The 3 Easiest Ways to Sell SaaS

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For my family, we’re celebrating the Advent season right now.

This week’s theme is all about finding peace in our lives — separating from the gadgets we own, the vacations we take, and how much we have in the bank 💰…

But for a business, peace = financial security.

When you don’t have to worry about the life of your business, it’s a lot easier to feel peace in all corners of your life. 

If perfect fulfillment is the bottleneck in your business that is keeping you from increasing your sales, I understand your frustration.

You might be asking: How can I possibly keep up with new leads while onboarding my latest subscribers? 😵‍💫

I’m sharing 3 easy ways to sell SaaS in this Margin Makers, two of which don’t demand perfect fulfillment processes…

The big takeaway? I want you to fight the urge to be a perfectionist about fulfillment and to keep your eyes focused on building financial margin.

Let’s create peace in your life.

Today in 5 minutes or less:

✔️ Downsell your high ticket

✔️ Remove friction from your sale

✔️ Consider the humble potato

DOWNSELL YOUR HIGH TICKET

Option 1: Secure your subscribers for another year by upselling (really just reselling) them into annual plans. 

When I tell people this, they usually come back at me with “But Matt, the only way I can do this is if I discount my annual price, so instead of earning $3,000 I’ll have to take a discount at $2,500.” 

The reality: That’s not the only way. 

You can advance your cash flow, charge your full annual price, and retain subscribers by planning to increase next year’s pricing model. 

Inform your subscribers of this pending increase and let them know they can secure the rate they’re paying now if they opt to pay the full price for next year in advance. “Downsell” them with this pricing strategy, upsell them into an annual plan.

This is how you get cash without having to acquire new subscribers. This approach allows you to focus on improving your processes and the customer experience for your current subscribers, instead of fulfilling new ones.

REMOVE FRICTION FROM YOUR SALES

Re-evaluate your sales process. 

Change your ‘step 1’ to be something that you’d do 1,000 times tomorrow… and every day after that.

For most of us, that’s not hopping on a sales call. And more to that point, it’s physically impossible to take 1,000 calls tomorrow. 

When calls are your first step, you are subconsciously rooting against yourself getting any sort of significant momentum. Plus you risk burning your fuel as well as missing out on hundreds of curious leads you can’t possibly respond to.

I want to introduce you to something I call Subscriber Financed Acquisition.

Option 2: Instead of getting on Zoom with interested business owners and entrepreneurs and trying to make a pitch, start welcoming people into your ecosystem via a low-ticket product. 

Think of a paid webinar/training (potentially a series?). 

Through a low-ticket intro product, you can develop an awesome training that’s simple to fulfill once you have it, establish your authority, and make ascending strangers into subscribers simpler down the line. 

Ultimately, it’s easier to grow your community with a low-commitment, one-time product than it is through selling subscriptions.

Evolve your sales process and play a simpler game.

CONSIDER THE HUMBLE POTATO

Take a look at what every other business does on Black (Week) Friday and Cyber (Week) Monday — they create new offers. 

Businesses don’t launch new products all the time. Instead, they recycle the same products into new offers.

You don’t have to launch a new webinar series, publish a new course, or develop 20+ new funnel templates every month. 

Think of all the ways that a potato can be re-offered — baked, mashed, fries, waffle fries, tater tots, etc. It’s all a potato… But I’m guessing you’d pay more for waffle fries than a baked potato.

It’s not about constantly creating. It’s about innovating the way you promote.

Same ingredients, different recipe.

Then, you just have to be loud about your offers. 

If you’re afraid of over-stepping and feel like people are sick of hearing from you, remind yourself of these ⬇️

The Limiters of Growth:

• You cannot sell to people who don’t know you exist

• You cannot sell to people who’ve forgotten that you exist

• You cannot sell to people who don’t know what you have to offer

Let me share with you a story from one of my dear friends in the SaaS space: Cathy Olson, of FG Funnels, did an experiment over Black Friday/Cyber Monday season. 

She posted over 18 reels to test her theory that most people don’t see your content in their feeds. 

She posted over 18 reels within the span of about 7 days. That might make you cringe, but when she asked her friends and followers how many they’d seen…

Many said 0. The vast majority said they’d seen less than 5.

To restate her theory, most people don’t see your content. 

You have to quiet the voice in your head telling you that your audience is sick of hearing from you. 

The reality is you have to GROSSLY over-publish offers to be seen, discovered, recognized, and trusted.

People haven’t heard enough of you. 

You have to get out more offers if you want more sales.

MANY of us experience the tension between sales and fulfillment. It’s a growing pain of businesses that takes brain power, energy, and adaptability to fine-tune. 

The only wrong answer here is to stop selling. In this season of giving and celebration, finding peace apart from external circumstances is paramount…

But finding peace is a heck of a lot easier when you don’t have to worry about your business’ stability.

Sales are the answer. Financial margin is the goal. 

If you’ve turned away from sales or are struggling to see the bright side of them, try one of these easy fulfillment sales ideas, and remember:

You’ll only sell as much as you’re seen.

To profiting more and working less. 💸 

-Matt

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