Ton Dobbe 🔆’s Post

Selling 🎁 products is so much easier than selling 👨🏽💻👩🏼💻🧑🏻💻services. This is why, when invited to speak at the SaaS Innovation Hub webinar, I talked about how to start selling services as Products. If you want to master your services sales and marketing, consider joining my Masterclass and Challange. Registration is open for classes in November and January. However, a good starting point is to head over to the SaaS Innovation Hub and watch the webinar. Respective links are in the first comment.👇🏻

Hey SAAS CEOs, quit hiding out in product and justifying it by telling yourself that it's because "you care about your customers." If you really cared about your customers you would be: - Engaging with them where they currently are (on LinkedIn) - Adding value to them now, even though they aren't ready to buy your product - Creating a movement that will lift all the boats in your industry You do this by being PUBLIC about your lessons learned, your current vision, your core values, and how you are currently working to solve your customers problems.

For SaaS founders, the traditional funnel is only half the story. Success begins after the sale. 𝗧𝗵𝗲 𝘁𝗿𝗮𝗱𝗶𝘁𝗶𝗼𝗻𝗮𝗹 𝗳𝘂𝗻𝗻𝗲𝗹: Attention - content, channels, webinars Consideration - free trials, demos, comparisons Decision - case studies, testimonials, ROI calculators Conversion - closing the deal But in SaaS, making the sale is the starting line, not the finish line. Why? Because there are TWO more levers after acquisition. 𝗧𝗵𝗲 𝗦𝗮𝗮𝗦 𝗛𝗼𝘂𝗿𝗴𝗹𝗮𝘀𝘀: 1. Acquisition - Get more customers 2. Retention - Keep customers longer 3. Expansion - Make customers more valuable Notice how the visual below starts getting bigger again, hence the hourglass. That's because there’s usually a decreasing amount of effort required to retain a customer after they’ve been around a while. Until eventually, you get to that Holy Grail—Net-Negative Revenue Churn, expanding ARPA on customers you already have. This is how SaaS companies become true money-making machines. You can deep dive into each SaaS lever in our book: 𝗦𝗼𝗳𝘁𝘄𝗮𝗿𝗲 𝗮𝘀 𝗮 𝗦𝗰𝗶𝗲𝗻𝗰𝗲 📙 Grab your FREE copy here: https://t2m.io/KD7Y7en2 (𝘭𝘪𝘮𝘪𝘵𝘦𝘥 𝘱𝘩𝘺𝘴𝘪𝘤𝘢𝘭 𝘤𝘰𝘱𝘪𝘦𝘴 𝘳𝘦𝘮𝘢𝘪𝘯𝘪𝘯𝘨)

Great SaaS landing pages DON’T sell you on the product! (here is why) The job of an amazing landing page is not to sell you on the product… But sell you on TRYING IT. It provides just enough info for you to take the next step and get a trial or demo (trials and demos do the actual selling instead). 👉 A BALANCING ACT Too little information and your product won’t even feel good enough to try. Too much information and you will raise unnecessary objections for people to try it out (it overwhelms them) Both result in horrible conversions --- 👉 Does this change how you think about your landing pages? Write to me in the comments! P.S. If this resonates with you and you want to improve your landing pages shoot me a DM

There are two journeys your SaaS can take — which ride are you on? Right now, your product-led company is on the white line. But where will you be in the next six months? How about the next year and beyond? You can continue guess-working your GTM strategy, getting hung up on free model vs freemium and ride the gray line trajectory into the future towards settling to be a commodity or industry contender. Or better yet…. You can take the gold line to become The Obvious Choice. You’re the best and easiest solution in your industry.  If your product-led company isn’t on the gold line, we want you to get there. This is exactly why Wes Bush designed the ProductLed System. He has worked with over 324 companies to implement this system, helping them to reach more than $1B in self-serve revenue. During live coaching sessions with Wes, you’ll learn how to implement the system’s nine components to scale your self-serve revenue to 7 figures and beyond. Here’s where to learn more and enroll → https://lnkd.in/gn3fuMir. 

Here’s a secret from our SaaS launch strategy at HeroPost 🦸♂️ : Instead of building features first and then scrambling to find benefits, we flip the script. I start by writing sales pages that highlight the benefits of our product for our future users. (I focus on what truly matters to our customers). Then we develop the features to deliver those benefits. This approach ensures we’re always aligned with customer needs and ready to ship features that make a real impact. Building with purpose, selling with confidence. 💡 What’s your approach to product development?

People buy from those that they trust. Trust is something earned. You can earn trust by really understanding the buyers pain. To really understand their pain, it takes deep understanding/practioner mindset. So why does SaaS still feel like they can accomplish sales rep training in 1-2 week bootcamps?

People only have 2 possible reactions to your SaaS message: → They trust you more. → They trust you less. To make sure they trust you more, focus on these 7 principles: 1 - Be as clear and concrete as possible. 2 - Be direct, say what they need to hear. 3 - Communicate their problem better than they can. 4 - Name their fears in a way only their closest friends could. 5 - Talk about an outcome they secretly want. 6 - Intrigue by communicating an element of surprise. 7 - Make sure what you promise is desirable & believable. Sales-led SaaS companies that understand and implement these principles have an unfair advantage over everyone else.

If you’re booking your SaaS demos, but not closing them… there are 3 things you need to do to close more of your demos, faster. 1. Highlight your differentiating factor  In my experience, there's no use trying to look like the other big company in your market. Find your 10X differentiating factor and own it. It could be a feature others don't have or your product as a whole. 2. Emphasize your macro trend  Why should your ICP want your product now vs. a week from now? It's all about positioning your solution as the immediate, game-changing answer to their challenges. Showcase what sets you apart and why waiting around could mean missing out on a transformative solution. 3. Make an appealing offer  Make an offer your ideal customers cannot refuse. It could be free onboarding, discounts, or an additional feature. Find ways to off-set or eliminate perceived (or real) risk in your customer's mind. These are just some key strategies to close more demos and win revenue faster. BUT, what if you don't have enough pipeline or demos? If you’re a SaaS Founder looking to increase your pipeline and book more demos to reach $3M+ ARR (and beyond), grab a complimentary copy of my 5-Point SaaS Growth Strategy Guide. Just follow the link in the comments below. 👇

How to Create the “That’s it!” Moment (Without the “That’s it?”) Imagine this: You’ve just demoed your SaaS product, and instead of the excitement you’d hoped for, you hear a skeptical, “That’s it?” What happened? Most likely, you didn’t set the stage quite right. To land a “That’s IT!” response, here’s the playbook: Pre-Demo Expectations Before diving into the demo, prep your prospect for simplicity. ➔ “You’ll find this surprisingly intuitive—our goal is for you to see results without complexity.” Highlight Key Pain Points Mention the specific challenges your solution solves, but with clarity about how effortlessly it does so. ➔ Frame it as: “You’ll see how we streamline X, Y, and Z in just a few steps.” Walkthrough, Not Overload Skip the feature overload. Show just enough to solve their pain points and keep them intrigued. ➔ “You don’t need to know every detail, just what will get you the biggest wins.” Close with the Impact Reinforce the simplicity by tying it to their ROI. ➔ “Simple, effective, and designed for maximum impact with minimal effort.” Your prospect should leave thinking, “Wow, that’s it! So straightforward!”