In the video “How I Sold +15k SaaS Clients WithOUT A Sales Team,” Jason Wardrop shares his experience of selling over 15,000 SaaS clients for his software company without the need for a sales team. Back in 2015, he started his own real estate CRM and marketing software company, and now he teaches others how to replicate his success by white labeling a sales software CRM. The video discusses three core funnels for acquiring paying SaaS customers, including the use of paid ads and sales funnels. The main funnel mentioned is a webinar funnel where he pre-sells three months of the software, covering topics such as lead generation, follow-up automation, and scaling a business.
To increase monthly recurring revenue, Jason recommends using the GoHighLevel software platform, which offers white-label software for marketing agencies to create their own software company. The platform, priced at $4.97 per month after a 30-day trial, allows agencies to manage their customers, support, and payment processing. The video provides a link to sign up for GoHighLevel and access the training for free. By following Jason’s strategies and leveraging the power of GoHighLevel’s white-label software, you can create your own successful software company and achieve significant revenue growth.
Core Funnels for Getting Paying SaaS Customers
When it comes to getting paying customers for your SaaS (Software as a Service) company, there are three core funnels that can be highly effective. These funnels are:
- Paid Ads Funnel
- Sales Funnel
- Webinar Funnel
Each of these funnels has its own unique approach and can help you attract and convert customers in different ways. By leveraging these funnels, you can effectively market and sell your software to a wide audience.
Paid Ads Funnel
The first funnel, the paid ads funnel, involves using paid advertising platforms such as Facebook Ads or YouTube Ads to promote your software. This allows you to reach a larger audience and generate leads. By creating targeted ads and directing them to a landing page or sales funnel, you can capture potential customers’ attention and guide them through the buying process.
Sales Funnel
The sales funnel involves using a step-by-step process to lead potential customers through the buying journey. This typically starts with lead generation, where you capture contact information from interested prospects. From there, you nurture these leads by providing valuable content and building a relationship with them. Finally, you guide them towards making a purchase through targeted sales efforts.
Webinar Funnel
The webinar funnel is a powerful tool for pre-selling your software to potential customers. This funnel involves hosting a webinar where you provide valuable information and demonstrate the benefits of your software. By offering a limited-time deal or package, such as three months of software access at a discounted rate, you create a sense of urgency and incentivize prospects to take action.
Webinar Funnel to Pre-Sell Three Months of Software
One highly effective strategy for using the webinar funnel is to pre-sell three months of software access. This approach allows you to generate revenue upfront and create a committed customer base. Here are the key steps involved in this process:
Lead Generation
To attract potential customers to your webinar, you need to generate leads. This can be done through various methods such as running targeted ads, leveraging social media, or creating valuable content that encourages people to sign up for your webinar.
Follow-up Automation
After capturing leads, it’s essential to have a follow-up system in place to nurture these leads and guide them towards making a purchase. This can involve automated email sequences or personalized outreach to ensure that prospects are engaged and aware of the value your software provides.
Scaling a Business
Once you have successfully pre-sold three months of software access through your webinar funnel, it’s important to focus on scaling your business. This can be done by investing in marketing efforts, expanding your customer base, and continuously improving your software to meet the needs of your customers.
Webinar Pricing and Options
When setting the pricing for your webinar funnel, it’s crucial to consider various factors, including the perceived value of your software, market demand, and your target audience’s willingness to pay. Additionally, offering pricing options can cater to different customers’ preferences and increase the likelihood of conversion.
Pricing Options
Offering different pricing options gives potential customers flexibility and allows them to choose a plan that best suits their needs and budget. This can include offering a one-time payment option or a payment plan spread over multiple months.
Preference for Payment Plan
Based on the experience of the creator in the video, approximately 80-85% of people prefer the payment plan option. This shows that providing a payment plan can be highly effective in attracting a larger customer base and increasing conversion rates.
Return on Investment and Profitability Timeline
While immediate profitability may not be achieved, the webinar funnel can provide a good return on investment (ROI) by the second or third month. By pre-selling three months of software access, you start generating revenue upfront and can cover your marketing costs. As more customers continue to pay their monthly subscription fees, the ROI improves.
