Business Development, Sales & Marketing

How to Give a Sales Pitch for SaaS

Business Advice | 24 April 2023 | 1 year ago

Giving a sales pitch for SaaS can be daunting, but there are things that you can do to increase your chances of success. Instead of simply ‘winging it’ and hoping for the best, take the time to carefully plan every aspect of your pitch. With SaaS sales, it’s important to be prepared, well versed and confident in what you are saying. Below, we have given some of our top tips for giving a sales pitch for SaaS.

Introduce Yourself

Before you do anything else in a sales pitch for SaaS, start by introducing yourself and your company. Though some people might know a little bit about who you are and what your company does, the vast majority will not. You could give a bit of background as to who you are and how you came to offer SaaS, and you could provide a bit of company history. Approach the introduction as if you are meeting everyone for the first time and as though they don’t know anything about SaaS. Give a brief overview of the services you provide and how they help customers. Let people know what you will be talking about in the pitch and why you are worth listening to.

Introduce the Service

One of the most important parts of a SaaS sales pitch is the introduction of the service. This could be the first that someone is hearing about who you are and what you do, and so you need to clearly explain the key features. Explain the benefits of your SaaS product and focus on the features that can make a customer’s life easier, faster or more efficient. Though it’s important to give some information, avoid complex jargon and unnecessary details, as this could lead to unnecessary confusion. Plus, you don’t want the pitch to be too long.

Use Success Stories

It’s all well and good you saying how successful your product is, but anyone listening to your pitch will know that you are biassed. Simply, there is no guarantee that they will believe anything that you are saying, so you need proof. This is why you need to highlight the customer success stories and customer reviews that demonstrate the success of your product. Success stories help a potential customer to understand how beneficial SaaS can be for them, and the impact it can have on their business, by seeing how successful it has been for others.

Compare the Features

There is no shortage of SaaS out there, which is why you need to showcase the features of your product in comparison to the competition. Customers have a lot of choice – there are lots of businesses that are similar to yours, offering SaaS that’s similar to what you offer – so you need to highlight why your product is the best choice. Focus your attention on anything that you do differently, unique features and any innovative technology that is being used.

Offer a Trial

It’s always a good idea to offer a free trial or demo of the product, as a way to get prospective customers to see exactly what they can expect from you. This will give them the chance to get a feel for how the product works, how it can help them and how it differs from other similar products on the market. It can be hard to imagine the benefits of SaaS, but a free trial or demo showcases them in a clear way.

Close the Sale

Even once you have provided a tonne of information and you have clearly explained the benefits of the product, you need to make an effort to close the sale perfectly. It’s not easy to boost SaaS sales with a pitch, and a lot of interested people get lost towards the end of what you have to say. Though they are interested, they are hesitant to take the next step and become a paying customer. To close the sale, you should offer an incentive and encourage people to be proactive there and there. You could offer a discount or a free additional service, or you could offer them a deal that is only available if they make a purchase with you at that moment in time.

This could also be a good time to ask if anyone has any questions, and it’s likely that someone will. There’s a lot of information given in a sales pitch for SaaS, so it’s not uncommon for someone to want clarification on a feature or benefit. When you answer questions, remember to keep your responses simple and straightforward, ensuring that you explain things in a way that everyone can understand.

Summarise and Next Steps

Once you have completed your pitch in the hope of boosting SaaS sales, you need to end it in a professional and simple way. Start by summarising the benefits of the product and reiterate how it can help the customer. You will have probably provided a lot of information during the pitch, so focus on the key points and takeaways. If you want someone to buy into what you are selling, you need to demonstrate how it will benefit them directly. Otherwise, they are unlikely to want to find out more, and you’re unlikely to make any SaaS sales.

It’s also important to discuss the next steps for learning more about the product and how they can get started. If someone is interested, you need to capture their attention and clearly explain how they can take the next step towards becoming a customer. Even if you have pitched perfectly, a lot of people will either forget to find out more or they won’t know how to get in touch, which could lead to them taking their business elsewhere. Someone is much more likely to take the next step if they know exactly what they need to do.

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