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Hubspot has defined the SaaS sales funnel as Awareness, Engagement, Exploration, and Conversion. This episode is focusing on Engagement in the sales funnel to move your prospect down further. For me it comes down to two main strategies:
1. Are you easy to work with?
2. Do you work how your customers want you to work?
I look at what makes for good CTAs, that appeal to all levels of engagement.
Questions - live chat, web-to-textGet updates - email newsletters, podcasts, blog content, socialDemos - recorded, live, interactive -
Part 2 or 2, what I got RIGHT the 2nd time around in SaaS starting Leadferno. The decisions you make when starting a company can have lasting, even forever impacts on the path of the company, so getting as many right as you can matters. Let's look at the main decisions I feel I got right in starting Leadferno.
Prior: Part 1 on what I got wrong.
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Fehlende Folgen?
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Leadferno is my 2nd time around the block in SaaS. While I wasn’t a founder the 1st time, I came on as a partner to lead sales and marketing a year in. I ultimately became CEO and then led GatherUp to an 8 figure acquisition 6 years later. So I think that qualifies as a first trip combined with cofounding and leading multiple digital agencies for over 15 years. I saw the early decisions, made some of them, and had ones I wish I could “re do”.
This episode, part one of two, is a look at core decisions I made solo, or with my cofounder, that we didn’t get right for Leadferno. My experience makes me feel like I should have gotten more of these right. They are all costly in different ways. Some will still work themselves out or have had additional moves made to lessen their impact, while others led to additional bad decisions. That's just how it works.
This wasn’t my first rodeo, but I still got bucked a few different ways. Hopefully sharing these might help you lower your list of "wrongs" … first time, second time, or whatever time founding your SaaS company you're on.
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I take a look back at 2023 for Leadferno and share some of our numbers. We doubled our MRR over 2023, but I still feel we left a lot on the table. I also cover getting to meet with my co-founder Joel Headley in person last week to plan our 2024 and how much he matters to our business. Lastly we are giving the Leadferno website a big refresh for the first time since launching.
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Another solo episode with Aaron. I talk about the features we've recently built for Leadferno. It's been 3 years since we broke code (over 2 years to market) and it I'm feeling like we have our true Version 1 - but my definition might be very different than yours or most. I discuss why I love "swiss army knife features" and our new report focused on quality and timing. Plus a marketing and sales update from last episode.
Have feedback or ideas? Email [email protected]
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A bit of a change, it's a solo episode with just Aaron. I update a recent growth plateau for Leadferno. Churn is up some, leads and new accounts are down, and that combination makes for very little growth over the last 3 months. I share what I'm doing in marketing and sales to try to turn the tide and get back to stronger MRR growth in the coming months.
If you have any feedback or suggestions on this solo format, please let me know: [email protected]
Thanks for listening!
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Darren and Aaron catch-up on the last few months of business. Darren shares a new product and pricing ... and get's some "spicy" feedback on it.
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Darren and Aaron discuss the benefits of user feedback. Do you know how your SaaS customers and users really feel? Ways to capture it, when to capture it, getting reviews, and all it provides when you have it. The guys also catch up on their latest feature releases, progress, sales, and more.
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2023 is off to a fast start. Aaron and Darren catch up on what's happened to start the new year. New features, growth, marketing, demo challenges, and more.
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A look back on 2022 and what took place for Leadferno and Whitespark. Features, sales, wins, challenges, hires, mistakes, and more are shared. We also look ahead to what kicks off 2023 for each of us.
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Momentum is often cited as core to a company's growth. Aaron and Darren talk about at the power of momentum, when you have it, when you need to make it happen, how to help it happen, and more. We also discuss malt liquor and 40's in this 40th episode.
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A recent tweet from B2B SaaS positioning expert and author April Dunford had the takeaway of "why choose you?" from your product demo. Aaron and Darren discuss positioning in your product demo, messaging, and marketing. In a crowded market with many solutions and choices, you need to understand and leverage what makes you unique and win in competitive comparisons.
