A friend called me last Sunday. We spoke after a gap of few years. After exchanging pleasantries, he asked me what I get from one particular social media network.
Well, I am sure, he has seen me sharing some great content [or so I think, what do you say] from time to time. Writing great content is not easy. Constantly sharing – great content, snippets, tips, secrets, short real-life stories, and nuggets of knowledge is not everybody’s cup of tea.
I told him, if you google my name, the first result or link you get is my profile on that very same social media network. You know which is that, right?
I continued telling him that my potential clients and prospects keep searching online for me and/or the services I offer as we speak. The idea is to build trust and get their mind-share, I said.
I specialize in marketing SaaS products. Selling software comes naturally to me since I have spent decades on it. So, it’s not an eighth wonder of the world. Also, selling any high-value product is my forte. But the sales process or the sales methodology one uses is specific to the product or the industry.
It’s not a template you can use. It’s a general guideline that you can take and customize for your specific product. What works for one may not work for another.
Methodologies are nothing but rules that you will use in Sales. There are various methodologies – SPIN Selling, SNAP Selling, Concept Selling, Challenger Selling, Inbound Selling, Account-Based Marketing, etc.
But the sales process is different. The process from the time a lead comes in, to the time the lead becomes a closed customer, is called the Sales process. It usually starts with Discovery and proceeds with Qualification, Information Deck Presentation, Demo, Post Demo, Site Visit, Proposal, Negotiation, and Closing.
With SaaS, we have efficiently removed most of these steps. It’s easy to buy SaaS. There’s no risk involved. You try. If you don’t like it just unsubscribe. You would have spent very little, say one month’s subscription. There’s no elaborate Sales process or negotiation involved unless we are talking about 1000 seats or more.
Ask me any questions you may have with specific reference to selling your product and let me try to answer.
An idea: Just like how SaaS made it easy for customers to buy software and use it, you can apply the same concepts and reduce the risk for your customers to use your products. You can give free samples or a low-cost package of your products for a one-time purchase for first-time customers.
If you need any landing page ideas or any marketing idea on how to grow your customer base quickly, you know whom to contact. If you still didn’t get it, let me say it explicitly, it’s yours truly, the one and only, Kannan Kasi.
#b2bsales #socialselling #kkrocks