πŸ”† What would turn your customers into your best salesforce?

TL;DR – Creating something remarkable doesn’t have to cost more or take more time. You have to play it smart.

“Right now, 100% of our business comes through Word of Mouth and organic traffic.”

It’s what Manuel Bruschi, CEO of Timeular, recently shared with me on Linkedin.

But it got better.Β 

In the case study he did after that in our CEO Mastermind, he shared this wasn’t only about people talking about Timeular – but actually doing the selling as well.

“Some individuals first started using Timeular. Then they started championing us within the company. And then they became the ones selling it to the whole company – so it’s not us, but the people on the ground doing the sales for us.”

Let’s cut it short: The fastest and cheapest way to create predictable traction in B2B SaaS is through Word of Mouth.

The big question then becomes: What drives word of mouth? What do you need to do to spark it?

Let’s pick it apartΒ 

You can achieve a lot by thinking logically and reflecting on which products you love. Why exactly do you love them?Β 

If I reflect on my previous work and all the hundreds of examples I’ve explored over time, I end up with seven examples that matter

  1. Be there when it matters most
  2. Think in win-win-win scenarios
  3. Make something hard magically happen
  4. Change a bad behavior into a good one
  5. Focus on the result, not the process
  6. Make it sticky
  7. Surprise

As you can see – It’s often not about facts but a feeling.Β 

It’s something you’d like to come back for – to experience it again.Β 

Every B2B Saas vendor can leverage this. It’s a mindset, not a budget thing.

 

Question for you to reflect upon

What feature or outcome on your roadmap has the biggest potential to spark Word of Mouth and get people to sell for you? What would need to be true?

 

Be Remarkable

 

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Every day I send out a short 2 min reflection on shaping a B2B SaaS business no one can ignore. Join the 1,000+ subscribers that have become fans.Β 

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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.