A 14 day free trial without requiring any form of payment as collateral is being offered. Adjusting the price on the product for leverage is not an option.
Demos and free trials seem to be the only ways SaaS vendors can think about selling.
Funny thing: the same issues that plagued the IT field ten years ago (!) continue today.
The answer is in education. I don't mean teaching the prospect for free; I mean as the seller educating yourself on the true state of the target market so you can begin the sales conversation on ground they already believe in...and using education as a tool to bring the prospect around to your point of view.
I've made a couple videos and written a couple blog posts on the topic. Here they are:
Why Demos Fail to Sell:
http://www.youtube.com/watch?v=pKK5Anu9keM
Blog post: http://www.salestactics.org/why-demos-fail-to-sell/
SaaS Sales Problems:
http://www.youtube.com/watch?v=nDZQ_8Srt7g
Blog post: http://www.salestactics.org/how-saas-vendors-get-it-wrong/
If you want to develop an effective sales funnel for your SaaS, book a call and let's get started. Given the jump in expertise required, it's probably not something you're going to figure out correctly on your own in a short time, and I can save you that time--and those lost sales.
Answered 8 years ago
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