We’ve found that the Saas’s success rate is quite low in the U.K. market.
Because many Saas lose focus and forget to consult their customer mapping document, and/or marketing tactics, sales.
This is your chance (sometimes unique) to use and apply the bait to get more users. Then think how you could improve the product to keep your customers in.
We will split this into a three-part blog post and we’ll will first look at some free growth tactics.
We’ll then go on to talk in part three with different revenue streams a SaaS business should be looking to add.
Remember nothing in life is totally free and this is even more true in modern marketing.
Only the best Saas businesses that create innovative strategies/tactics will survive and thrive.
The key to succeed:
a) put in place a good marketing/content strategy
b) be customer focussed/centric
c) be agile (redesign your marketing funnel quicker than the competitor).
d) Innovate, test, test and repeat.
Provide value before asking for money. We see quite a few big Saas names betting on this tactic. We’ll see later on which ones are being successful.
So here we go.
Must offer free a 20 to 30 day trial period [Aka subscription model]
Tactic 1: The focus on value and free trials when launching a service/product – is a must. Study your audience inside-out. Then email or call them to suggest your services/product and if they want to try it for free.
This great technique works really well.
You can offer 20 days free trial period up to a full month.
Let me ask you this: What have you got to lose anyway? In my view nothing.
A free trial is your foot on the door, a small opening that will allow you to connect and build confidence and trust with new prospects. Let them play around during that period.
Step 1: Send a first email introduction explaining how it will work going forward.
Step 2: Few minutes later send them those magic video tutorials.
Step 3: Grab your best Faq page to clarify any questions/issues they may have – example: how to fix or get this code/app installed in no time.
Step 4: 4-5 days later offer to come in or setup Zoom call to explain how to maximise the product before they start paying you. If they’re not ready, extend the offer to another week or two.
This is a four fold tactic.
Firstly, you’ve got their attention, secondly you showed professionalism, have them hooked (if they like it), thirdly, a big opportunity to sign them and increase client base; and finally, if they are happy with the service provided they will be your best allies, fans and promoters/advocates.
Saas Customer Service /Support
Tactic 2: The very first thing you should do – write on your to-do list:
“improve customer satisfaction”.
Be clear/specific up front. From day one tell your clients that there is a business SLA in place with distinctive promise.
- Software support response in under an hour.
- App is 99% code error free.
- Do not charge for extra usage.
Also, tell the client that updates and software speed are a priority and part of your business’s values.
This will increase your clients trust with the brand/product.
Create new tactical marketing channels
Tactic 3: it’s all about the numbers in business. The more users and/or visitors you get the better.
Get your small team to brainstorm and analyse the impact of a new marketing channel. This could be two to three channels. Keep one on standby ready to go once you are getting momentum.
Ensure you invest enough time in the new marketing channels. No need to invest lots of money in marketing to touch significant numbers. There are easy ways to go aboutthis, but we tackle those later on on part two and three.
Saas Marketing Growth hacking Tactic example:
Find and select your best ranking topics and repurpose or convert it into a fun animated video. Then post it on Youtube, Vimeo, etc.
You could also grab your best content and transform it into a colourful infographic.
By being present on these two platforms you could give your business a tremendous boost.
Note: Youtube is the world heavy-weight champion of search engines.
Have you try any of these? Not yet, the why are you waiting?
Go now and give it a try.
Ready for Saas marketing tactics part two?
Thanks for reading it and do share it with friends, coworkers etc.
Image by Gerd Altmann