Problem vs. Product, Solution vs. Software

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Whether you’re just getting started with SaaS or you’re a seasoned SaaS veteran, knowing how to sell it is a big part of being successful. There are many factors that play into selling SaaS successfully (learn more about these in our recent blog!), but one key factor is understanding the difference between selling the product and its features versus selling the solution to a problem. Let’s dive into what this means and how to put it into action in order to propel your success to a higher level (see what we did there?).

Skip the Old Sales Pitch

Don’t be the used car salesman of the SaaS world. Nobody needs a rundown of all the latest and greatest features of the software you’re selling. While these features are important and do provide value to customers, these aren’t actually what causes them to buy. In an era where consumers are inundated with choices, a laundry list of features can be overwhelming and, frankly, uninspiring.

As a savvy SaaS seller, your goal is to move beyond the traditional pitch and dig deeper into the hearts of your potential customers. It’s time to embrace a more strategic approach that zeroes in on their pain points and presents your SaaS offering as a transformative solution.

Start Selling Solutions

Instead of focusing on the features, start selling solutions. Not sure how to do that? Don’t worry, we’re here to help. It all boils down to two main steps: picking prominent pain points and showing how your software solves them. Let’s break down these steps to uncover their significance.

Pick Prominent Pain Points

Identify your target market, study their consumer habits, and research their pain points and problems. Once you’ve figured out their greatest challenges, pick a few of the most prominent ones to center your sales tactics around. Your potential customers are already grappling with these issues, so by addressing them head-on, you’re establishing a direct connection between their needs and your SaaS solution.

For instance, imagine you’re selling a CRM SaaS targeted at small business owners. Through your research, you might discover that a significant pain point for these entrepreneurs is managing leads effectively to close sales. Now, you have a focal point to build your solution-oriented approach.

Show How Your Software Solves Them

Now comes the real magic: building your sales pitch around the idea that there are solutions to the peskiest problems your ideal customers face. Begin crafting short demos that exemplify how to utilize the software to solve these problems. While certain features will be mentioned in these demos, it’s important not to focus on the features themselves but instead on how to use them as a part of the holistic solution.

Going back to targeting small business owners whose pain point is lead management, you could say something along the lines of, “Losing leads because you can’t get back to them quickly enough? Here’s how to use this software to streamline communication and improve response time so you can close more leads quicker.”

This approach recognizes their struggles and shows them how to overcome them, which resonates far more effectively than rattling off a list of features that may or may not be relevant. In other words, the value of the software doesn’t lie in what it is but instead in what it does.

Selling SaaS Solutions with HighLevel

In today’s hyper-competitive market, selling SaaS demands a fresh perspective. The key lies in shifting from a feature-driven approach to a solution-driven one. Understand your target audience’s pain points, demonstrate how your SaaS offering alleviates these issues, and create a narrative of transformation that captures their imagination.

Remember, your potential customers aren’t just buying a software product – they’re investing in a solution that promises to make their lives easier, more efficient, and more successful. By adopting this solution-centric strategy, you position yourself as a partner in their journey toward improvement.

Ready to take the leap into the world of solution-driven SaaS sales? Look no further than HighLevel, your partner in streamlining communication, boosting response times, and supercharging lead conversion. Embrace the power of selling solutions, and let HighLevel elevate your SaaS sales game to new heights. Start with a 14-day free trial today! 


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