No matter what kind of product you are selling, it’s powerful to use a hook that helps to make the product immediately relevant to consumers. This is how marketing experts sell products to the right consumers with limited effort. When you are selling a SaaS product, showing what it can do for consumers is key to generating sales without undue effort.
SaaS products are always aimed at solving a problem. Whether you are creating a custom solution for clients who have a specific tool they want your help designing, or you are making a plug-in tool or add-on application for general sales purposes, you must be able to show that your SaaS solves a problem. Consumers need to know that your SaaS product will offer them easy and reliable solutions that will stand the test of time.
If you want to learn more about how to position your SaaS to practically sell itself, then read on.
How To Develop Your Position
The first step in the process of positioning your SaaS product is to ask some key questions that will help you to develop your positioning. You need to be sure that you are showing precisely what the product you can offer will do for consumers right off the bat. This is also a critical part of creating your branding messaging for ads and other outreach.
When creating a SaaS product, you also will want to be sure that you are generating a position that is based on what is unique about your application or tool. There is no shortage of SaaS products on the market today and you want to be clear about what yours can do what others cannot. If you start developing a position and realize that your product is exactly like others in your market space, you might need to add some features that will stand out from the crowd. Unique and effective features are a big part of positioning your SaaS for easy sales.
The reality of SaaS products is that the background functionality is always essentially the same. What makes your SaaS special to consumers are the features you have added that others have never made available before. Even in the case that you are developing a tool to use with existing products, you have to be able to show consumers why your tool is special.
· Who Is Your Target Audience?
This is a key element of your positioning language and plans. You need to know who you are targeting, and you need to know this specifically. You cannot target a generalized audience with every app or tool that you are developing, and this is not even a wise strategy for a general use tool. Most SaaS solutions are made for a very specific need, and you need to target the people that are going to require this kind of tool.
If you are making a product that helps with project management, you are going to want to sell directly to project managers in each ad that you run. All of your marketing will need to be aimed at the specific person who will use your SaaS solution the most and be most likely to find it highly productive for their needs.
· What is the Outcome That You Are Offering?
This is also an essential thing that you want to be able to answer. Using the example above, when you are making a project management tool, you need to be able to say more than just that the tool is for project management. Connecting with customers and selling your SaaS efficiently requires that you be able to describe exactly what it does in the first few seconds of your video, pitch, or demo.
If you have made a tool that offers seamless scheduling and easy collaboration, you need to make this very clear when you are creating your positioning language. If you have made a project management tool that is aimed at creating a really effective timeline for project goals, then this should be a part of your positioning discussion. No matter what kind of product you have made, consumers need to be 100% positive of the outcome that they will achieve when they choose your product.
· Prove It
This can be the hardest part of your positioning efforts because you do not want to give away your product for free. Free trials are a good option to prove that your product can deliver everything you said it would. You can also offer up case studies, testimonials, and explainer videos that will show what your product is all about. When you offer proof that your product can do everything you said it would, you can create easy conversions to sales.
This is one of the places where unique features and design options will have the biggest impact. You don’t want your SaaS to seem “ho-hum.” Making sure that you have crafted truly unique solutions for problems users might experience is critical to offering a SaaS product that sells without much effort. Whether your product automates complex processes, offers new ways to schedule meetings or discussions, or enhances collaboration and organization, you will want to be sure that consumers can tell right off that it does so with unique features and design.
It boils down to this: if your product has the features and tools that your user can’t live without, you stand a very good chance of your SaaS product selling itself
What Are Some Techniques to Make This Process Easier?
At the end of the day, the more data that you have on hand, the more effective your marketing efforts will be. There are some key strategies that will make it much easier to position your SaaS and sell it with ease. Just throwing a net out to everyone online or people of all ages and interests is not going to generate straightforward conversions to sales for you and your SaaS.
1. Create a Target Customer
The most important part of any marketing plan is knowing your target customer inside and out. You have an advantage when you have already built a SaaS product because you will have done this research before you made the product. SaaS products are made based on a specific problem that needs to be resolved. When you are researching the needs of certain customers to build a SaaS product, you will already have done a lot of the work necessary to build a target customer.
Target customers are your most ideal customer that will be the simplest person to sell to. Your target customer is created from data about the most common type of user for your SaaS as well as the kind of customer who is most likely to buy it right away. You will want to market to businesses that need the solution that you are providing as well as users with specific workflow demands that your SaaS solves. If you are creating solutions for business professionals, then you need to target them when you are selling your SaaS. If you are designing a tool for medical experts or technicians, you need to be sure that your target customer is based on this demographic.