Here is April's Twitter thread.
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We last talked churn in June 2019 on Ep. 8: https://www.thesaasventure.com/episodes/08-churn-figuring-it-out-and-fighting-it
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Part 2 on what Leadferno and Whitespark are doing for marketing in 2022. Aaron talks about exploring paid search, co-webinars and hiring a service for cold outreach to book demos. Darren has been launching a ton lately and talks about their video marketing, landing pages and referrals.
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Darren and Aaron talk about the SaaS marketing strategies for Whitespark and Leadferno in 2022. We covered marketing your SaaS features, podcast interviews and events. In covering just some of what we are doing - we declared this part 1, with part 2 to come! No doubt marketing your SaaS is so important in 2022.
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Looking internally at your data, customer behavior and more can surface growth opportunities for your SaaS. Aaron and Darren discuss how to find these growth opportunities, some of Darren's discoveries and Aaron has a personal health update.
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User onboarding in SaaS is a critical part of the user experience. Aaron and Darren look at the process of guiding new users to find value with your software product including sign-up, emails, in-app notifications, support and more. It all needs to work together to onboard a user and lead them to success with your SaaS.
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A look ahead at what 2022 holds for Whitespark and Leadferno. Aaron and Darren lay out their hopes and wished for what they can build, accomplish, market and sell in the next year. 2022 should be a year of big growth for both SaaS companies.
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Full show notes coming soon ...
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FULL SHOW NOTES
[INTRO music]
0:00:11.4 Aaron Weiche: Episode 31, SaaS is a marathon, not a sprint.
0:00:16.2 INTRO: Welcome to the SaaS Venture Podcast. Sharing the adventure of leading and growing a bootstrapped SaaS company. Hear the experiences, challenges, wins and losses shared in each episode from Aaron Weiche of Leadferno, and Darren Shaw of Whitespark. Let's go.
0:00:42.2 AW: Welcome to the SaaS Venture Podcast. I'm Aaron.
0:00:45.4 Darren Shaw: And I'm Darren.
0:00:47.0 AW: And if SaaS was a sprint, I would just already be collapsed at the finish line. And I probably wouldn't have finished first in my heat anyway Darren just...
0:00:58.4 DS: Yeah, me too.
[laughter]
0:01:00.6 AW: COVID has taken its toll on my physical well-being. I need to keep working on getting that back under control, so... How have you been?
0:01:10.9 DS: Oh, I've been so busy. I've been...
0:01:14.6 AW: Yes you have.
0:01:15.4 DS: It's... The last few days have been nice 'cause I'm like, "Oh, just got so much free time now." But the summit, yeah, so we put on another local search summit, 30 speakers, three days, Holly, that is an endeavor. It's a lot of work to put on a virtual conference like that. And so it was all-consuming for the last couple of months, for sure. And all consuming for Jessie Low our marketing manager for the past six to eight months, for sure. And it was very successful. So I thought it was great. We had 3000 registered attendees. Lots of fantastic feedback. I think we did an even better job this year than we did last year, incredible speakers, an incredible talk. So I thought it was great. We came out profitable in the end. So, we're happy to break even because it's more of a marketing play than a money-making thing.
0:02:13.2 DS: And a brand exercise, and we're really just trying to build our brand with the summit. And so we definitely got that and we didn't lose money on it. So there was some profit in the end so that was good. We're all a success. I have a post-mortem call scheduled with Jessie this afternoon and Sydney to discuss what went well, what didn't go well, and what changes we'd make for next year. That's what's going on with me. That's it.
0:02:40.8 AW: Yeah, no, and I totally get... And you and I were texting a little bit last week during it, and even inside of those three days you had highs and lows, right?
0:02:51.6 DS: Oh man, it's the roller coaster of emotion. It's just like, yeah, I felt kind of low on the second day. I was like, "Oh, why are we doing this? My life is a failure."
[laughter]
0:03:05.7 DS: And then like day three, at the end of it, I just felt like just so elated with how well it went. That's just the life of a founder.
