Develop a strategic marketing plan whenever you decide to start or expand your SaaS business. New Saas companies are coming up every day and you need to set up an effective B2B SaaS marketing plan to make your SaaS firm unique.
The process used for SaaS marketing differs from that of conventional marketing. Your aim should be to retain subscriptions, and for that, you need to concentrate on winning and keep maintaining your client’s trust. Developing a good customer relationship is essential, however, you need an effective B2B marketing plan to get and retain customers.
Lead Clients To You
It seems obvious, but there is more to it. You have to drive traffic to your website to make sales. But customers have the option of accessing numerous other sites as well. The main way clients use to find their resources is search engine optimization (SEO). B2B purchasers generally use Google to find what they want. There is a technical use of SEO and depends greatly on smart analytics and constant work. Think beyond standard SEO and you’ll find numerous ways to get potential clients.
Content marketing is a creative strategy that can be used. Generate engaging and appealing content including funny videos, social media posts, or informative blog posts to drive people to your site. Content marketing works better than using fancy keywords in your articles. Creative and smart content gives a better idea to potential B2B buyers about what they can expect from your company.
Focus On A Seamless User Experience
Make B2B marketing decisions keeping in mind that you’re selling to a large body. You are not persuading one individual, but also convincing a team of decision-makers. The user experience is important even during the initial phases of marketing to B2B. If you want to make a sale then you’re the brand image of your SaaS firm projects that need to be constant and captivating.
First impressions are important which means your landing page should be unique and potential clients should be provided with information to keep them interested. Show them interesting reviews to offer them a reason to trust your services. Take care of the needs of your buyers and make them feel welcome when selling Saas.
Understand Your Clients
In SaaS marketing, your product has to generate revenue constantly. For your marketing plan, it means you need to ensure your customers are subscribed for as long as possible. Understand the needs of your customers and create a detailed buyer persona that helps you concentrate on customer satisfaction and to strategically market your product.
The Internet enables you to track customer’s actions so that you can make smart and effective business decisions. The latest technologies can be implemented to better understand the needs of the customers. You don’t have to spend on advanced analytics tools, just install chatbots to automatically collect data about your website’s visitors’ behavior and divide them based on it.
Give Them A Sample Worth Investing In
Even with incredible content, your customer most likely won’t decide until they test the product. It’s hard to get an idea of what SaaS provides without a free trial. Free trials are used by many companies but you can use your buyer personas and strategize every feature of the free trial to make the sale. The buyer’s decision making can be affected even with the decision to use a credit card to sign-up.
You might give some free samples for the retail store if you are selling physical merchandise. But in SaaS marketing, giving away the full product or free service is a known SaaS marketing strategy. You can offer a free trial, trial-to-paid, trial with or without credit card information. If you look for any kind of SaaS product, you are most likely going to find a free trial option somewhere.
The Sales Cycle Is Remarkably Short
“B2B sales” means “long sales cycles.” You might think a 12-month sales cycle is a fast process but it is not the case in the SaaS world. SaaS sales are all about rapid sales. SaaS customers look for a solution by doing some online research, try the solution, and then make a purchase.
The whole process takes a few days or just a few hours. There are no lengthy sales engagements, RFIs and RFPs, or any such formalities. Customers find it, check it, and buy it if they like it. That is it. The nature of the software makes the process so fast.
Your Greatest Asset Is Your Information
SaaS marketing is all about information. It is the most basic yet overlooked aspect. There are blogs of companies that serve more as an information product to support their social media service. They certainly want people to read their blogs but more importantly, they want people to try their product.
Make the dissemination of information a major part of your job. Blog, tweet, talk, post, think or speak to offer information, which is going to lead to the source of greater information – the SaaS product.
You’re Not Selling A Product As Much As You Are A Service
SaaS stands for “Software as a Service” which means the focus should be on service. The software should obviously be of value but service should be upheld as the epitome of qualities. Developers and programmers are undoubtedly important but the front-facing service component of a SaaS comprise of the service providers — help desk, sales, bloggers, and marketers. Sell your SaaS by spending your time and money on promoting your service.
Zahoor Bhat has over 10+ years of experience as an online editor and media manager. He has worked with major online news and content sites as a media manager. He is well versed with major content management systems and web platforms such as WordPress and social media networks including Facebook, Twitter, Youtube, Google Business, Yelp, Instagram & Linkedin. He is an expert in content creation, proofreading and finally making it live. Being a social media expert, he is able to make relations with social media influencers and make sure to generate leads and grow business via different social media platforms.