Marketing to a target customer is critical to selling your SaaS effectively and with minimal effort. Even if you are making a custom product, you will need to know who your target consumer or user is to make sure that you know how to position your SaaS perfectly. Target customer data is how you will create improved marketing outreach of various kinds, and if you are not starting out with this information in hand, you will struggle to be able to position your brand effectively.
2. Look at the Competition Carefully
Another key factor to successful positioning for your SaaS product is to know how your customers see your direct competition. If there is a well-known SaaS product that is already operating in this space, you need to be sure that you are aware of how people feel about that product. Knowing the perceived shortcomings of competitors’ products can be a great help when you are positioning your own product.
You do not even have to directly negate the efforts of other SaaS products in a shared space. You can simply show that your product is superior to others because it offers more features or it allows better collaboration, or it solves a problem so effectively that they will never need any other SaaS product for their needs. Being able to outdo your competition is as much about knowing their strengths as knowing their weaknesses. You need to be able to address the areas that other products are not meeting people’s needs by making it clear that yours can take care of this need and more.
Unique features within your SaaS are key to standing out from the VERY crowded marketplace. The reality is that your product will offer the same basic foundation as many other technology products on the market. The unique features you have built-in are what will grab the attention of consumers and encourage them to buy your tool or product. It’s essential to have developed features that have not been tried before or that are much more effective than what is offered in other SaaS products so that you can show the value of your product when compared to others already on the market. Whether this is a great chatbot to help with support, a new calendar feature no one else has thought of, or a time-saving feature that is exciting and unique, you should be sure that your positioning leads with information about the features that make your product different from all the others out there.
3. Demonstrate Value
The value of your product is not just based on one single component of your SaaS. You want to be able to show that you are delivering a product that is more than a one-trick pony. Products that deliver effective solutions for a myriad of user needs are always easier to market than products that cannot do anything but solve a niche demand.
Your SaaS product should be valuable to consumers on many levels if you want to be able to position it effectively and enjoy ongoing sales related to it. Make sure that you can show what the SaaS you have built can make more than just a single process easier and more streamlined. The value of your tool or product should be clear when it is viewed from many angles.
4. Respond to Changing Data
When you are creating the position of your brand, you will start out with marketing efforts that are aimed at the target customer that you have developed. This can be a great way to get started gathering data about your SaaS in its niche. You will need to respond to the data that you are collecting about your product, however.
As you run ads and talk to consumers and offer free trials, you will gather feedback and data that will indicate if your targeting was spot-on or not. If you are willing to be responsive to this data and adjust your targeting as well as your messaging related to your SaaS product, you can further refine and improve your sales efforts. You will always save money on your marketing efforts when you are targeting your ads properly, and you will also be reaching the right consumers.
Marketing to people who are not going to connect with your product immediately is just a waste of time and effort. You want to be sure that you adjust your positioning to conform to the data that you are collecting when you first start marketing your product. Being responsive to the way that your product is performing as you begin to market it to consumers is just as important to your positioning as creating a target audience, to begin with.
5. Think About Your SaaS As a Service
Sometimes one of the best ways to make your positioning effective is to think about your SaaS product entirely from the perspective of the service it provides. This helps you to know what your brand stands for, how to talk about it, and how to connect with consumers easily. It can be much easier to talk about your SaaS if you are not thinking about it from a developer’s perspective.
The best place to start with your positioning for your SaaS is to take the software out of the equation and just look at the service that you are providing. Focusing on the service and what it can do will help you show clearly what the tool is for and what it offers. Who uses this service? How does the service work? How is the service managed? These are key points that you can define to use as part of your positioning message.
Above everything else, a SaaS offers a service and this needs to be one of the core statements that you bring forward in your positioning efforts.
SaaS Development Solutions That Work
If you have created a quality SaaS tool but are struggling to keep up with the demand for features and changes that are required to stay ahead of the curve, we can help! You can position your brand and your SaaS perfectly, but if you are not keeping up with the demands of your customers, you will lose money on sales.
We know how to help you make the have-to-have-it products that people are dying to buy. You will never have to struggle to create a SaaS solution that sells with ease when you work with us. We know how to create speedy and effective solutions that can easily be implemented and generate sales with minimal effort on your part.