Strategies to Increase the Chances of Closing Enterprise SaaS Deals After the Proposal

Introduction

Enterprise Software as a Service (SaaS) sales can be complex and challenging, particularly after the formal proposal stage. However, with the right strategies, companies can significantly increase their chances of closing deals successfully. In this article, we will explore two key tactics: providing additional context and personalization.

1. Follow-up with Additional Context

While routine 'just touching base' emails may not yield significant results, reaching out with additional information on elements that were unclear can help maintain a strong relationship. By offering this information, you stay top-of-mind without coming across as too pushy. Here's how you can implement this strategy:

Identify Unclear Elements: During the initial proposal review, identify any areas that were unclear or not your strongest value pitch. Provide Relevant Information: Send detailed information on these elements, such as case studies, whitepapers, or additional data, to help them make informed decisions. Stay Positive and Helpful: Frame your follow-up as a supportive gesture, emphasizing your readiness to help them navigate any remaining concerns.

By providing this additional context, you show that you are committed to their success, which can greatly enhance your chances of closing the deal.

2. Get Personal

A significant part of any SaaS deal is the team the buyer is aligning with. Demonstrating that you understand and are invested in their success can make a profound impact. Here are some ways to get personal:

Personalized Video Emails: Use tools like Bonjoro to send personalized video emails during their evaluation process. This adds a human touch and shows your genuine interest in their journey. Relevant Content: Answer questions they have or discuss topics relevant to their needs, demonstrating your understanding of their challenges and goals. Promote Support and Partnership: Show your commitment to supporting them, even if they encounter any issues down the line. This builds trust and ensures a long-term relationship.

Personalization not only sets you apart but also reinforces the idea that you are a reliable partner they can trust.

Understanding Decision Criteria and Setting Clear Expectations

It is crucial to understand the decision criteria, and by the time the formal proposal is sent out, there should be minimal ambiguity. Setting clear expectations both during and after the proposal process is key to success. Here are some steps to take:

Understand the Buyer's Criteria: Determine what factors the buyer is considering in their decision-making process. This includes costs, decision-making criteria, expected business outcomes, timelines, and procurement processes. Define a Clear Plan: Define a plan that aligns with the buyer's goals and helps them achieve their objectives. Ensure that this plan is communicated clearly and with commitment. Commit to Communication: Maintain open and consistent communication to redefine and refine the plan as needed. This keeps you involved and relevant throughout the process.

By setting clear expectations, you increase the likelihood of closing the deal successfully.

Conclusion

The work to win an Enterprise SaaS deal happens well before the proposal stage, but having a solid strategy in place post-proposal can significantly improve your chances of closing the deal. By providing additional context and getting personal, you can solidify your position as a trusted partner, boosting your probability of success. Whether you are working on a proposal or following up, understanding the buyer and their process is key to winning their trust and securing the deal.