Be a Thought Leader, Not a Pitch Person
Selling SaaS can sometimes feel like a grind. Constantly hustling for new leads, aggressively pitching features, and hounding prospects until they finally crack and hit "subscribe." It's exhausting! But what if there was another way? A way to position yourself as the subject matter expert that customers naturally gravitate towards when they're looking for solutions? That's the power of thought leadership marketing for SaaS companies. Rather than interrupting people with cold sales tactics, you're pulling them in by establishing your brand as a trusted authority. It starts with creating super informative, problem-solving content like blogs, videos, guides and more. Don't be stingy, either - give away as much of your expertise and insights as you can. The more value you provide for free upfront, the more you'll be seen as a credible voice worth paying attention to. That's not to say you can never talk about your actual product. Absolutely do that when it's relevant and helpful. But a lot of the time, just focus on generously teaching everything you know about your customers' needs and challenges. Build mindshare before you try to build a customer base. The beauty of thought leadership is that you're attracting motivated, savvy prospects to you. They'll be way more receptive to eventually buying since they've come to know and trust your brand organically over time. Patience is key, though. It requires consistently showing up as an educator and expert. But when you pull it off, you'll be the first name that comes to mind anytime someone needs what you have to offer. At that point, selling SaaS becomes a whole lot easier and more sustainable.