Sell SaaS When You Least Expect It
In today's infographic, we're sharing what we have learned about how to sell SaaS to reluctant prospects. Some prospects don't have much experience with SaaS yet. Hard to believe, but true.
A lack of experience is just one explanation for a SaaS buyer's reluctance. A bad SaaS experience is even more problematic.
Depending on how high-touch your sales process is, figuring out why our prospects are holding back is no small task. Get a head start and set yourself up minimize common issues of prospects who aren't SaaS-savvy. Here are 10 tactics that we recommend.
Have you personally used fewer than 4 SaaS applications today? Right. It's harder than many assume to step into the shoes of this customer.
And can you even imagine delivering less-than-stellar customer servicer? Not so much. So here we are, trying to sell SaaS to the world.
We hope this approach to the reluctant SaaS prospect is helpful to you and your team. Know another tactic that works well? Share it in the comments and we'll include it (with attribution) in our next edition.
An infographic doesn't lend itself to lengthy explanations. Here are some posts worth reading if you're after more information:
- Neil Patel's How Not to Scare Customers With Recurring Billing explains why firms should only offer subscription billing if that's their strategy. One of the many tips in this post that you won't see anywhere else.
- Price Intelligently's Boosting MRR: Annual Vs. Monthly Subscriptions in Your SaaS Pricing Strategy discussed the importance of offering both monthly and annual pricing.
- Lincoln Murphy's 3 Secrets of High-Converting Free Trials is a fab read if you're about to give up on your free trial program.
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