This strategy will let you tap into a valuable, high-intent audience of users that are either actively looking to tackle the problem your product solves or are already using a competing product that’s not a perfect fit for their needs. Some tactics will let you piggyback on the brand your competitors have built, others will help you leverage the aspects of competing products that their customers are not satisfied with.
“My theory is that people first learn how to use your [product]. And they sign up because they know how to use your tool.” This is a predictable SaaS customer acquisition tonic most founders and executives ignore. What’s a better name to summarize Tim’s theory or SaaS growth tonic? Product-led storytelling.
Free Trials are Great. And really, it would be great if every app had one today. It’s 2020! But they don’t always work. It depends. We aren’t all Zoom. The free trial has to work — and be great. If your app requires a lot of data to input to get value from, or requires real business process change … the prospects probably won’t bother during a free trial.
How is your audience feeling these days? We always want to learn as much as we can about our audience’s rational preferences, their logical needs, and their transactional behaviors. But their feelings? Marketers need to adjust their content priorities so they can answer the new questions, not just the ones always in play when they’re considering a purchase.
Last week I did something stupid. I went on IndieHackers and offered to create free first impressions videos. And boy did people want that… Here are the biggest problem areas I saw in many of these projects (that you can avoid): No social proof, it’s not clear what the product actually is or who it’s for, and unclear product benefits.
Gene growthinsider marketing@
Can you spot your future customers in the wild? What about when they’re right under your nose (or on your website)? More importantly, do you have a way to capture those leads while they’re on your site? How can you get your most qualified visitors to reveal themselves and give you their email before they bounce? With an irresistible lead magnet.
The ordinary ways we do things have been disrupted left and right, up and down. So it’s fair for a marketer to ask: “Is now a good time to be running webinars?“ The short answer is, now’s a great time. Marketing departments are slashing their networking budgets. The result? If anything, webinars are only going to blow up.
The 4 Ps of marketing is a famous concept that summarizes the 4 basic pillars of any marketing strategy: product, price, place, and promotion. It sounds simple and it really is (the harder part is implementing it, which we will get into later). The idea behind the theory is that if you implement them, you will generate more sales.
We sell to the executive buyer level. They’re going to have to approve the purchase of a large contract. At our roots, we’ve always tried to go in at the grassroots. We’ve always been a product that a developer, versus an admin, would want to use, and would immediately know—as soon as they sign up—what they need to do with this thing.
Kristin openviewpartners sales@
7 things SaaS founders should do to improve sales operations before gearing up for scale. Through my previous roles, and after advising many B2B SaaS Startups on building scalable sales engines, I’ve come up with a framework that SaaS founders can follow. Having seen it work successfully, I thought it would be useful to share now.
In light of the Black Lives Matter protests, a deep dive into how companies can go beyond social media statements and spark real change. We see more brands flood social media announcing their solidarity against racism. These efforts are a step in the right direction, but it makes me wonder what brands are doing beyond their social media statements.
Grace profitwell brand@
I run the conversion-rate optimization program at BiggerPockets, which has been focusing on driving free membership signups for the past 9 months. In that time, we’ve been able to increase our free signup conversion rate by 81%. If you take all of the successful tests we’ve run and group them into themes, seven core categories emerged.
Alex optimizely marketing@
There’s a GOLDMINE of product insights right underneath your nose… And you’re probably ignoring it. Hiding in plain sight. Where is it? It’s in your customer support tickets. For my companies, I made sure Customer Support was one of our competitive advantages and we have since been recognized as having some of the best support in the industry.
Many of today’s fastest-growing software companies have something in common — their products can sell themselves. You just get started. No hassle and no credit card required. With PLGs massive growth, many wonder if PLG and self-service solutions will replace Sales. Here’s the thing, sales isn’t going anywhere.
Kyle saleshacker sales@
It’s time to hit Send. Your email is air-tight. You’ve done your research. The opening line is personalized. You even have a crisp “why you, why now” line. You’re about to let it fly, but something still feels off… And it’s your CTA. Should you ask for a specific time to meet? What about suggesting a conversation instead?