Contributed post –
There is no denying that SaaS is a huge industry, which is only growing. If you are involved in selling SaaS, or you are thinking about getting involved, you need to be prepared. In this blog post, we are going to take a look at some of the things that you need to know about selling SaaS.
Your product is not going to sell itself – There is only one place to begin, and this is with the fact that having a great product is not going to be enough. Yes, you may offer one of the best tools when it comes to SaaS or SaaS management, however, this is only the beginning when it comes to selling SaaS successfully. Once you have a great product, you then need to make sure you market it properly. One of the mistakes people make is selling features instead of focusing on creating a need and desire for the product and then delivering value. The latter is the best way to go about it.
Give short demos that are focused on value – Demos should not act as a training session. Your lead does not need to see everything that your product does. Instead, you need to make sure that you focus on the benefits, rather than the features, and you should keep it short as well. Plus, qualify your leads first before they are given a demo. Demos should not be used as a qualification tool.
Call your trial signups straight away – One of the biggest mistakes that fledging SaaS companies make is failing to call their trial users. Plus, those who do this tend to wait until the last day. Instead, you should give trial users a call within five minutes of them signing up. If you do this, you will handle objections effectively, quickly disqualify or qualify prospects, as well as drastically improving your reach rate.
Optimize your email campaign – It is also a good idea to focus on optimizing your email campaign. There are a number of steps you can take in order to get the most out of your drip email campaign. This includes sending activity-based emails, as well as sending a large quantity of emails and using human email addresses.
Keep your trials short – Another tip when it comes to SaaS is to keep your trials short. There are a number of benefits associated with this. This includes the fact that customer acquisition costs will be lower. Furthermore, users take short trials more seriously. Furthermore, most people do not use free trials for the full duration. Because of this, it is a good idea to make sure that your business’ free trial does not last any longer than 14 days.
So there you have it: everything that you need to know about selling SaaS. We hope that the information that has been provided in this blog post will help you when it comes to making your way in this industry.