Immediate Profitability
Although the initial charges from the pre-sold three months of software access may not cover all marketing costs, they can help subsidize them and provide initial profitability. This allows you to reinvest the revenue generated to further market and grow your software company.
Good ROI by Second or Third Month
As customers continue to pay their monthly subscription fees, the revenue from recurring customers accumulates. By the second or third month, the ROI can become positive, and profitability increases as more customers join and continue using your software.
Covering Marketing Costs and Follow-up Strategy
Covering marketing costs and implementing an effective follow-up strategy are critical to the success of your webinar funnel. By properly utilizing initial charges and employing a 30-day challenge, you can recoup marketing expenses and keep potential customers engaged.
Using Initial Charges
The initial charges from the pre-sold three months of software access can be allocated to cover marketing costs. By reinvesting this revenue, you can continue promoting your software and acquiring new customers.
Utilizing a 30-Day Challenge
For potential customers who did not purchase during the webinar, implementing a 30-day challenge can be an effective follow-up strategy. This challenge can focus on helping real estate agents generate leads, showcasing the value of your software, and increasing the likelihood of conversion. By providing additional training and support, you build trust and encourage customers to become monthly recurring subscribers.
30-Day Challenge for Lead Generation
The 30-day challenge can be an excellent approach to generate leads and increase monthly recurring subscribers. Here’s how it works:
Helping Real Estate Agents Generate Leads
The focus of the 30-day challenge is to assist real estate agents in generating high-quality leads. By providing them with strategies, tools, and support, you position your software as an essential solution for their lead generation needs.
Increasing Monthly Recurring Subscribers
Through the 30-day challenge, you not only help real estate agents with lead generation but also give them a taste of the value your software provides. This increases the likelihood of converting them into monthly recurring subscribers after the challenge ends.
Creation of Another Webinar Funnel for Coaching Program
Expanding beyond the initial webinar funnel, creating another webinar funnel to market a coaching program can be highly lucrative. This allows you to monetize your expertise and further attract customers. Here are the key steps involved:
Coaching Program Details
Design a coaching program that offers valuable insights, strategies, and guidance to real estate agents looking to boost their success. Clearly outline the benefits and outcomes participants can expect, and set a price that reflects the value of your coaching.
Building Database and Attracting Customers
Promote the coaching program through another webinar funnel, attracting real estate agents interested in further developing their skills and growing their businesses. Gradually build a database of customers who are invested in your coaching program and become potential recurring revenue sources.
Webinar Strategy for Coaching Program
When implementing the webinar strategy for your coaching program, it’s crucial to focus on building the credibility of real estate agents rather than solely showcasing yourself. This approach helps create trust and fosters a sense of community among participants. Here’s how the strategy can work:
Focus on Real Estate Agent Credibility
During the coaching program webinar, emphasize the success stories and achievements of real estate agents who have benefited from your coaching. By highlighting their credibility, you demonstrate the effectiveness of your program and motivate others to invest in it.
Success in Generating Revenue
By following the webinar strategy for your coaching program, you can generate significant revenue while helping aspiring real estate agents achieve their goals. This dual approach allows for mutual growth and fosters long-term relationships with your customer base.
Increasing Monthly Recurring Revenue
The ultimate goal for any SaaS company is to increase monthly recurring revenue. By continuously focusing on revenue growth and implementing effective marketing strategies, you can build a stable and profitable software business.
Goal of Software Company
The primary objective of a software company should be to increase monthly recurring revenue steadily. By attracting new customers, retaining existing ones, and continuously improving your software, you can drive revenue growth and ensure the long-term success of your business.
Focus on Revenue Growth
To increase monthly recurring revenue, it’s essential to dedicate resources and efforts to marketing and sales initiatives. This can involve optimizing your funnels, expanding your customer base, and implementing retention strategies to minimize churn rates.
Conclusion
Effective marketing and sales funnels are essential for attracting and converting paying customers for your SaaS company. By leveraging strategies such as paid ads, sales funnels, and webinars, you can market your software effectively and generate revenue. Additionally, by implementing follow-up strategies, covering marketing costs, and expanding your offerings, you can maximize profitability and continuously grow your business. Remember, building trust, providing value, and focusing on revenue growth are key elements to ensure long-term success in the SaaS industry.