The push among businesses to adopt Software-as-a-Service (SaaS) options is only gaining momentum. The SaaS industry is adding billions of dollars of growth every year, making it a huge growth market.
What makes SaaS sales unique is that most companies investigating SaaS already want it. They are aware of many of its benefits, but need reassurance that SaaS implementations exist that will fit their individual needs.
By and large, selling SaaS boils down to emphasizing seven key aspects and demonstrating how they can be adapted to the specific client’s business. Then, clients should really sell themselves on the relationship.
7 Key Factors Driving SaaS Sales
Outlining the seven key benefits of SaaS can help transition into a conversation about features and the client’s systems.
1. Lower upfront costs. SaaS requires little or no new on-site hardware, and other costs are often amoritized into the monthly bill.
2. Fewer IT burdens. SaaS moves most or all daily IT work onto off-site staff and reduces internal IT department needs.
3. Less long-term commitment. SaaS requires fewer hardware investments and usually no long-term contracts, so businesses have freedom to explore other services if the first try doesn’t work out.
4. Rapid rollout. Once again, less hardware and fewer employees required means a quicker path from planning to practical implementation.
5. Greater flexibility. Services can be added, changed, modified, or swapped out at will. For instance, if business needs change drastically in six months, SaaS services can be updated within days or even hours.
6. Modern software compatibility. Cloud-based software seems to be the wave of the future and being tied to terrestrial hardware can hold companies back. SaaS solutions can be easily updated to stay cutting-edge.
7. Go-anywhere access. It’s a global business environment. Employees should be able to work from anywhere.
With these key factors on the table, it should be easy to get potential clients to start thinking about how to improve their own systems. The only thing they really want to hear is that their desires can be fulfilled.
Helping Customers Sell Themselves
If the client needs a few incentives, these are the most effective at overcoming pain points, pricing concerns, or the fear of changing computer systems.
I. Free Demos
A month of free service won’t just sell a customer on the utility value of the software; it’s likely customers will have to migrate systems over just to try it out. And with that hard work done, why would they go back?
II. Low Introductory Rates
Make the up-front costs as low as possible and spread out the rest into the monthly service plan. Up-front costs are the #1 pain point for businesses upgrading systems.
Effective SaaS Sales Build Bridges and Trust
For most leads investigating SaaS, the question isn’t whether they want it. The question is whether they can find a SaaS implementation that meets their needs. A positive client-focused approach, paired with a can-happen attitude, builds the trust needed to seal a new partnership.