0:03:15.0 AW: Yep, no. Same roller coaster as being a founder, right. I probably should have just taken a screenshot where one of your text was like the low, like, "Oh I'm second guessing everything." And then a couple of texts later was the next day and you're like, "Everything is awesome."
[laughter]
0:03:34.1 DS: Totally. Yeah, that's how I felt about the summit. Now I've kinda settled somewhere in the middle. Just trying to evaluate it logically and think about like, alright, is this a valuable thing for us to do and do we wanna invest so much effort into it next year?
0:03:48.6 AW: Well, one thing that I definitely noticed from the sales side of me is you put in a lot more calls to action for your products and services and things like that, and the breaks and slides and different things like that. Do you have zero visibility... Right, we're on the couple of work days outside of the event ending, do you have any visibility to... If that's made an impact or will it be something that you'll let run a little bit and then evaluate?
0:04:23.0 DS: Yeah, we've had a couple of really big days since the summit. And so I do think like I could tell just straight up finances being like, "Well, that was a good day." And then a couple days later, "Well, that's another good day." And so seeing that and noticing how close that was to the close of the summit feels definitely like there is a direct business boost. More sign-ups that kind of stuff. And so I wanna give it a bit more time because a lot of people don't take immediate action.
They're like, "Oh, I saw the summit, I learned about this thing at Whitespark summit." And a week or two, or three or four later, they finally get around to signing up for the thing or trying our software. And so I'm gonna give it a month and then I wanna do a comparison of our accounts, like new accounts and new sign-ups from that period... From the last period and cross-reference it with attendees at the summit and then we'll see. Yeah.
0:05:21.1 AW: Awesome. Well, I can only think or feel that it will be stronger than other things you've done just because I have either been a part or have watched other things that you've done all the way from your weekly videos to things like that. And this by far in a way was your most sophisticated or visual call to actions with what Whitespark offers and does. So I think that's a really good step forward, as you and I have discussed in some of our conversations like, "Man, you crush at education, you crush it, putting stuff out there." You have a lot of opportunity in the trade. I'll give you all these great things. Please just listen to how our tools and services can support you in some of these things that you're doing. And just being a little more firm in asking them to do a free trial or to look into your services and tools. I felt like you really... I was looking at that and part of me was like, "Oh, this is good. This is good, do those things Darren." So good job.
0:06:30.5 DS: Yeah, calls to action. You gotta call them to action, if you want them to take action, you should give them a call.
0:06:36.3 AW: Yes, it's great, it's great to be top of mind because of all the goodwill and how you've positioned yourself as an expert... Yeah, those things are totally great. And so in six months, if they have a customer that needs something specific that folds into that. Yes, you will likely be top of mind because of how you've established yourself. But there's a lot of people that you can get to take a next step, while they're also feeling that euphoria and feeling like, "Oh, I'm learning new things, it's time to do new things, it's time to change a tool I'm using or to start using something like this, and now I have trust and I have excitement and I wanna do it right now." So just make that road really... Or that bridge really easy for them to cross.
0:07:19.4 DS: Totally. Well, you're a master at all of that, so I always appreciate your advice and yeah, I agree that that's a key thing that I'm really trying to get better at, and I appreciate you pushing me on some of that.
0:07:32.3 AW: Yeah, well, like I said, if you look at the world of like, you can only get what you give, you give. So I totally think you asking for a little get, that's no problem at all. And speaking of that, you had to compile and put out the local search ranking factors report as well, which is a massive undertaking.
0:07:56.1 DS: That... Yeah, so that was a big part of what consumed me leading up to the conference, 'cause not only did I have to deal with some organization. Jessie, of course, took care of most of it. But it was really just compiling the data and analyzing the data and putting my own presentation together. That was a ton of work for sure, and so now that that's off my back, I just feel very light right now, but I do have to get around to writing up my findings into a blog post and get it published.
0:08:26.3 AW: Yeah. When do you exhale harder? When you log off the summit on the last day? Or when you wake up the...
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