How do you deal with tire kickers?
I generally launch developer tools and products.
Developers always want to just try it out and see if it provides immediate value. I do this too :)
How do you guys deal with tire kickers?
Some options I've tried and am thinking about
- don't let them in -> guard your log in by waitlisting everyone
- don't worry about it -> reach out, do your best to convert them
- others?
Would love to hear how others have overcome this.
Hugs,
I think it's in your interest to try and remain front-of-mind for them. Good developers share, and when they encounter someone else with a situation your products could help resolve, you'll want to be on the tip of their tongue.
Love the idea but don't know how to do that.
Do you have any practical tips on how to do it?
It's all about delivering value, so even if they're not explicitly interested in the tool(s) you have to offer, have a newsletter that talks about the latest [x] practices, or useful info in a nutshell. Make it tangentially interesting to what you want them to think about. What would you want to know in their position?
This can be as simple as just collating the interesting articles you've read that week/month/whatever and putting them under interesting subject headers. This makes you the brand, and those who want to know more about you can. You put in a small reference to your product(s) in the intro or in the footer, maybe call out a special offer you're running. Make it easy to unsubscribe, make it easy to attract and convert people who have been forwarded the email.
In the hierarchy of consumers, I believe the next best thing to an actual customer is an ambassador (they may even be top, thinking about it), so make it a two-way relationship. It'll take a little effort, but how else are you going to consistently reach this group of people?
yeah, you're right. so basically content marketing. That's what I was thinking, just thought I'd see if you had any other approaches.
Do you speak to them over the phone or have a sales process?
I'd set up an upfront contract.
Tell them that you'd look forward to a response within x number of days, if there's no response you'd assume it's not something they want or need.
Or you could be direct and ask if they're at the stage to make a purchase.
Check out David H Sandler's stuff
upfront contract in a modern self serve saas app? I've never seen this work except in the enterprise space...
Andrew,
Ensure that all your marketing site copy and content as well as your on boarding make it clear what the value proposition of your products are.
Telling people what value they’re going to get out of your product will help them understand whether they should continue or not.
At an early stage, you should be able to speak to each user personally btw. It doesn’t take that long and you’ll learn heaps.
You have to do everything in your power to convert them EXCEPT engage with them personally.
I updated the post to be more clear, but there's no need to be snarky. That's what Reddit is for.
Actually I'm just summarizing what I read online https://www.bidsketch.com/blog/clients/tire-kickers/
I think this is a slight. I do engage with people personally.
I agree that engaging with them personally is completely okay, as long as you are early stage. If you are less than $1,000 MRR every ounce of feedback is critical, and every sale is even more critical. You do have a higher chance of converting them to a sale if you talk to them personally.
I feel like @disrael advice is good, but only relevant after $5k MRR. In the early stages you should be talking to as many people as you can.
Seriously https://www.uclusion.com was trying to do more of an "enterprise sale" at first where we push things on people and now we think that's a waste of time - for us. Your case could be different but engaging personally comes at a cost.