Necessary SaaS selling techniques for business owners Saptarshi Das
Posted: Wed Dec 04, 2024 8:40 am
To start a business is like unending passion, especially for entrepreneurs. You get an idea, you put that idea on paper. You do a complete dissection of the same until you are convinced it won’t ever fail.It’s survival of the fittest in this modern world. And every business, including SaaS(software as a service), needs revenue to drive its growth. Today, we will be highlighting some statistics and necessary SaaS selling techniques to help business owners in their survival.
Ready to dive into the world of SaaS business owners?
SaaS business owners
Back in 2018, SaaS companies had over 9 competitors on an average – Price Intelligently
Every business starts out small before making it big! This is the time period where individuals in your team feel stretched thin because of the multiple roles they portray.This is where you dig into various SaaS selling techniques and tools for helping you make your SaaS business successful.
First thing first, “So what do you sell, exactly?”
Companies will be running purely on SaaS soonCisco’s Global Cloud Index for the period 2013-2018Some start-ups are selling technology (SaaS to be precise), some are busy selling cloud software and the relevant pieces that reside inside the cloud technology.The success recipe cannot have just a single ingredient, can it now? It takes various ingredients to creat Azerbaijan Phone Numbers the flavour of success.The same goes for every business, even for a SaaS design business. Your customer success team, marketing team and the sales team must work together. This is how your business will grow.
What’s the selling technique?
Many entrepreneurs and small business owners often find themselves stuck in the weeds of operating a SaaS business.The treacherous waters of modern business world demand constant flow of revenue. If that doesn’t happen, your SaaS business will find itself sinking in no time.
The median cost for a SaaS company to acquire a dollar of new customer revenue is $1.18. – For Entrepreneurs
As CEO of a SaaS business, running the show takes a lot out of you.Even having a team sometimes doesn’t help you solve the flaw in your selling techniques.You have to be 100% sure that all the necessary ingredients have been well-mixed in your success recipe.
Necessary SaaS selling techniques for businesses
We would like to help you generate more revenue. So, let’s take a look at the SaaS selling techniques for modern businesses.
1. Map the customer’s sales journey
Map the customer’s sales journeyCustomer needs and requirements grow with passage of time. For SaaS, it’s the same story. Yet, this fact makes a very critical point. Every new product or service has an endless learning curve.SaaS business owners must make the customer journey beautiful. You must be their partner in this journey.Act as their guide and help them get a grip over the basics to move towards advanced capabilities.Having such a personalised engagement helps you increase customer retention. It also makes you part of their daily operations.But, how can you retain customers, if you don’t have one in the first place. You read it right. Customer acquisition is the first step in mapping the customer journey. The millennials today types their issue in Google. Google, then fetches relevant results based on their search query. Once the search engine shows results, they contact you by visiting your website, to get a solution for their issue.
Often, they don’t understand their own requirements.
They are confused regarding their needs.
This is where you kick in as experts.
To stand apart from the competition, you must showcase materials that make you true expert in your field.Like eBooks, videos, whitepapers and various other expert materials. Make sure you don’t overburden them with your knowledge base.Also, you must show them how these features are helping your present customers through case studies.
First Month – 4 Weeks of prospect communication
Teach them the basics of using your SaaS product.
Share emails that have precise steps of using the features.
Engage the prospects with emails that have visual guides of using your product.
Send out automated weekly emails and smartly track their open rate.
Send out tutorials with a link to your support portal.
Engage customers and inspire them to actively use your product or service.
When you follow these SaaS sales techniques, you prove an expertise. This also helps you establish a long-term business relationship with your customers.
Second and third months – Turn them into paying customers
The first month is over and so is their trial period.
Converting trials into paying customers is the major part of your job as a SaaS business owner.
By now, you have aided them in their customer journey.
Helped them understand your product or service inside out.
You have established the fact that your SaaS product can be used for solving their problems.
Now is the time to build upon the foundation of trust.
Show them the advanced capabilities of your SaaS product.
In this phase, you will need the help of your sales and marketing teams.
They will be doing timely check-ups on your customers.
This is where you will even look for up-sell or cross-sell opportunities.
Kick in the referral template and ask them to pitch your SaaS product to their inner circle.
