Since SaaS companies sell products and services that are not tangible, they have it a bit more difficult than other companies to acquire new clients. In fact, their sales funnels can be slightly different. Also their potential customers’ journey. However, if you want to succeed with your strategy, there are some things that always work. Here are 5 steps for SaaS companies to attract more users.
Growing fast is a must for a SaaS company.
To many other industries, it is highly surprising how fast the SaaS market is growing. It is indeed surprising, but it’s also a need.
In general, value creation stems from growth and ROI. While ROI matters the most in an older, estable company, growth is a much more important factor for new companies. That’s mostly the case of SaaS companies.
Anyway, growth predicts long-term success and generates higher ROI later and that’s why the higher is the growth, the more chances SaaS companies have to survive in a highly competitive, difficult environment.
1. You need to get your audience’s attention.
Have you identified those potential customers whose problem you are able to solve? There is no ideal client fantasy here, but rather something very practical and specific: you can solve a problem. Whose problem? That’s your audience.
Now you need to take them to your website. This means that your whole marketing strategy needs to focus on making very clear that you have the solution to their very concrete issue.
Also, your website and social profiles have to clearly explain how your product or service works in a way that your customers see the real value of what you are offering.
2. Now that you have it, start building a relationship.
Do you have a few potential leads? Good. Now you have to really focus on building a real relationship with them.
The most effective resource for it is just CONTENT. Set up a blog, work on a useful newsletter, put together a nice guide… There are many possible options here. Think about the ones that are more useful to your potential customers and, also, that help you make clear that you know what you are talking about.
In other words: work on content that meets your clients needs and helps you build trust and authority.
3. Get your leads to sign up.
It seems to be the most difficult part of your job, but it’s not. It’s just the start of it.
You have identified your audience and made very clear that you can fix their issue. They think you can do it, then let’s move forward together. It’s time to clear doubts. They just need to be sure that you have the solution. How about a free trial?
Free trials are your real allies here. Your potential client just needs to give it a try. It does not cost anything. At least not money! Is there anything that might be an obstacle for them to sign up? Think about it and clear the path.
4. Don’t let them go now.
Your prospect is now a client. Good job! That’s fantastic, but fragile.
You know it already, but let me remind you that there are many other competitors that, just like you, are working hard to get your client’s signup. It only takes a minute for potential clients to become customers. The same amount of time that they need to change service providers.
You need to work on engagement. In other words: you need to keep meeting their needs and expectations by delivering exactly what they want.
5. LTV and engagement go hand in hand in the SaaS industry.
Since you already have a relationship with your clients and probably by now, a lot of data, you also have the chance to work on different strategies to reduce churn.
How long does your customer need to be subscribed for in order for you to see some decent ROI? That’s it. Your next step now is to increase lifetime value as much as you can.