πŸ”† How to become a SaaS business your customers WANT to do MORE business with?

Key takeaway: Becoming the obvious one in your industry is about being seen as a business you WANT to do MORE business with.

In the past weeks I intended to answer the big question: How to become the obvious one in your category?

What I see around me is that far too many SaaS companies struggle to stand out.Β 

And often, it has nothing to do with the fact they have a terrible product – contrary.

What’s holding them back is a weak traction foundation. Segmentation is far too broad. Positioning is too generic. Their value proposition is too vague.

Fix this – and you’ll get noticed and become very relevant in the eyes of your ideal buyers.

But there can still be a bridge to cross between being very relevant and ‘the obvious choice’ in the buying process. And that’s what this blog was all about.

Here’s the summary:

  1. Lever #1: It all starts with Story
    With stories, we can create a vivid picture in the minds of our ideal customers of what their life will feel like using our product. That’s where the click happens and desire starts.
  2. Lever #2: Get & stay on their buyers’ radar.
    Becoming ‘the one’ in your category starts by being visible to your ideal buyers. Getting and staying on your ideal buyer’s radar is about being hyper-focused. You want to be noticed by the right people – not the entire nation.
  3. Lever #3: Have a Solution Oriented Mindset
    When you’re bringing about a solution-oriented mindset, conversations go differently. You’re not ‘marketing.’ You’re not ‘Selling.’ Instead, you’re having helpful conversations.
  4. Lever #4: Deliver the highest relevant value.
    What matters is articulating how your solution creates differentiated value. Value alone doesn’t win deals. Differentiated value doesΒ 
  5. Lever #5: Stand out for their genuine humbleness
    Remember, you’re dealing with people. So, the moment we approach a deal with humbleness – doors open, not close.
  6. Lever #6: Are you willing to leave your comfort zone?
    Too much certainty, and we won’t fulfill our need for growth and new experiences. But it doesn’t matter what we feel comfortable with when it comes to becoming ‘the one’ for our customers. It’s about what they feel comfortable with.
  7. Lever #7: offer a great experience beyond the product itself.
    Customers remember and talk about what stands out for them beyond the expected.

In a nutshell

Becoming the obvious choice is about more than clearly laying out benefits to your prospective customer. It’s about understanding the context in which they make their decision.

It’s about those things that help realize how easy it will be for them to multiply the value they get from their new solution by betting on you.

It’s about being seen as a business you WANT to do business with.

Read the full version of the blog

 

Question for you to reflect upon

On a scale of 1-10, what rate do your ideal prospects give your SaaS business as a business they WANT to do MORE business with?

 

Be Remarkable

 

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About the author

Sales Pitch

Ton Dobbe is a former B2B software product marketer who's on a mission to save mission-driven SaaS CEOs from the stress of 'not enough' traction. He's the author of The Remarkable Effect, the host of the Tech-Entrepreneur on a Mission podcast, and writes a daily newsletter on the secrets to mastering predictable traction.