If you have succeeded in providing a satisfying experience so far, the customers will happily refer you.
2. Use data, always!
There are millions of conversations happening across the social web. For humans to grasp these conversations and turn them in their favour is too far-fetched.The modern business market has provided platforms which help business identify opportunities in these conversations.Getting help from these technologies is the best way SaaS businesses can multitask and improve their sales.
3. Have a customer-centric selling approach
Okay, now listen very carefully!Keeping your customers happy throughout their buying journey is the most important part.A happy customer is equal to a paying customer.We are not asking you to be selfish and think of your customer as a number in an excel sheet.Encourage your potential customers to share their problems that they have while using your SaaS product.“Doing so lays the foundation of customer-centric selling.“
After this, you just continue guiding them down the right path towards solving their issues.
SaaS business owners and their customers need to work together to mutually benefit from the relationship.
Customers get to solve their core business problems and SaaS business keep the subscription cycle running.
In this age of social selling, where everyone is reading about the product and reviewing them, customer-centric selling takes the lead.Your customers are going to talk about you. And they are going to do that over social media, where millions of people are present.What would you want them to post regarding your SaaS product?Something positive always, right!Customer-centric selling will help you gain loyalty, referrals and positive word-of-mouth from your customers.
4. Sell solutions, not just products
SaaS companies struggle with the task of presenting their solution as a ‘product’. Showcasing your USP (Unique Selling Proposition) is one way. It helps promote your SaaS as a true solution in front of the customers. You can always consider hiring a top-rated design company in LA to make sure your site reflects this.“Better sales conversations require you to sell more than a product.”Ask the right questions to them.Doing so will make the customer a part of the ongoing conversation. Here are the questions that you can ask to the prospect
How does X function within your business?
Are you interested in improving the result of X part of your company?
If you solved X problem, how much would that be worth to you?
If you could change one part of your business, what would it be?
How do you currently do X, and how much time and resources does it take?
Asking questions also helps you determine how further they are into the path of decision making. A smart sales CRM for SaaS business can help you track the entire customer journey. It can also store the contact data in a central data repository and make it easily accessible from anywhere, anytime.Your solution must provide satisfactory answers of the prospects’ questions too.
What customer success team actually do?
On a business level, reducing the churn rate is the most important job of a Customer Success team.And how is that done?Customer Success team
Ready to dive into the world of SaaS business owners?
SaaS business owners
Back in 2018, SaaS companies had over 9 competitors on an average – Price Intelligently
Every business starts out small before making it big! This is the time period where individuals in your team feel stretched thin because of the multiple roles they portray.This is where you dig into various SaaS selling techniques and tools for helping you make your SaaS business successful.
First thing first, “So what do you sell, exactly?”
Companies will be running purely on SaaS soonCisco’s Global Cloud Index for the period 2013-2018Some start-ups are selling technology (SaaS to be precise), some are busy selling cloud software and the relevant pieces that reside inside the cloud technology.The success recipe cannot have just a single ingredient, can it now? It takes various ingredients to creat Azerbaijan Phone Numbers the flavour of success.The same goes for every business, even for a SaaS design business. Your customer success team, marketing team and the sales team must work together. This is how your business will grow.
What’s the selling technique?
Many entrepreneurs and small business owners often find themselves stuck in the weeds of operating a SaaS business.The treacherous waters of modern business world demand constant flow of revenue. If that doesn’t happen, your SaaS business will find itself sinking in no time.
The median cost for a SaaS company to acquire a dollar of new customer revenue is $1.18. – For Entrepreneurs
As CEO of a SaaS business, running the show takes a lot out of you.Even having a team sometimes doesn’t help you solve the flaw in your selling techniques.You have to be 100% sure that all the necessary ingredients have been well-mixed in your success recipe.
Necessary SaaS selling techniques for businesses
We would like to help you generate more revenue. So, let’s take a look at the SaaS selling techniques for modern businesses.
