Three Ways to Sell
Your price sets your strategy. There are three main ways to do this.
1. The Self-Service Model
This is effective for inexpensive tools under $50. You do not speak to buyers. Your website does the selling here. Here, clear text and free trials are important.
2. The Transactional Model
Prices range from $50 up to $3,000. Buyers need a little help. You show them a quick demo. You answer questions. The deal closes in a few weeks.
3. The Enterprise Model
These are deals upwards of $50,000. You talk to big teams. It takes months. You deal with security checks, budgets, and bosses.
How to Win Steps
Selling software as a service requires a clear plan. Follow these steps to close more deals.
Pick Your Target
Not everyone is a prospect, which is just a waste of time. Find the people who need you most. If you help doctors, ignore the lawyers. Focus on the best fit.
Ask First
Bad sellers talk too much. Good sellers ask questions. Find out what hurts them.
- Ask: "How much time do you lose on this?"
- Ask: "What is the cost of this problem?"
Sell the Future
Buyers do not care about features; they care about results. Tell them how their life improves.
- Instead of saying: "We have speedy reporting."
- Say: "You are going to save five hours a week."
Reduce Fear
Switching software is intimidating. People are afraid it's going to be difficult. Your biggest competitor is the status quo. Demonstrate to them that it's easy to set up.
Watch Your Numbers
To grow, you have to track your data. Three numbers count most.
- CAC (Cost to Acquire): The cost to acquire a new buyer. Keep this low.
- LTV (Lifetime Value): The total cash that a buyer pays you. This must be greater than your cost.
- Churn: This counts how many people quit. High churn hurts your growth.
Keep Them Happy
The job is not done once they sign. You have to retain them.
If they use the tool, they stay. Help them reach their goals. A happy user buys more later. Selling software as a service works best when you build trust. Solve real problems and the money follows.