Other than ensuring that your SaaS product is running like a well-oiled machine, do you know the other thing that keeps developers up at night?
They would ask themselves how to increase their sales.
Mind you, acquiring new customers is one of the most challenging things that you should do when you are in SaaS. No wonder some companies would tap the help of a SaaS marketing agency to take the load off of their shoulders.
Nonetheless, acquiring sales is one of the most rewarding things about SaaS. That’s why we have listed down five tactics that can help you boost your SaaS sales.
Generate Leads Using PPC
Pay-per-click may seem a boring lead generation technique, but it can be the most efficient. After all, you just simply need to write the ad copies, create a landing page, run the campaign, and start seeing results.
Nonetheless, you can use this tactic to target your preferred users. A good example is a business manager who is looking for an alternative to the software that they are already using.
If you are able to attract his attention using your PPC ads, the next thing you should expect to happen is that he will click it, and he will be redirected to your landing page.
However, instead of directing a site visitor to a landing page that explains what makes your SaaS product awesome, we suggest that you use a comparison landing page. It is the kind of landing page wherein you compare your product versus leading brands.
A great example of this is MailerLite’s pricing and feature comparison page.
What makes a comparison landing page work?
For one, it gives your target users the information they need. It shows how affordable your SaaS product is compared to others, as well as the better features that you can offer. It simply answers the question, “What makes you the right choice?”
Stay Connected Using Social Media
Regardless of whether you are targeting individual users or business owners, there is a big chance that the majority of them haven’t made up their minds about your SaaS product yet.
The rest are divided between those who love you and those who hate you.
Luckily, you can connect to these three kinds of target users through social media. Here’s how:
Use Client Testimonials as Social Proof
User testimonials are the best kind of social proof that you can get, and you should leverage it whenever you have the chance.
You can turn it into a case study, for example, and share it on social media. Or you can feature one of your clients in a Facebook video to showcase how your SaaS product was able to achieve their goal.
A great example would be Shopify’s feature on Kurasu as part of their #Shopify1Million campaign.
Properly Address Negative Issues
Using social media to address negative feedback from haters has two benefits:
- It sets the record straight before it gets out of hand.
- It lets you demonstrate your superb customer service.
Doing so allows you to quell rumors and inaccurate complaints, as well as earn the respect of your audience.
Educate Your Undecided Prospects
As mentioned earlier, the majority of your target users are undecided about your SaaS product. Fortunately, you can use social media to educate them on what makes you a better choice.
Did they send an inquiry via Facebook? Make sure to reply promptly. You can also direct them to the right resources, be it to your website’s knowledge base section or to a particular post on your page.
The key here is to directly answer their queries so that you can educate them on the value of what you offer.
Get Featured on Review Sites
Here’s the thing, your clients definitely do their homework before making a purchase. In fact, 66% of software buyers said that reading product reviews could have an impact on their buying decision.
As such, it would be a good idea to get featured on third-party review sites such as PCMag. First, review sites make it easy for your target users to compare products. Second, they are deemed more trustworthy than vendor sites (a.k.a. your website).
There are various ways to get featured on review sites.
One, you can partner with tech blogs, give them free access to your SaaS product for a limited time in exchange for a detailed review. There are also paid options wherein you pay a review site to review your product and share it with their network or place it on a “Featured Review” section.
Getting featured on review websites does not only validate your product, but it also helps your own website to earn backlinks from credible sources.
Use Strong Trust Signals
In SaaS marketing, credibility is gold.
There is a big chance that your target user already knows what your SaaS product is, as well as the solution it provides. But can you deliver your promise?
This is where strong trust signals come in. It allows you to project that your product is credible and reliable.
Here are some quick tips on how you can display your credibility:
- Use well-known trust seals. Trust seals from the likes of Norton, BBB, and Visa or Mastercard helps allay your prospects’ fears and concern about data privacy and security.
- Feature client testimonial. As mentioned earlier, it is the best kind of social proof that you could get. That’s because it demonstrates that your products can deliver results.
- Provide case studies. Case studies illustrate what your SaaS product can do, just like a client testimonial. But in addition, it gives your prospects a walkthrough on a particular use case that may be similar to theirs.
- Put customer service contact details front-and-center. Doing so simply shows that you are accessible should a prospect need your help or has an inquiry.
Offer a Free Trial
It is a no-brainer that offering free trial has become the standard in the SaaS industry. Otherwise, it could hinder your conversion rate.
Sure, your trust signals can put your prospects’ minds at ease, but a free trial gives them comfort to give your product a try. Plus, being able to tinker your software allows them to evaluate whether your product suits their needs.
On your end, this is a great opportunity to generate and capture leads that you can nurture later on and turn into paying clients.
Nonetheless, it is a rule of thumb that your trial period should not be longer than 14 days. After all, most prospects jump ship after three days.
SaaS is like the F1 race of the IT industry. It is fast-paced and highly competitive. Thus, the best way to get ahead of the competition is not just to work hard, but also to implement effective tactics that can help increase your SaaS sales.