SaaS(software-as-a-service) businesses are becoming popular due to their cost-efficiency, scalability, accessibility, and a host of other benefits they offer to businesses.
As technology continues to evolve, SaaS is likely to remain a pivotal player in the software industry, driving innovation and helping businesses thrive in an increasingly digital world. But the key to survival for all SaaS businesses is how to get SaaS customers.
If you’re just starting as a salesperson at a SaaS company or you’re in the early stages of product development 🌞, this guide will walk you through all the steps you need to know to successfully sell your SaaS product🥳.
But before we jump in, I want to share the book that I’ve written book “Cheat Code to Build a SaaS”, In this book I’ve explained all the steps, tips, and tricks, some valuable resources, and how you can kick off with your SaaS. This book will answer most of your questions and in case if you have any further questions feel free to contact me.
How to Get SaaS Customers
SaaS is a software-as-a-service (SaaS) platform that’s been around for a while. Whether you’re a SaaS newbie or you’re looking to sell SaaS for the first time, you may not be familiar with the term. But you’ve probably used it before, like Google Workspace, HubSpot, or Zoom. That’s why a SaaS rep needs to have a good understanding of the software and the product roadmap.
When it comes to understanding the sales process for SaaS, it’s really helpful to visualize a sales funnel, a downward pyramid. Each step of the process requires time and dedication to get done, this is why
At the top of the funnel 🔻, you start with a larger pool of potential customers and lead them through each phase of the process. This stage is to build “brand awareness” and help with “brand discovery”. The best way to get them is through social media marketing.
As you progress further down the funnel, you gradually filter out more and more people until you arrive at the bottom, where only the most qualified buyers remain.
These are the individuals who are most likely to make a purchase and become loyal customers of your products or services.
Let’s go over that below⏩!!
At the beginning of the sales process, you enter what is called the “top of the funnel” stage. This is the first stage which involves reaching out to a broad audience of potential customers in the market which you can consider as the initial process.
You can approach customers through phone calls, email, social media, or newsletters. The primary objective at this stage is to increase brand awareness 😇 rather than closing a sale immediately. The goal is to showcase your commitment to providing a service that is built to last or is durable, rather than just selling a product.
The second phase in the process of selling SaaS is qualification. This step follows the first phase where you determine if prospective customers are interested in your SaaS solutions. For instance, if you send numerous emails, how can you be certain that these individuals will make a purchase? The answer is, you can’t be certain 🤔.
That’s why you get on the phone and you qualify them by knowing if they are interested in your solution? or do they have the budget and decision-making authority to purchase your product. So, qualification is extremely important because it involves asking a few questions, understanding the customer’s needs, and determining if they are a good fit to buy. It’s not about pressuring them into a purchase, but rather identifying if there is a match and if your SaaS product can solve their problem🙂🙃.
Once the prospects are a perfect match for the product, the next step is to provide them with a clear and concise presentation or demonstration.
This is a crucial opportunity to showcase how your product addresses their specific needs and provides them with significant value. If you have already developed software, this is also an excellent chance to demonstrate its capabilities. This is the ideal time for you to start selling.
It is essential to bear in mind that if you start selling right away, you may not even know if the prospect is interested in what you are trying to tell them 🙅.
On the other hand, if you qualify your prospects first, everything you say during your presentation is going to be a lot more impactful because you’re dealing directly with the weak points your prospects already mentioned during the qualification phase. So, in this phase, you’ll need to get to know your prospects and answer their queries right away 🗣️.
4. Don’t Have High Expectations
It’s crucial to keep in mind that not every potential customer will be ready to commit to purchasing your SaaS product right after your presentation. This is particularly true for products that are complex or expensive, as they may require the input and approval of various decision-makers on the prospect’s side 😏. Therefore, it’s impractical to think that every sale will happen right away unless you’re offering something uncomplicated or reasonably priced.
5. Purchase or Not
This is the final phase that indicates whether or not a prospect is ready to buy 😲. There may be one case where you know with absolute certainty that a prospect is interested in your products and services. By convincing them that your products and services are worth their time and money, the deal is finalized and your prospect becomes a paying customer 💰.
Another case may arise where plans may not go as expected and delays or budget issues may arise unexpectedly even if your customers were genuine about the purchase before 😌. To assist in these situations, it may be helpful to collect their 📞 contact details and touch base with them in the future to determine if they are still enthusiastic about buying your product.
Additionally, you can provide customers with your email address so they can contact you when they are ready to continue 💻. This can help maintain a positive relationship with customers and potentially convert them into future sales 😀.
What To Look Out For
There are more than 20,000 successful SaaS companies out there in the world 🗺️, so it’s important to stay up to date with what’s going on in the industry. Talk to experts in the field and read lots of articles about the SaaS industry on a daily basis.
How to Get First SaaS Customer
Here are the strategic approaches to get SaaS customer:
– Target audience and their specific needs
– Establish a strong online presence
– Offer free trials or demos of your SaaS product
– Ensure a smooth user onboarding process
– Competitive pricing strategy
– Continuously gather and act upon customer feedback
– Keep improving your product
– Foster a community for long-term success.
What is SaaS marketing?
SaaS marketing refers to the strategies and techniques used to promote Software as a Service products to potential customers.
Why is content marketing important for SaaS companies?
Content marketing helps SaaS companies showcase their expertise, provide value to customers, and improve their online visibility.
How can I identify my target audience for SaaS marketing?
Identify your target audience by considering factors like demographics, pain points, and preferences through market research.
What are some effective social media platforms for SaaS marketing?
Platforms like LinkedIn, Twitter, and Facebook are ideal for SaaS marketing due to their business-oriented user base.