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Ricky is the founder of SaaSwrites. A SaaS founder himself, Ricky found it difficult to grow and market his product after building it. While networking on Twitter with founders, he realized there was a big gap in a platform that can truly help SaaS founders and makers with Marketing. He started SaaSwrites to bring the best marketing and growth resources. Ricky is an expert in SaaS Marketing offering SaaS channel strategy consulting services to SaaS companies. He also writes about SaaS marketing tools that help people with marketing. Ricky is also the founder of a B2B SaaS product - Beejek (a digital receipt platform for retail stores) Say Hi to Ricky @rickywrites on Twitter.
Table of Contents
- How to acquire early-stage SaaS customers?
- Top ten most common supply growth levers for early marketplaces
- 1. Direct sales
- 2. Referrals
- 3. Piggy-backing
- 10 ways to persuasive techniques to acquire your SaaS customers
- 1. Endowment Effect
- 2. Confirmation Bias
- 3. Choice Overload Bias
- 4. Halo Effect
- 5. Empathy Gap
- 6. Foot-In-Door Technique
- 7. Loss Aversion
- 8. Commitment Bias
- 9. Reciprocity Bias
- 10. Liking Bias
- 8 steps to study your market and compeitiors to acquire SaaS customers
- 1. Perform Competitive analysis
- 2. Find the right companies to study
- 3. Tactics you can use to source their growth ideas
- 4. Study companies' A/B tests
- 5. Analyze their ads.
- 6. Check search results on Google
- 7. Find top content.
- 8. Audit onboarding funnels

How to acquire early-stage SaaS customers?
Increase your customer base: There's no better way to increase growth than by acquiring new customers. Use effective marketing and sales strategies to reach new markets and segments. ~ Tweeting Monk
Top ten most common supply growth levers for early marketplaces
1. Direct sales
2. Referrals
3. Piggy-backing
10 ways to persuasive techniques to acquire your SaaS customers
1. Endowment Effect
- Give your customer a sense of ownership by making your product personalized.
- Get people used to using your offer by giving them a free trial.
2. Confirmation Bias
- Do a lot of market research.
- Address your prospect's pain points.
- Confirm their beliefs and set up your offer as the obvious solution.
3. Choice Overload Bias
- Don't have too many CTA's or pricing plans.
- Keep it as simple as possible.
4. Halo Effect
- People associate your brand quality with the quality of your service.
- Take the time to setup a high-quality profile.
5. Empathy Gap
- Use pictures or writing to invoke emotion.
6. Foot-In-Door Technique
- Incentivize people to take an easy action. Get them familiar with who you are before making a bigger ask.
7. Loss Aversion
- Frame your offer so it shows how much time, money, or headaches customers will save.
8. Commitment Bias
- Get your prospect to take a small action. Download a lead magnet, take a survey, or use a free trial.
- The small commitment increases the chances of people making a bigger commitment.
9. Reciprocity Bias
10. Liking Bias
8 steps to study your market and compeitiors to acquire SaaS customers
1. Perform Competitive analysis
2. Find the right companies to study
- Have a similar audience to you: e.g. small business owners
- Have a similar business model to you: e.g. self-serve SaaS
- Face the same growth challenges as you
- Have sustained high growth rates for a long time
3. Tactics you can use to source their growth ideas
4. Study companies' A/B tests
- Turn on your browserβs incognito mode, hit their landing pages, and repeat.
- Take a screenshot every time you see a visual change. That's a test.
- New value propositions?
- New product imagery?
- New social proof (e.g. testimonials)?
- A different way to show pricing?
5. Analyze their ads.
- Visit the companyβs site (w/o ad blockers)
- Then head over to Facebook (also w/o ad blockers) and wait for their retargeting ads to hit you.
6. Check search results on Google
7. Find top content.
- Use Ahrefs (again) to find companies' high-volume keywords & blog posts.
- Then use BuzzSumo to find stats on their postβs social media shares.
8. Audit onboarding funnels
- Sign up for their newsletter/free trial
- Buy their product
- Engage with their emails
- A/B the best new ideas
- Measure if an A/B did well and whether it's worth implementing
Written by
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Ricky is the founder of SaaSwrites. A SaaS founder himself, Ricky found it difficult to grow and market his product after building it. While networking on Twitter with founders, he realized there was a big gap in a platform that can truly help SaaS founders and makers with Marketing. He started SaaSwrites to bring the best marketing and growth resources. Ricky is an expert in SaaS Marketing offering SaaS channel strategy consulting services to SaaS companies. He also writes about SaaS marketing tools that help people with marketing. Ricky is also the founder of a B2B SaaS product - Beejek (a digital receipt platform for retail stores) Say Hi to Ricky @rickywrites on Twitter.