How do you make your ideal prospects buy your SaaS?
Mukhil Maran
7 replies
Imagine you're into sales and you're required to sell an early stage SaaS.
1. What are the things you need to set the engine on?
2. How do you find out your ideal prospects?
3. How do you make them buy your software?
Replies
Karen White@karenwhitewings
It's about understanding their pain points and demonstrating how your SaaS solution solves them. A free trial or freemium version can give them a taste of the value. Highlight case studies and testimonials for social proof. Don't forget to offer excellent customer support - it can be a deal maker or breaker. Finally, a clear, frictionless signup and payment process is essential. A mix of right strategies can turn prospects into customers.
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Ideally you do not make them. You tell them about the problem it solves and they initiate the sales process themselves.
@carlos_virreira Point! But, considering the fact that we represent an early stage SaaS and there are competitors who have the solution ready, then we have to differ somehow in our service too. Right?
Sell the solution instead of the SaaS. thats what I've learned over the years. If the person is serious enough to solve their problem. They will buy it themselves.
@chirag_dodiya Yes. That's true. Having a cutting-edge product that has a feature or a couple of features not in the competition makes the ideal customers buy it themselves. In that scenario, we call it as 'Assisted buying' and not 'selling'.
1. You need a knife
2. The one who wets his pants
3. You point the knife at them
More seriously, how early is the SaaS and what do you have to sell ? A vision with a potential or a ready product with an unproven value add ? A ready product with a few customers very happy with it ?
1) Find the prospects who see your product/offerings as painkillers more than as vitamins.
2) To find the prospects, use different channels and scrapping tools.
3) Be vocal about your product - sharing posts, networking, etc. Someone who is looking for a product like yours will come to your site.
4) Actively reach out to your prospects via various means.
5) Make sure your demo is relatable, convincing, on point, and delving deep into your prospect's problems.
This should better your prospecting and conversions.