How can you bring more customers when:
1. You sell a premium Saas product
2. You are 5x pricey
3. You don't offer trial period and it's not a month-on-month service
Diablo
What's your Sales approach pals?
9
Well let me ask you this first, why WOULD they go with you? In your own words? What do you do better?
It delivers unparalleled results but that result might not generate ROI for them
Does that result benefit them at all? How do you normally explain it?
If no benefits at all:
- you may be targeting the wrong companies
- you may not have good market fit
- your pricing may be way off
If no benefits at all:
- you may be targeting the wrong companies
- you may not have good market fit
- your pricing may be way off
1 - is it better than the competition?
2 - does it provide 5x more value?
3 - we don’t work for free.
Let me provide an example.
My lawnmower has a Briggs and Stratton motor on it, it cost $250 and I didn’t get to try it out.
Its 7x more expensive than a push mower with manual blades and 3x more expensive than a Kyobi electric mower with a plastic blade and I have to plug in.
I had no problem paying for the more expensive option because it served my needs, made the job easy for me and I needed it immediately.
Absolutely right but signing a one year contract is a bit of concern for prospects.
i have my god damn lawnmower for like 5 years
Omg I CANNOT with you tonight 🤣🤣🤣
Focus on why your existing clients made the choice & market that to similar prospects (ICP). You can’t sell a premium product to people who can’t afford it & you have to be able to articulate how it helped those who shelled out for it. Anything is justifiable if you can show the impact. People would pay $100K for something that returns 5-10X that.
Is it really that hard to sell ZoomInfo?
Does it take time to set this up to work properly for your customer? And if so, when can they start seeing results? I've sell a relatively expensive SaaS solution, but it's something that takes a good deal of change management for many customers. There's no way that a company will invest that amount of time and then want a month-to-month. That's not a good use of anybody's time. The absolute shortest contract I'll do is 1 year, and even then, that's only if there's another compelling reason. I suspect you may be selling something almost totally turnkey, which is different than what I'm selling.
I will study use cases of the product and understand the value of the product b4 I prospect anyone. I will lock on a group of prospects for A/B testing of my pitch and constantly make adjustments to my approach/ message until I hit my Quota.
1 + 2 is me, 3 is a difficult one. Has your company, if possible, thought about a trial period?
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