Software-as-a-service is a fairly specific niche, so it's important to be mindful of the audience you're selling to while you're designing your marketing plan. If you are going the traditional route to give “free trials” or sticking to the “information is king” model, marketing for Saas can still be tricky to figure out.
Here are three principles of SaaS marketing to consider to ensure your efforts are yielding results.
Refine Your Strategy
Trying to sell the SaaS solutions as if it is a typical B2B solution is likely to fall flat in the competitive market today. Since most SaaS platforms are so obsessed with lead generation, they often hinge on closing sales based on features and price that gave SaaS competitors rising area. It is where the SaaS marketing strategies are refined to reduce customer turnover, optimize SaaS pricing, and grow your SaaS subscription business end-to-end.
You need to keep refining your SaaS marketing strategy that suits the innovation required to sustain the competitive market. Although some strategies of SaaS growth hacking can be derived from more conventional marketing approaches, the overall strategy deserves a fresh point-of-view considering that SaaS marketing is different these days.
Offer a Free Trial of Your Product
If you're still unsure if you need to offer your prospects a free trial of your product, then don't be! You definitely have to offer a free trial of your software because it helps users understand how your software works, how it solves their problems, and provides them with a solid reason to subscribe to your product.
Now, there's a bit of mystery to the free trial and that's: don't give all the features your company has because it won't convince the user to upgrade to the full-featured company.
Free trials work as an outstanding marketing tool, but you need to think twice about how much privilege you want to offer to your prospects.
Give Short, Value-Focused Demos
The most common mistake companies, especially startups, make when they give demos is that they view the demo as a training session. Many times your leads do not want to see every little thing your company does. They want to know if it is going to help them grow their business or operations. Here the three ways to do it right.
Qualify First.
Don't use demos as a tool for qualification. Always level your leads before giving them a demo.
Keep it Short.
30–60 minutes is way too long. If you cannot convey how your product is beneficial to your prospects in a short time, you need to take a deep understanding of your product.
Focus on Benefits, Not Features.
your prospects do not care about minute things in the UI/UX. o not tell them what your product does. Instead, tell them what it does for them.
Wrapping Up
SaaS sales is challenging, but it isn't impossible. By keeping these three principles in mind throughout your selling process, you'll improve your chances of success.