1. Map the customer’s sales journey
Map the customer’s sales journeyCustomer needs and requirements grow with passage of time. For SaaS, it’s the same story. Yet, this fact makes a very critical point. Every new product or service has an endless learning curve.SaaS business owners must make the customer journey beautiful. You must be their partner in this journey.Act as their guide and help them get a grip over the basics to move towards advanced capabilities.Having such a personalised engagement helps you increase customer retention. It also makes you part of their daily operations.But, how can you retain customers, if you don’t have one in the first place. You read it right. Customer acquisition is the first step in mapping the customer journey. The millennials today types their issue in Google. Google, then fetches relevant results based on their search query. Once the search engine shows results, they contact you by visiting your website, to get a solution for their issue.
Often, they don’t understand their own requirements.
They are confused regarding their needs.
This is where you kick in as experts.
To stand apart from the competition, you must showcase materials that make you true expert in your field.Like eBooks, videos, whitepapers and various other expert materials. Make sure you don’t overburden them with your knowledge base.Also, you must show them how these features are helping your present customers through case studies.
First Month – 4 Weeks of prospect communication
Teach them the basics of using your SaaS product.
Share emails that have precise steps of using the features.
Engage the prospects with emails that have visual guides of using your product.
Send out automated weekly emails and smartly track their open rate.
Send out tutorials with a link to your support portal.
Engage customers and inspire them to actively use your product or service.
When you follow these SaaS sales techniques, you prove an expertise. This also helps you establish a long-term business relationship with your customers.
Second and third months – Turn them into paying customers
The first month is over and so is their trial period.
Converting trials into paying customers is the major part of your job as a SaaS business owner.
By now, you have aided them in their customer journey.
Helped them understand your product or service inside out.
You have established the fact that your SaaS product can be used for solving their problems.
Now is the time to build upon the foundation of trust.
Show them the advanced capabilities of your SaaS product.
In this phase, you will need the help of your sales and marketing teams.
They will be doing timely check-ups on your customers.
This is where you will even look for up-sell or cross-sell opportunities.
Kick in the referral template and ask them to pitch your SaaS product to their inner circle.
If you have succeeded in providing a satisfying experience so far, the customers will happily refer you.
2. Use data, always!
There are millions of conversations happening across the social web. For humans to grasp these conversations and turn them in their favour is too far-fetched.The modern business market has provided platforms which help business identify opportunities in these conversations.Getting help from these technologies is the best way SaaS businesses can multitask and improve their sales.
3. Have a customer-centric selling approach
Okay, now listen very carefully!Keeping your customers happy throughout their buying journey is the most important part.A happy customer is equal to a paying customer.We are not asking you to be selfish and think of your customer as a number in an excel sheet.Encourage your potential customers to share their problems that they have while using your SaaS product.“Doing so lays the foundation of customer-centric selling.“
After this, you just continue guiding them down the right path towards solving their issues.
SaaS business owners and their customers need to work together to mutually benefit from the relationship.
Customers get to solve their core business problems and SaaS business keep the subscription cycle running.
In this age of social selling, where everyone is reading about the product and reviewing them, customer-centric selling takes the lead.Your customers are going to talk about you. And they are going to do that over social media, where millions of people are present.What would you want them to post regarding your SaaS product?Something positive always, right!Customer-centric selling will help you gain loyalty, referrals and positive word-of-mouth from your customers.
4. Sell solutions, not just products
SaaS companies struggle with the task of presenting their solution as a ‘product’. Showcasing your USP (Unique Selling Proposition) is one way. It helps promote your SaaS as a true solution in front of the customers. You can always consider hiring a top-rated design company in LA to make sure your site reflects this.“Better sales conversations require you to sell more than a product.”Ask the right questions to them.Doing so will make the customer a part of the ongoing conversation. Here are the questions that you can ask to the prospect
How does X function within your business?
Are you interested in improving the result of X part of your company?
If you solved X problem, how much would that be worth to you?
If you could change one part of your business, what would it be?
How do you currently do X, and how much time and resources does it take?
Asking questions also helps you determine how further they are into the path of decision making. A smart sales CRM for SaaS business can help you track the entire customer journey. It can also store the contact data in a central data repository and make it easily accessible from anywhere, anytime.Your solution must provide satisfactory answers of the prospects’ questions too.
What customer success team actually do?
On a business level, reducing the churn rate is the most important job of a Customer Success team.And how is that done?Customer Success team