of the day your audience will look at the total sum of your ad (headline, body copy, creative) and if there are elements out of place such as:
- Run on sentences
- Improper formatting
- Typos and obvious errors
All of these details will affect whether the audience feels they can trust you with their click.
So what allows you a third person frame to find what looks off, and what can be stronger.
Pro tip: search for free ad mockup software on Google to find tools you can use to see what your copy will look like to your audience within the platform you’re advertising.
Hope you found this article helpful! 👏
Connect with me on LinkedIn and let’s keep the conversation going.
And if you’re in need of copywriting assistance check us out at CAPE Agency.
Resources for mastering B2B advertising
If you’re serious about mastering B2B advertising then you definitely need to join 1,000+ B2B marketers leveling up their paid advertising skill sets in AdConversion.
Here’s 4 reasons why you should consider joining. Every one of our on-demand courses are:
✅ 100% free access.
✅ Taught by vetted industry experts.
✅ Have workbooks, resources, and templates.
✅ Less than 10 minutes per lesson.
We believe every marketer should know how to scale paid ads so they can:
- Scale their ideas
- Level up their careers
- Make a positive impact
Click Here to Join 1,000+ B2B Marketers Today and start levelling up your advertising skill set.
Takes < 90 seconds to sign up (seriously we timed it 😂)
People Also Ask
How can I effectively measure the success of my B2B SaaS copywriting efforts?
Utilize key performance indicators (KPIs) such as conversion rates, click-through rates (CTR), and engagement metrics to assess the effectiveness of your copy. A/B testing different versions of your copy can also provide insights into what resonates best with your audience.
What are the best practices for aligning copywriting with the buyer’s journey in B2B SaaS marketing?
Tailor your copy to address the specific needs and pain points of your audience at each stage of the buyer’s journey—awareness, consideration, and decision. This ensures that your messaging is relevant and persuasive throughout the customer lifecycle.
How can I incorporate SEO strategies into my B2B SaaS copywriting to improve search visibility?
Conduct thorough keyword research to identify terms your target audience is searching for. Integrate these keywords naturally into your copy, including headings, meta descriptions, and body text, to enhance search engine optimization (SEO) without compromising readability.
What role does storytelling play in B2B SaaS copywriting, and how can I implement it effectively?
Storytelling helps humanize your brand and makes complex concepts more relatable. Incorporate customer success stories, use cases, or hypothetical scenarios that demonstrate the value and impact of your solution in real-world applications.
How can I ensure my B2B SaaS copywriting maintains a consistent brand voice across different platforms and materials?
Develop a comprehensive style guide that outlines your brand’s tone, language preferences, and messaging guidelines. Ensure all team members and stakeholders adhere to this guide to maintain consistency across all marketing channels and content.
Join 0,000 B2B marketers leveling up their paid advertising skill set! 🚀
