How to Increase Sales of SaaS Products
March 15, 2018
SaaS Market is booming now and SaaS Product has become the medium to reach users of your target market to generate revenue.
You have done some research and finally built it, which can be customizable according to the user’s requirement with an objective to generate online sales. Having a SaaS application is not the end to generate revenue; you need to market it well.
So now, you might think or you may ask your marketing experts, “How to generate online sales or how can you increase your sales through SaaS product?”
Techniques like, content marketing, email marketing, SEO, link building and viral marketing can helps you to market your product and do so.
Here in this article I would like to share the major tips to increase the sales of your SaaS product, but before that let’s have a quick look at the experts’ advice,
I’m really excited about Facebook and Twitter Ads because:
- People spend a ridiculous amount of time on social media.
- It’s cheaper to advertise on social media than on search.
- I can promote my best content and generate trials for my product.
A way to drive new leads and conversions is to deliver value during the visitors’ initial experience. This can come in many forms, but one of the most common is a freemium approach. At Datanyze, we have several freemium tactics:
- Free premium content – we invest a lot of time and effort delivering know-how from the best people in the space.
- Market-share data – we have valuable data that we give to researchers.
- Free browser-plugin – this puts the power of Datanyze into the hands of our typical users for free. It’s not a free trial, but yet a free tool that gives us a bottom up approach to infiltrating a potential customer.
In the SaaS industry, users come to making decisions by following specific patterns. Let me explain. It all starts with the Awareness stage, an initial point in which a customer comes in contact with your app. Although he or she wasn’t specifically looking for you, they may have come in contact with your product. The process then moves to Consideration stage in which a user begins to consider whether to actually purchase a specific solution and then, researches what would be the best alternative. This is the stage during which they will research your company, your app’s features but also seek out and read reviews and other social proof. Lastly, they purchase the selected solution. Therefore, it’s important that you get reviews from your users, because they will affect the purchase decision on your potential customers.
Tips to Increase Sales of SaaS Product
1. Knowledge about product and Market: (Buyer Personas)
As a sales and marketing professional you must have thorough knowledge about your application like the trail period, pricing structure, How to use and who can use, available/upcoming features.
The next thing is that you need to think about the market like who your customers are and why they choose you? How your product will help them and what better you can do in near future?
These things would help you while dealing with customer with your sales pitch focusing selling.
2. Allow Users to use Free trial Period:
Free trail is the standard way of selling SaaS Products. After launching, keep your sign up free and provide free trial period without keeping any restriction on the functionalities. People are spending more dollars latter after using the product as trial. But make sure to keep your trial period short, say 15 to 30 days.
Remember; never force your visitors to sign up free with credit card details. Remove credit card info from the sign up form. The chances of losing signup and conversion are high because visitors are not interested to share card info at the initial stage. Let’s have a look the comparison stata,
3. Focus More on Design and User Engagement:
Professional, simple looking and soothing colored UIs are preferable by visitors, otherwise visitors don’t find the site to the interesting and they leave. Ultimately, they abandon the cart.
So, give a simple look to your product and adopt three click rules. Three click rules are basically making things easier for visitors to reach right place with three clicks. Use more relevant and high resolution images for easy understanding and clear visibility.
Create some killer and catchy headings; Use different attention grabbing personal CTAs.
Make your product fully responsive, because more than 60% of online users are using Smartphone. Use multilingual feature, to be familiar with different regions target audience which you are focusing.
Make your page loading faster in terms of few second to have good visitor engagement and thereby increase in revenue.
Sites with 3 seconds loading time get 22% fewer page views, 22% lower conversions and a 50% higher bounce rate than sites with 1 second load times.
And sites with 5 or more seconds of loading time are worse. They get 35% less page views, 35% less conversions and 105% higher bounce rate.
Further research even shows that reducing page load time from 8 to 2 seconds can boost conversions by 74%. So always try to minimize the loading time as much as you can.
4. Get Connected with Emails:
Email is the most powerful gun to hit your target audiences in direct marketing. This also helps in generating high sales comparing to organic search. So make an email list of your potential users/customers and send triggered emails to encourage subscription. Try to maximize your contact list and go for smart and personalize sales calls and do timely follow ups.
5. Adopt SEO and SMO:
Search engine optimization (SEO) plays vital role in bringing visitor and prospective leads through keywords. So after the completion of design and development of product, make that search engine friendly with suitable keywords and on page SEO. Your site needs to appear in organic search with your keywords.
Social Media Optimization (SMO) is the real viral marketing to reach millions of users on the web. Give some time in social engagement in top social media sites and participate in groups, forums and discussion to create a branding of your product. Paid social media advertisement is expensive but also can boost sales.
6. A/B Testing Your Key Pages:
A/B testing is the conversion oriented analysis for rapid growth of your sales in your product existing traffic. You need to do regular testing of your major pages/ high traffic pages in Google Analytics to check your existing and new users’ activity. Go for setting funnels and try to find out the leak points of your page to modify accordingly.
It’s always easy to gather huge number of traffic through paid promotions and marketing but these are too expensive. Go for regular testing and analysis of pages to maximize your sales.
7. Content Marketing:
Content marketing is the art of creating online content like blog, video, Infographic, eBooks, social postings and share them for user/reader awareness.
“Content marketing is a marketing technique of creating and distributing valuable, relevant and consistent content to attract and acquire a clearly defined audience – with the objective of driving profitable customer action.”
Quality content always educates your reader, reach more users, aware them about your product and create a brand name.
Blog, video and tutorial contents help in maximizing your sales. Through content marketing you can reach product influencers and earn their trust.
8. User Customer Testimonial and Online Reviews:
People may think negative or wonder when you talk about your products, but get convinced when they see testimonials. Testimonials are the feedback from the real users and this helps winning the trust of your potential customer.
“People influence people. Nothing influences people more than a recommendation from a trusted friend. A trusted referral influences people more than the best broadcast message. A trusted referral is the Holy Grail of advertising.”
– Mark Zuckerberg
You need to be very very careful on choosing the right one, because it should match your demographic, the occupation and the position of user and industry as well.
According to brightlocal consumer review in the year 2017, 97% of consumers read online reviews for local businesses and 85% of consumers trust online reviews as personal recommendations.
So, don’t forget to include testimonial and reviews on your product page.
9. Effective Communication and Excellent Customer Support are Top Priorities
Communication is the key factor to represent your thoughts with other. Use right words at right time while you talk to the prospects to keep them engaged before any financial discussion. Be open in discussion with confidence and handle the queries thrown by your prospect and never forget to suggest the correct one.
Customer service is the lifeline of your online business. According to helpscout.net, 78% of consumers fail to purchase because of poor service. This is very bad, despite of having a good product.
Most of the SaaS Companies focus towards the revenue from new prospect, rather than focusing on their existing users. But the truth is only 5-25% revenue can generate from new and more than 80% revenue comes from renewals and up sells.
So you need to give priorities to your customer support like free upgrade, product onsite training, quick response of queries and sharing support documents through which user can understood the details quickly.
Related Blog : 6 Basic & Easy Tips For Never Losing Your SaaS Customers
These are the most necessary tips to improve the sales of your SaaS product. Besides these you need to do regular optimization, analysis of your product and also analysis your competitor’s activities with keeping in mind of your target users.
Are you interested to discuss more about your SaaS Product? Consult now