Getting customers onboard
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This presentation outlines a six stage process for SaaS companies to implement an effective onboarding strategy to convert free trial users into paying customers. The six stages include: 1) developing a strategic marketing plan, 2) generating trial signups, 3) refining the software performance, 4) ongoing communication with trial users, 5) building customer loyalty, and 6) follow up communications for non-converting users to gain insights. Implementing this full funnel approach from trial to conversion is presented as key to growing a SaaS business through an introductory free trial offer.
Getting customers onboard
- 1. 7 Smart Ideas to Market your SaaS Business Getting Customers Onboard: 6 stages to ensure your SaaS free trial converts
- 2. For SaaS businesses, providing a free trial is one method of enticing potential users to adopt your software short term. The ongoing challenge is to then convert these new leads into paying customers. Getting Customers Onboard | A Xander Marketing Presentation Introduction
- 3. This presentation contains leading edge ideas on: • Putting the right onboarding strategy in place early on • Key tips for generating trial signups • The right ways to communicate with those trying out your product • How to ensure your free trial ultimately converts to sales And much more! 7 Smart Ideas to Market your SaaS Business Getting Customers Onboard | A Xander Marketing Presentation Download the full white paper here: http://goo.gl/PGpDbQ Introduction
- 4. Your onboarding strategy should be working hard to generate interest in trial versions of your software, and then maximising the likelihood that these leads can be converted into paying customers. Build a marketing strategy specifically for your SaaS solution Getting Customers Onboard | A Xander Marketing Presentation First steps: strategic thinking STAGE1
- 5. Getting this strategy right in the early stages of planning will produce the best results long term. • Outline what you expect to achieve • Identify key milestones in the conversion rate • Revisit core messages Build a marketing strategy specifically for your SaaS solution Getting Customers Onboard | A Xander Marketing Presentation First steps: strategic thinking STAGE1
- 6. STAGE2 Getting Customers Onboard | A Xander Marketing Presentation Creating leads: sign on the dotted line With your onboarding strategy in place, getting your product in front of the right end user is only the first step towards growing your SaaS audience. A free trial will encourage further interaction with your software and first- hand understanding of the solutions it offers…
- 7. STAGE2 Getting Customers Onboard | A Xander Marketing Presentation Creating leads: sign on the dotted line But just how easy is it to get a visitor to commit to signing up? You’ll need to: • Identify your USP • Keep your signup process simple • Use website content to support your main objective
- 8. STAGE3 Refining software performance Make sure it’s clear what to do within your software. If your free trial isn’t straightforward to join, clean and intuitive to use and doesn’t comprehensively display the perceived benefits, conversion rates will be affected. Getting Customers Onboard | A Xander Marketing Presentation
- 9. STAGE3 Refining software performance Regularly testing and revising your system will keep the focus on maintaining and increasing the interest of new prospects. Getting Customers Onboard | A Xander Marketing Presentation
- 10. STAGE4 Getting Customers Onboard | A Xander Marketing Presentation Capturing the audience: communication is key With your trial generating new signups, conversions can be won or lost with ongoing customer service and promotional messages. • Text
- 11. STAGE4 Getting Customers Onboard | A Xander Marketing Presentation Capturing the audience: communication is key Once a triallist is using your product, the lines of communication are open, allowing you the option of email and personal contact targeted towards generating a sale. Automating your communications will allow you to send the right prompts at the right time.
- 12. Building customer loyalty STAGE5 Getting Customers Onboard | A Xander Marketing Presentation Your branding can increase conversions. Each and every time a visitor interacts with your website, your staff, and your content, you are being presented with an opportunity to convert them into a paying customer.
- 13. Building customer loyalty STAGE5 Getting Customers Onboard | A Xander Marketing Presentation The decision to buy is no longer as simple as researching SaaS products, or even running a trial version, but is influenced by each interaction a triallist has with your company and the material that you produce.
- 14. Second chances: don’t say goodbye to non-customers STAGE6 Getting Customers Onboard | A Xander Marketing Presentation Whilst the aim of offering a trial session is to result in a sale, there is still work to be done when a user decides the software isn’t for them. Building the right post-demo communication strategy can help to gain insight and correct mistakes that are delaying or halting conversions.
- 15. Summary An introductory offer is a powerful marketing tool for SaaS companies, allowing customers to experience the software’s benefits in action, envisaging how it could make a difference to their work or leisure time by the act of doing. Getting Customers Onboard | A Xander Marketing Presentation
- 16. Getting Customers Onboard | A Xander Marketing Presentation Get the full story This presentation is the tip of the iceberg. Download the full white paper: Getting Customers Onboard: 6 Stages To Ensure Your Free Trial Converts Click here to download your free copy: http://goo.gl/PGpDbQ
- 17. Next steps with your SaaS Marketing Xander Marketing has worked with and looked after and performed the marketing functions for a number of SaaS companies. We work in partnership with SaaS businesses around the world to deliver fully integrated marketing services that help you grow and: • Win new customers • Increase and improve leads • Generate more website traffic • Build brands and become industry leaders • Reduce churn rate
- 18. +44 (0)330 223 2770 hello@xandermarketing.com www.xandermarketing.com