Mistake No. 1: Wrong and purely automated approach
This automated email is rejected directly and may be classified as spam by the recipient. Why?
- The subject line and the email text do not match.
- The subject line does not arouse interest.
- No first name.
- The message is not personalised. No mention of how the product can help the user solve their problem.
These kinds of mails happen when you blindly rely on sales/ CRM automation.
Tips:
- Use automation tools only after proper testing in advance. Also use the method of A/ B testing.
- Understand the level of personalisation the tool can give to your sales messages.
Mistake No. 2: Too much small talk, too few facts
ales talks have changed in recent years and especially since the outbreak of the pandemic.
Whereas in the past there was plenty of time for detailed small talk, today facts count very quickly.
More than ever, the most convincing arguments in sales talks are time and/or cost savings through your SaaS solution.
If you have examples of the ROI of your product, preferably in comparison to competing products, you are sure to get the attention of the potential buyer.
Also show what your SaaS product can do for the buyer. Use images, videos and documents to highlight the product benefits.
Ask the potential buyer qualified questions. This shows your expertise and you stand out from other competitors and they take the conversation to another level.
Tips:
- Create sales pitch templates for key touch points.
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Simplify complicated conversations about highly technical problems, troubleshooting, etc. SaaS solutions are often complex. Simplify them.You’ll reduce the cognitive overload on your sales team to come up with ideas to start the conversation.
- Compare your sales team’s sales calls. Preferably as group work. This way everyone learns from everyone else.
Mistake No. 3: Overburdening the customer in terms of time – Time is money.
If there is one thing decision-makers have the least of today, it is time. Give the customer the choice between short and longer information.
Tips:
- Design a good elevator pitch to use on the phone or at events.
- Shorten the time it takes new users to see the value of your SaaS product.
Mistake No. 4: Inadequate onboarding
If your onboarding is too poor to make a good first impression, it will be difficult to convert test users into paying customers.
The ideal conversion rate here is between 25 – 50 percent.
Tips:
- Put a lot of emphasis on creating good product documents that are written in an interesting and understandable way.
- Supplement these with appropriate videos.
- Start your onboarding process by talking about the immediate benefits of your solution. Supplement these with case studies/success stories.
Mistake no. 5: No collection of customer feedback, no quality management (QM)
It is very important for providers of SaaS solutions to receive honest and extensive feedback from their customers. This is the only way to quickly eliminate errors and improve quality. Nothing is worse than solutions that are not optimised and whose poor quality only becomes apparent too late in the high number of cancellations. Good cooperation with product development is also helpful here.
For good QM, it is also essential to investigate the reasons for customer churn. This provides valuable information for sales and product development.
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