Mobe Matt Lloyd – I own a tenant-screening site. My site is new and gives a very unique twist on tenant screening. I have had very good reception from professionals in the industry but only a few sign-ups in the first few days. However, I am looking for new ways to try and acquire users. I need to stress test my site with about 100-500 users. Any suggestions to attract landlords or property managers or tenants?You know it’s time to hit the streets after getting your site up and running. What you need now are visitors, users, and paying customers. But how can you attract your Saas platform’s first few users or, better yet, grow the number?
There Are, in General, Two Ways That Saas Platforms Can Sell Their Product:
1. Direct Sales
Several other people on Quora will point out that, at this point, you can sell a SaaS service by having awesome marketing campaigns, top-notch SEO, and great social media. But at the end of the day, people buy business products because they trust that you’re going to do, what you say, and that you’re not going to waste their time.
I can only tell if those things are true when I can talk to you directly and/or when someone I know uses your service, because everyone is capable of making a splashy landing page that uses whatever necessary buzzwords that exist in your space.
You don’t have referrals because you just launched. So, you’ve only got one alternative—start calling and emailing the people you want to sell to. Here are the campaigns that work on me (when I’m being sold to) and for me when I sell:
1) Email Me an Overview
Mobe Matt Lloyd Training Ideas – It should be no more than 2-3 sentences that explains what you do, how you’re going to save/make me money, and your request to set up a time for a talk.
I found you on Quora, and I would like to talk to you about trying my new tenant screening platform. My preliminary research suggests that tenants who are screened through my platform are 40% more likely to pay their rent on time over the course of a year than other screening methods. Would you be available for a ten-minute introductory conversation on Thursday, November 12th?
I look forward to hearing from you,
[CEO of whatever this company is called]
[Any other contact information you have]
Would you like to save money AND get better tenants? I have built a service that does just that! Our technology is really good and no one else in the world has it—especially Art’s tenant evaluation, which sucks. Let me know when you’re free to talk and I’ll set up a call!
CEO of Unnamed Company
2) Follow up with a Second Email
Mobe Matt Lloyd Training Ideas – Then a cold phone call, and then another two emails, and then another cold phone call, and repeat this until you get to 7 emails. Each email should be different and personalized with information about your prospects that shows that you’ve actually done research on them.
If you’ve gotten to 7 emails and 3 cold calls with no response, move on. I’ve found that, with a well-written email, I can get someone to write me back by the second one (on average), with many people writing me back on the first. Skip doing anything here that costs real money—email and phone calls are free; mailers, ad campaigns, etc. are not. Try to avoid paying for leads if you can—there are a lot of services out there that have information about people, and since you’re talking about landlords, there’s probably some governmental entity that knows who those people are.
3) NEVER, EVER Lie
Mobe Matt Lloyd Training Ideas – I made up something about your business, because I know nothing about tenant evaluation and you haven’t told us why anyone would use your service. Don’t spin, and don’t over-promise. Tell people exactly what you’re going to do, and when. A single white lie in 3 months of conversations will kill a deal.
4) Finally, Focus
Mobe Matt Lloyd Training Ideas – What I’ve outlined above is really time consuming. Making a business work, in general, is really time consuming, and is very rarely as simple as getting users to your site and then have them buy stuff. Most of the important things that make a business tick (especially a B2B business) happen offline.
When you have customers who can refer other people to you, that’s when you start building up portions of your website and social media presence to enable them to do that. If you do it early, you’re really just wasting time.