For your business to achieve its goals and be successful, you have to get in front of a client and sell them what you have.
Then you must do it repeatedly until you have built a client base.
But to develop and fine-tune a SaaS sales strategy takes time and experience. Both of which are generally in short supply.
Here are four simple-to-implement tips that you can use today, to improve your sales strategy.
1. Attract the Customer That You Most Want to Do Business With
Customers hate it when you try to sell something to them.
While cold calling has its place in the sales cycle, it’s not the most efficient way to find customers or clients for your business.
It is far better for you if a customer raises their hand (metaphorically speaking, of course) and lets you know that they are interested in what you have to offer.
But how do they do that?
If you get to know what it is that your customers want and need, then you are ahead of the game when it comes to crafting a proposal that they will be interested in. With the right SaaS sales training, you will discover exactly how to do this.
So, ask your current customers what it is that they love about your product:
- What problems are your products solving?
- What is it that attracted them to you in the first place?
- Who is the person that decided to go with you?
- What is their reason for searching for products like yours?
Once you know the answers to these questions, you can create resources that your ideal customers are looking for.
This is where email is your friend.
Create a detailed resource that details exactly which problems your product solves. Give as much detail and aim to make as much impact on your ideal customer as possible.
Then give it away free in exchange for their contact details.
Do this in every piece of your marketing material. Make it abundantly clear that you understand what it is your customer needs most to make their biggest headache go away.
Then offer it to them in the quickest, easiest way possible.
Your content can take many different forms:
- Press Releases
- Blog Content
- White Papers
And the best part is that you can take each one of these pieces of content and turn them into every other piece of content.
2. Do not Bore Your Ideal Prospect
After going through all the trouble of getting your ideal customer to give you their contact details, don’t screw the pooch by putting them to sleep.
You need to craft your sales pitch in the most economical way possible.
Keep it concise!
Focus your attention on what it is that your prospect is most concerned about.
Let them speak.
Let them tell you what it is that they need.
File all the information they give you so that you can tell them exactly how your product can solve their problems, based on their unique circumstances.
Show your prospect how your product can add value to their business using examples of similar businesses.
3. Money Loves Speed
While it may sound counter-intuitive, giving your customers long trial periods reduces sales.
Your job is to provide value to your prospective client.
You do that by helping to solve their problem.
But most clients are hesitant to make a decision in case they make a mistake. If you have qualified your client and they can benefit from your product, give them a week to try it out.
Make it clear that the quicker they test out your solution, the quicker their problem will go away.
If you give them a month to assess your product, there’s no urgency. Their natural tendency is to procrastinate.
But in a day or two, they will have forgotten all about you. The next shiny new product will catch their eye and the chances of them trying out your product will evaporate as quickly as the morning mist.
Give them a short trial, then gently nudge them each day with an email that will remind them of the solution they could be enjoying if only they had tried your product.
Do not be afraid to get on the phone and chat with your prospect about how they’re enjoying their trial.
And don’t forget to track the results of the emails you send. Continually try new angles to see which email outperforms the others.
4. Charge What Your Product is Worth
Avoid being the cheapest product on the market.
Continually discounting your price will drive you into bankruptcy.
I’m not talking about volume discounts or annual plans here. I’m talking about trying to undercut your competition.
You should focus on charging as much as you can for your product based on what it can do for your client.
If your product has the potential to save your client $10 Million a year or put $10 Million more into their pocket, then your price should reflect that.
Do whatever you must to demonstrate to your client that your product can produce a result. That result adds value to their business.
It makes sense then that the price they pay for your product must reflect that value.
Value is demonstrated by referencing specific results achieved by other customers in their business.
Your clients will view the product as more valuable if the price is higher. There is no need to justify the price if your prospect understands the value that your product will bring to their business.
5. Implement Your Strategy for SaaS Growth
And finally, pick one or all of the tips above and commit to implementing them.
Don’t wait, do it today.
Your sales team will thank you and your bottom line will thank you.
Growing your SaaS business revolves around locating your ideal customer and then providing them with enough information to position you as an expert who can solve their business problems.
Your long-term success is guaranteed if you take the time to systematically develop your sales strategy.
Sales Plug University offers you the opportunity to receive the best SaaS sales training for your business. We do this by teaching you how to manage the sales cycle that is unique to your business. You and your staff can become 6-figure sales professionals by following our online courses or through tailored in-person training sessions.