How to Generate Leads for Software Development Projects in 2024

If you're a software freelancer or a leader at a development agency, you probably already know: Leads are like oxygen.

The more leads you have in the pipeline, the easier everyone can breathe.

Lead generation is critical for any custom software development business, but it's often one of the least enjoyable tasks. It's painful. It involves a lot of rejection, trial and error, and it can get expensive if you're not careful.

It's always better to work smarter rather than harder, so we'll share our three favorite lead generation strategies for 2024 below.

1. Do Really Good Work and Get Referrals

Let's spend some time teasing out exactly what this means. Successful lead generation involves finding people who need the service that you offer, and then building enough trust with them that they feel comfortable working with you.

Doing really good work means:

• Delivering error free, high-performing software, on-time and on-budget.
• Proactive and consistent communication.
• Going above and beyond to exceed your clients' expectations.
• Actively seeking and implementing feedback.
• Maintaining a professional and positive attitude, even when things get frustrating.

At the most basic level, this will help you develop an outstanding portfolio that prospective clients will be excited to see.

More practically, this will open the door to referrals. When an existing client refers you to someone in their network:

1. You're starting with your client's endorsement, so it's easier to build trust.
2. Your client already knows your rates, so it's unlikely that they're going to refer you to someone that can't afford to work with you.
3. The person being referred is likely in the same industry or an adjacent industry to your client, so you'll have a head start with a baseline knowledge of the business.

Especially compared to lower probability tactics like buying leads or inbound marketing, getting referrals is by far the easiest way to develop high quality leads.

But Wait — How Do I Go Above And Beyond?

By "above and beyond," we don't mean doing work for free. You should absolutely have a clearly defined scope that you stick to.

Instead, work to anticipate your client's needs. Be a partner rather than a vendor.

That's easier said than done, so one way you can augment your effort is to use Archie, 8base's AI Product Architect. Software development firms use Archie during the discovery and pre-sales phases to rapidly and comprehensively break out requirements for projects.

Pre-sales can be a slog, and Archie enables software firms to swiftly move through the phase while also uncovering new features or ideas to enhance the project — which makes for an incredible client experience.

Archie is free to try. Check it out here.

2. Build Your Network

Another high-probability way to generate qualified leads is to build a deep network. Be present in places where fellow software developers and potential clients might be.

1. Join forums and online communities.
2. Attend industry conferences and events.
3. Attend local networking events in your city.

What forums and events should you join? It all depends on the type of software you build and the industries you work in.

This strategy will take time. You shouldn't expect your first visit to a startup mixer to result in a big new contract.

However, unlike spending money on pay-per-click ads or a cold calling list, you permanently own your professional network.

The best approach is to be helpful, but not salesy when interacting with people in the community. We're all familiar with the LinkedIn Lunatics who go over the top trying to build personal brands.

Remember, lead generation is all about building trust.

Of course, it's easy to spread yourself thin. In his 2013 book "Give and Take," Adam Grant suggests being generous with your time and wisdom, but not feeling guilty about setting boundaries and prioritizing your time and effort on cases that could ultimately benefit you.

Along those same lines, don't be afraid to ask clients and people in your network for referrals.

It can feel awkward and uncomfortable, but as your network gets to know you as a trustworthy and knowledgeable person, you'll be surprised how many people will eagerly refer to you.

3. Create Engaging, Unique Content

You might notice that these recommendations all build on each other.

1. Doing great work will give you a great portfolio.
2. Getting involved with online communities means posting to forums and social media.
3. You can utilize your great portfolio to create great online content.

When it comes to creating content, the first question to work through is where it's going to live.

• You can put it on your own website. This is beneficial for more brand- or sales-focused content like case studies.some text
  • Someone who is already considering you for a job will be able to find it easily, and this will help them develop trust before they talk to you.
  • The downside is that there's no built-in traffic source. You'll need to use sources like SEO and social media to drive traffic to your website content. 
• You can put it on a third-party platform like Medium or Dev.to - This is beneficial for more informationally-oriented content, like how-to guides.some text
  • These platforms have built-in audiences, so it's much easier to get eyeballs on them.
  • The downside is that you don't own it. Newsfeed algorithm changes can cut off your traffic overnight, and you'll have less control over how your content is visually presented. 
  • Also, it's harder to capture leads from these platforms.

Ultimately, the best solution is a combination of both, keeping some content on your website and syndicating some content across third-party platforms.

The last question to work through is what you'll write. The best advice here is to write unique content that answers questions that prospective clients or people in your network are asking.

Great content is innovative and it presents ideas that no one has covered yet.

If you find yourself writing something that's very similar to something else someone has already created, that's a sign that it's a good idea to scrap it and start on something else.

To Sum It Up

Generating leads for software development projects starts with a focus on delivering exceptional work to build a strong portfolio and gain referrals.

Actively build and maintain a professional network by engaging in relevant communities and events.

Finally, use content marketing to create valuable and unique content that showcases your expertise and attracts potential clients. By combining these strategies, you can create a steady pipeline of high-quality leads.

Next Steps

• Try Archie for free, 8base's AI Product Architect
• Get a demo of Archie for an in-depth look at how it can supercharge your pre-sales and discovery phases