Successfull SaaS sales strategy
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This document outlines successful SaaS sales strategies discussed in a webinar, including keeping trials short at 14 days, automating 4-6 semi-personalized emails during the trial, calling signups within 5 minutes to address concerns, quickly demonstrating the product's value in 15 minutes or less, relentlessly following up until a yes or no decision is made, setting appropriate prices to get cash upfront, lightly discounting only for annual prepayments, and being careful of customer churn by only selling to qualified buyers.
Successfull SaaS sales strategy
- 1. Successful SaaS Sales Strategies Webinar It’s the first Youtube result for “saas sales strategy” https://www.youtube.com/watch?v=-ZNgDM7PBwQ
- 2. Keep your Trial Short: 14 days The customers will just usually sign up for the product, play around with a little bit, then log out and forget about it. And maybe if you’re lucky, they will come back for a second time, play around with it for another hour or so and then make-up their minds. 90% of the time, the time for decision is really quickly. It’s really rare a software that the more the customer try it, the more they want to buy it.
- 3. Automate Email: 4-6 during trial Semi-personal. Emails must look they come from a real person, that customer can reply to. Send event-based emails: after a sign-up, after not engaging the initial setup, general inactivity, trial end. Engage them!
- 4. Call Everyone: within 5min after sign-up You have to call them while they are having the first impressions; while they are still with the computer in front of them. Ok, this do not scale. But remember, in the beginning what matters is learning! “Hello, my name is John from X company, I’m calling to say Hi. I noticed you just sign up and I’m willing to know if you need any help..”. They will have a lot of questions! “Is it really secure?”, “Is your company big enough”; Get to know their fears and manage them. You will have the chance to qualify them as actual buyers. Help them not to lose their money/time figuring out if the solution is good for them.
- 5. Demo Quickly: 15min or less Don’t got through all the features! It’s boring and waste of time; Show key features. Demonstrate value! Sales ≠ Training. Show what they will get from the product; how they will save money, or how they will increase their sales, etc.
- 6. Follow up Relentlessly Until you get a result: yes or no. There’s no reason to stop after getting a follow up. Most SaaS startups demonstrate the product, listen to some feedback like “Yeah, looks cool! I’m going to talk to some of my colleagues and we will decide”. And that’s where most people stop! Keep getting the follow up! After a few days, ask that customer if he talked to his colleagues. Don’t guess they not interested! Sometimes they are just busy or haven’t made a decision.
- 7. Get the Cash You have to set the prices right, and it’s usually higher then you thought initially. Most SaaS people way underprice their product; That’s why it’s important to keep talking and communicating to potential customer. That’s where you feel the value of your product. Good sales people are expansive. Get the cash as much as you can in the beginning!
- 8. Discount Lightly Be really careful with that! Only give discounts for annual pre-paid customers. It helps you to capitalize. If you give discounts randomly, it will be hard to predict revenue. The client may conclude your product isn’t as good as you initially presented. Only give discounts if the customer asks! It’s wrong to try to close the deal based on price rather than value!
- 9. Be careful with the Churn! Some clients will end-up leaving your SaaS. Only sell to qualified customers! Not qualified customers will create a ton of support/training/communication friction to your business. They will call you every day having questions and problems... Because the product is not fit for them. * Churn = quitters