Transparency Between Buyer & Seller

Transparency is key. And I think the focus shift is towards understanding the buyers pain points and timing as opposed to just pushing cold leads. But instead of a more consultative approach with clear helpful communications, we have a situation.

I've talked about this in my blog articles for many years. The problems the SaaS field had with sales & marketing in 2007 still persisted in 2019! ...and guess what, they're still present today.


Check 'em out--any of these familiar to you?

* I don't have enough leads
* My customers want to customize my application
* Getting new customers up and running is too long and hard
* My prospects aren't Internet savvy
* My sales cycle is too slow and takes too much effort
* My prospects always seems to want that one thing we don't have
* My prospects don't have enough time or interest to talk to my sales staff.

These apply to ERP, accounting software and CRM tools as well, many of which are sold as SaaS solutions.

The problem typically is that the SaaS was invented in isolation by some programmers who thought it would be cool. It is not clear how it connects to the potential buyer's world.

The SaaS firm relies on demos to show off how awesome the thing is. But since there is no connection with a problem or a solution in the buyer's mind, demos are ineffective.

Here's what I wrote in one of my posts:

"Cranking Up the Number of Demos Is NOT the Right Solution for SaaS Vendors
Occasionally, if you run enough of them, a demo is going to accidentally match up a problem with your solution.

But this is an accident.

You won't really know why they buy.

And it's obviously incredibly inefficient.

SaaS vendors run into a couple business-killing issues when this happens:

1 - Not Invented Here syndrome, which makes them believe the only possible solution is to do more demos

2 - Burnout of tech staff forced to do unending demos and becoming increasingly frustrated with the results."

My advice is to go back to your target market. Do information interviews. Ask them why they would or wouldn't buy this thing. Take note of the words they use, the language, the industry terminology. What problem do they talk about? Would they pay for this solution?

Once you have this information, and it is positive, then you can go back and start doing marketing and having sales conversations that filter for real pain points in the jargon of your ideal customer.

to ensure transparency you can initiate setting up the technology for the client it will not only build trust and good reviews