HowTheyGotUsersHowTheyGotUsers

Aim SEO at the 5% Who Are Buying Right Now

Aim SEO at the 5% Who Are Buying Right Now is a seo & organic tactic for getting your first users: A prioritization lens: at any moment only a small slice of your market is actively shopping, and organic search pays off best when you target those bottom-of-funnel, ready-to-buy queries instead of broad awareness terms.

It's a strong fit for B2B SaaS teams, and works especially well for B2B SaaS in established categories. As a seo & organic play, plan for medium effort and expect results to build gradually over time, all grounded in 2 linked primary sources.

SEO & organicMedium effortSlow

Why does seo & organic work for this?

Roughly one in twenty prospects is in active buying mode at a given time, and organic search is the cheapest way to be present at the exact moment they go looking.

The exact steps (4)

The full step-by-step this founder ran, what they posted, where, and in what order, plus the watch-outs, is part of the library.

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Sources

Works for
B2B SaaS

Frequently asked

What kind of products does the "Aim SEO at the 5% Who Are Buying Right Now" tactic work for?
It is a good fit for B2B SaaS — pick it when your product looks like that, since the play is shaped around how those users find new tools.
How is the "Aim SEO at the 5% Who Are Buying Right Now" tactic verified?
It is drawn from 2 primary sources — real founder write-ups and interviews, not generic advice. They are linked in the Sources section above so you can read the original accounts yourself.
How much effort is it and how fast are results?
It is medium effort, and results tend to be slow.
Where can I see the exact step-by-step?
The full step-by-step a founder ran, documented via The Best SEO Strategy to Grow Your SaaS in 2025 and Scaling SaaS with Johannes Karjula @Trustmary, is in the paid library.

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