Landing an enterprise client is considered a major milestone for most B2B SaaS companies, but it is no easy task.
Enterprise clients take longer to acquire but are also less likely to churn if you meet their needs consistently.
What’s the good news?
We’re here to help. In this blog post, we’ll discuss practical tips for landing an enterprise client for your B2B SaaS.
Let’s get started.
Why are Enterprise Clients Hard to Win?
Enterprise clients are hard to win because they are looking for the best SaaS company offering the best services.
What does this mean?
To attract such clients, you need a compelling reputation and effective b2b SaaS lead generation strategies.
What’s more?
When you win an enterprise client, you must scale your business to continue meeting their needs.
You must also provide quality customer service consistently and ensure your billing processes are streamlined and without any mistakes.
That’s why most B2B SaaS companies use subscription management software that helps them provide a smooth customer experience.
Your chances of success are tiny if your business doesn’t provide quality in every area.
How to Win Enterprise Clients for Your B2B SaaS Business
Enterprise clients are normally large organizations or companies with hundreds or thousands of employees, connected offices, and individuals.
These organizations operate with large budgets and are sometimes flexible when making investment decisions in new technology.
Because of this, enterprises make great clients for B2B SaaS companies.
It’s important to note that enterprises seek high-quality products that are scalable and all-inclusive. Plus, they expect top-notch services and support.
Granted, landing an enterprise client has a ton of benefits. However, it can be a daunting task, especially for a start-up B2B SaaS.
Here are useful tips to help you win an enterprise client for your B2B SaaS company.
1. Research Enterprise Clients in Your Industry
If you think landing an enterprise client for your B2B SaaS is only about putting your house in order, think twice.
The initial stage in business prospecting is understanding your target enterprise clients.
Researching thoroughly will help you find enterprise clients suitable for your product. During your initial stage of prospecting, it can be tempting to target popular brands.
Avoid focusing on the popularity of a brand or company. Instead, focus on brands that would genuinely benefit from your product.
Here are a few questions to ask yourself when prospecting:
- How would my product benefit the organization?
- Is there a need for my product within the organization?
- Is the company already using a similar rival product?
Remember that if you want your business to succeed, you must help your client to succeed. Once your first client succeeds, you can rest assured you will attract the second, third, and even the fourth.
How can you achieve this?
Research thoroughly about the client to understand their business operations, plans, goals, etc.
Remember that 89% of customers are more likely to purchase if companies demonstrate an understanding of their goals:
Image via Salesforce
Which market research technique should you use?
According to a 2021 HubSpot State-of-Marketing survey, 76% of companies say they use surveys to conduct marketing research, and 56% use interviews:
Image via HubSpot
Once you identify your target client, the next step is determining how your product will help them achieve their goals.
Use right type of CRM software to manage your customer data to provide easy access to the decision-makers. The CRM tool manages all customer data effectively, which helps to build the right strategies for your customers and product marketing and selling.
Remember that you can win your client easily when you pinpoint their pain points and demonstrate your capacity to offer a special solution. Understanding your target client could also help you to suggest areas that need improvement or development.
2. Start By Building Relationships With Your Target Clients
Talking about the features and advantages of your product isn’t wrong, but you should first focus on relationship building.
When marketing software solutions to a large enterprise, start by establishing a rapport with the prospect.
Here are a few tips to help you build relationships with prospects:
- Instead of talking about how amazing your software solution is, focus on the company’s needs and wants.
- Show prospective clients how your software can help them solve a problem they are facing. Your software could, for example, help streamline customer onboarding. Talk about that instead of focusing on how good the software is.
- Find a leader within the company you’re prospecting for who has some authority and can advocate for you.
- Create effective shoppable videos for your online b2b buyers.
3. Gain Their Trust
When clients buy your product, they are essentially placing their trust in you.
According to a 2022 Salsify survey, 46% of customers in the United States say they would pay more to purchase from brands they trust:
Image via Salsify
What does this mean?
Your reputation, credibility, trust, and visibility can affect purchasing decisions.
Conclusion
Landing an enterprise for your B2B SaaS is not an easy task. You need to be strategic with your marketing strategies.
Start by researching enterprise clients in your industry thoroughly, then focus on building relationships with your prospects instead of selling to them right away.
Once you have built a rapport, gain their trust.
Author Bio – Reena Aggarwal
Reena is Director of Operations and Sales at Attrock, a result-driven digital marketing company. With 10+ years of sales and operations experience in the field of e-commerce and digital marketing, she is quite an industry expert. She is a people person and considers human resources as the most valuable asset of a company. In her free time, you would find her spending quality time with her brilliant, almost teenage daughter and watching her grow in this digital, fast-paced era.